Happy New Year! Now go sell.
Now that the holidays are in our rear-view mirror, it’s time to plan for another year of success. What worked for us last year isn’t necessarily going to work for us this year, so it’s time to formulate a plan. Furthermore, If you happen to work for someone else, they are setting your goals right now. So, now is the time to say a quick prayer and hope that the goal gods are nice to you.
So how are you going to hit that new mark? I’ve narrowed it down to four opportunities that will help you be a top performer in 2012.
Opportunity #1 Your Customers: These clients already know, like, and trust you. The best opportunity is to continue to gain business from where you already have it. Try and find new ways to develop and maintain this relationship. Keep the communications flowing, they may need something and not even know that you can provide that product or service. If you cannot provide it, be ready to recommend someone who can. This will strengthen your relationship and keep you at the top of their list when they need anything. If you don’t, don’t worry… your competition would love to have this account.
Opportunity #2 New Businesses: This one isn’t going to pay the mortgage but a good salesperson is always looking for potential and growth. I learned a long time ago that you want to keep the funnel full as to not count on one or two deals coming through to salvage your monthly quota.
Opportunity #3 Your Competition: Sales people leave, are fired, have personal issues, or are just plain relationship building illiterates. This is the perfect time when no one is taking care of this account to walk in and show them YOU and let them know what you are willing to do for their business.
Opportunity #4 Referrals: The best salespeople are the best because they are not generating every sale from the ground up. They use their contacts, relationships, and reputation to do most of the work for them. Getting a referral is basically having someone who knows, likes, and trusts you put their name on yours. This alone breaks down a lot of the trust and relationship barriers that exist when someone is starting from scratch on a bid.
Let me know your comments or thoughts below!
Images from Google