3 Resources that can help you make better sales
Chris Whife 20th September 2016
Every sales rep or entrepreneur knows that slogging through hundreds of cold calls will, eventually, yield results. That’s especially true if you have a good database that helps you target certain markets. However, this is by no means the only tool available to today’s salesperson.
Using the resources available to you, you could quite easily not only improve your sales, but your after-sales service as well.
Grow your network
Whatever your particular target market is, someone else out there has the same target market – even if they don’t necessarily sell the same product or service as yours. By building up a network of contemporaries, you could expand your customer base easily and effectively by piggy-backing their client base, without jeopardising each other’s sales.
Whatever industry you are in, there is bound to be someone in the same industry, but in a complementary, rather than competing, position. For example, if you sell double-glazing, getting into a working relationship with someone who sells under-floor heating means you can both cross-sell to each other’s clients, with a little referral help. You could also both benefit by establishing a relationship with a roofer.
In fact, just because they are technically a competitor, doesn’t mean they can’t be an ally. If you have a good relationship with your double-glazing competition, they could feel comfortable passing on excess work to you, or vice versa – with them being someone you trust to handle your overflow.
Know your client
The best thing about the Age of Information is that the information is at your fingertips. There really is no excuse not to know as much as possible about your potential client before seeing them. Try to delve as deeply as possible, and read articles about the company – if there are any – to find out what challenges they have faced recently.
If you are able to demonstrate how your product or service could have helped them resolve a recent issue – or how it could help them solve a current crisis, you are several steps closer to making the sale.
Tech it to the next level
Nothing beats a good face-to-face conversation to make a sale happen. People are more likely to trust someone whose face they can see, and there’s no reason you shouldn’t take advantage of that. So what if your client is halfway across the globe?
Using technology like Skype to hold your sales meeting can dramatically improve your chances with sales. But what about other media? It’s not just up to your marketing department to create clever campaigns, it’s up to you to use social media to your best advantage. Research what some super-successful salespeople are doing on Facebook, Twitter and LinkedIn.
Don’t just use these platforms to try for the hard sell, either. Use them to build relationships and position yourself as an authority in the field – whatever field you’re in. Push interesting content, follow potential clients and interact with them; just make sure you avoid some of the social media faux pas that have brought others under negative scrutiny!
Using the resources available to you will push you ahead in your career. This list, of course, is by no means exhaustive. Apply a little creative thinking to try and discover a few new and unique resources you have that can propel you forward.
Chris – Leadiro’s Chief Executive Officer – has a background in running lead generation programs and products that improve and increase the sales pipeline and revenue for enterprise technology companies. Chris sets the direction for the Leadiro and the overall vision for the future.