1. Focus on Helping Your Clients
The goal for your product and service is to help your clients win. If it works, you could have a reoccurring client on your hands. This is always the best case scenario. Be active, be present, be nimble, be attentive and work with them to best suit their needs. Get reinforcements to help you when necessary, and don’t be afraid to ask for help.
2. Prioritize Your Company
What has your company asked you to achieve? What is the executive plan to get there? Get help on strategizing specific goals based on realistic measures, and always create stretch goals to help other push beyond the limits. If the original plan is not working as planned, learn from the mistakes and readjust to try and create better outcomes using those fall points. Make sure the revised plan is transparent with the top, transparency and communicative clarity is imperative.
3. Build Trust with Your Community
Become someone others can rely on as a trustworthy partner that will be there to help no matter what.
4. Always End with Next Steps Wrap Up on Calls
Make sure you end each meeting with follow up notes. Define next steps on your end. Do the hard work and validate their needs.
5. Marketing Peeps Need to be Engaged and Ready to Help
Your marketing team was hired for a reason, to help you sell! Ask if they have any creative ideas to help land more business in creative brainstorming sessions.
6. Understand your Target Market
And their competitors in the space. This is half the battle.
7. Deep Dive into Your Industry
What is the future, past and present of your industry? How will it effect your sales leads? What has happened to the seasonality of your product? Make sure you have a long term plan of success, hitting all those calendar marks to makes sure you don’t miss out on new opportunities.
8. Focus on Historical Doable Leads
Has a certain type of client rung better with your product than others? Don’t waste your time recreating the wheel. If shampoo companies see the best results, make sure you span and research players in that market and contact them with previous clients successes.
9. Create Case Studies
Already have clients? Perfect. Hopefully they’ve loved your product and service and have great things to say. Backing up the product with analytical insights and thoughts on performance should help create trust with future partners.
There are so many sales podcasts, conferences, events, online learning sessions, and sales groups out there ready to help you. Be on the lookout for LinkedIn groups, SellerCrowd gatherings, and Local Meet Ups to know who you are working with and where they go to produce new relationships.
Make sure you FULLY understand the state of your industry. Keep up to date with new technology, data and insights that will help you stay knowledgable and relevant.
12. Keep your CRM Up to Date
It is critical to stay organized so that you remember what stage you have your customer in, so that you can follow up. Being disorganized and sending email dupes, or sending quirky jokes that simply waste the clients time will not help you. Be detail oriented and thoughtful and you will see results.
13. Follow Up
If you follow up once or twice, it’s not enough. The top performers in my time follow up politely and respectfully, with relevant information pertaining to the industry they are in or how you thought of them when you read an article pertaining to their pain points.
14. Ask Questions
Not what they ate last night, but what are they working on now? What are their pain points? How can we make their lives easier?
What other points did I miss? Let me know below!