Trying to increase your sales?
It's funny, but when you think about increasing sales you often think you need to make BIG sweeping changes.
But the solutions to business problems are often not big dramatic shifts but small shifts that can be made quickly.
For example, look what can happen when you make a change in the way you follow up unconverted leads.
You might still need to take the same basic actions such as phone calls, emails, personal visits or direct mail letters….
But a change in your attitude from "what can I get out of this?" to "what can I give?" could increase your results dramatically.
It takes the same sales or marketing activities.
But when you calculate the speed of the sale ... and the lifetime value of a relationship built on serving (not taking) ... you quickly see you get far better results.
The referral value alone of a client who feels you're trying to "serve" compared to one who feels you're looking after your own interests could revolutionise your sales all by itself.
I've seen this in my own selling.
I made a simple shift in focus for my first contact with a new prospect.
Instead of trying to sell them on why they should buy from me … I started to focus on making them feel understood.
That simple shift took me from pushing my service to having prospects ask me what I recommend.
When they ask what I recommend I’m in a position of authority and my proposal is more readily accepted.
That’s why in my opinion, when you make the decision to increase sales, you don't need to look for new things to do.
You don't need to go in search of the latest marketing tricks.
You simply need to optimise what you're already doing to get each activity to produce greater results.
A shift in your attitude (or your sales people’s attitudes) is just one example of this.
There are dozens more.
And dozens of activities you can optimise.
And it will probably be easier than you think.
The key is to diagnose the problem or barrier correctly.
Then find the shortest path to increased sales with the least amount of change.
Despite what people say, most don’t like change.
We all want things to be different or better.
But we don’t like change.
So small shifts that increase sales dramatically could be the answer you're looking for.
If you want to discuss small changes you can make to increase your sales then click the link below.
Stay tuned for more tomorrow