Basics of Sales 13: Annoying Prospects
In the last few lessons we’ve covered some of the best ways to warm prospects to your sales proposition and also what is and isn’t a buying signal. Now I want to concentrate on things you may be doing to annoy prospects without even realising. Being Too Familiar No sales article is ever without that […]
Basics of Sales 11: Warming Prospects
For any multitude of reasons a prospect may not be in a position to buy from you just yet. As such it is your job to stay in front of them and keep them warm. People Buy From People. I’m always a firm believer that it’s better to let your personality shine through and not […]
Basics of Sales 10: The Internet
Now that I’ve focused on phoning people, there is the ever tangled web of selling through the internet to tackle. Every Medium Matters Not only was this the excellent slogan of my company (so don’t you go stealing it!) It’s an essential lesson with your sales efforts. Some areas lend themselves more to cold calling, […]
Basics Of Sales 9: Scripts
Earlier in this series I talked about the importance of core messaging as something that lies behind everything you do in both sales and marketing. Nowhere is that more evident than in scripts, primarily these are employed in cold calling but also product demos and the like. Don’t Write Scripts It seems odd to write […]
Basics of Sales 7: Feedback
One of the most powerful and under-rated tools is feedback from prospects and in particular the questions that they ask you. One is Many For every customer that asks you a question, there will doubtless be tens more that didn’t ask the question and then didn’t use your service. No matter how seemingly stupid the […]
Post Project Steps 9: Your Questions
To finish up our topic of all the things you should do after a project is over, I once again turn to you and the questions you’ve been asking me. Here goes! You talked about evaluating ourselves and our performance…should we also do that for the client? I don’t think you can rate a client […]
Post Project Steps 8: Implementation
Now that you’ve evaluated your feedback it’s important you take stock and think about ways you can improve your business and service. Now obviously there’s no catch all lesson I can write that will apply to everyone, but here are a few things I’d expect to see as your business grows. More Procedures Not what […]
Post Project Steps 7: Questions
What sort of questions should you be asking yourself once a project is done in order to carry through improvements? Sales What worked? What approach/material did you use to win the prospect, how long did it take to go from an initial enquiry to actual work and where did that customer find you or vice […]
Post Project Steps 6: Review
We have been talking about what happens post project and how to make the most out of your last job in order to get the next one. Next I want to talk about reviewing a past project so it can help you improve future projects. You Won’t Review The truth of the matter is 80% […]
Post Projects Steps 5: Communication
With some clients, you want to run to the hills as fast as you can and never see them again, but with most its worth keeping in touch. Here’s a few ways you should go about it. CRM I’ve talked a few times about the importance of having a Customer Relationship Manager. This can be […]
