- The Golden Hour approach: this is a tried and tested approach and I strongly recommend this to all my clients. Everyone involved in the sales process needs to spend one hour everyday to talk to new prospects. Following up with existing clients or old prospects is not counted. This is strictly getting in touch with new qualified prospects and adding them to the pipeline. Start with making 5 to 10 calls. Get on the phone and call.
- A “NO” in sales is never a permanent “NO”: we often make the mistake of not following up. This specially applies to B2B sales. It is always a good idea to reconnect with a prospect who did not buy earlier. The needs may have changed. You may have a better solution now. The price point may not be a disadvantage anymore.
- There is always an opportunity to Upsell: It is easier to sell more to an existing client compared to new client acquisition. However, most small business owners tend to ignore this sales channel. Remember how banks pester you with calls and emails to sell additional products and services such as insurance and loans. The same principle applies to B2B sales. Leverage your existing relationship with a client. As a vendor, you understand their business hence it is easier to identify opportunities for new solutions. Seeking regular feedback from existing clients is a good way to seek new opportunities for sales.
A great product or service needs to be complemented with a dedicated sales team and innovative sales strategies. Usually, unlike large companies, most small businesses do not have the luxury of separate sales and marketing teams. The owners and the core team perform multiple roles. The basic sales rule for a small business is fairly simple – everyone has to SELL. Irrespective of the role or seniority, everyone in the organization needs to contribute to get new customers and increase the sales revenue.Here are 3 tips to increase sales for your small business:
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