How to generate sales
In an earlier column, “8 steps ensure your success in sales,” I recapped the valuable suggestions for generating new sales leads offered by David Behr, one of Tom Hokins’ trainers, during a presentation. I’m happy to share 6/7 more tips to help you generate new sales this year.
1. Prospect in new areas. Think outside the box. Which marketing platforms or opportunities do you not currently use for generating leads? Are you taking full advantage of social media and mobile applications (where applicable)? These are especially popular with younger customers. What about business netorking events and trade shows/expos? Are you taking full advantage of those? The bottom line: Go where your customers are. That may involve new planning and some additional investment. But it could also help you survive and prosper.
2. Give referrals. Sales is a two-way street. The best way is to help your customers is by generating sales or leads. Refer (and patronize) your customers whenever you can. Keep your eyes and ears open for opportunities to mention your customers to others. While attending business networking events, try to connect your customers with willing buyers. “You can have anything you want in life,” Zig Ziglar has said, “if you will help enough people get what they want.”
3. Contact lost customers. Conditions or personnel may have changed at your business or the client’s. Don’t assume the feelings are the same months later. Go back in with a new attitude and some new ideas.