If you own or run a business or sales team, you will be familiar with the daily requirement to generate new leads, create new business opportunities and start new relationships.
An important determinant to your success will be your level of consistent prospecting activity. Don’t measure your productivity (your sales success), measure your activity on a daily basis and every day, the number of quality activities that you do will determine you success.
With the development of online tools such as email and online tools such as Linkedin it is much easier to get a message to your prospects. Having said that, its much easier for your competition to do it as well, and they will, incessantly.
To be successful in sales, irrespective of your product, your prospecting habits must stand up to the scrutiny they will receive on a weekly and monthly basis.
Word of mouth and referral based lead generation usually gives the highest quality leads with an above average conversion rate and in many cases an above average sale value.
If you are not getting referrals from existing clients or if your word of mouth business is not good, this is a good place to start. Are you adding enough value to your client. Do you deliver consistently.
Past customers and even existing customers are also worth considering, they have already purchased from you so if you have delivered for them, they will more than likely purchase from your again.
What businesses do from here can vary, from networking to telemarketing, to bold calling, to email list and email marketing.
The most important things for any business owner is to do everything on a consistent basis and ensure that you are looking for ways to leverage yourself in the process so that you are there to deal with the warm prospects.
Business owners and sales people can get caught in the nitty gritty of the process and sometimes relax on the follow up and relationship building which is where the real money is.
Marketing, Sales and business development is the most important part of any business. Would yours pass the consistency and sustained effort test.
Stop costing your business money – contact me today on 087 222 0720 and we can carry out the test and identify improvement potential immediately.