Sales tips and insights: Wednesday is Q&A day and today's question comes from Matt in Seattle: "What can I do to generate more referrals?" Great question Matt. I'm sure many of your fellow sales managers and sales executives have the same issue. So here are 5 simple things you can do to generate more referrals: 1. Set it up early in the sales process so your client/prospect knows you'll be asking for referrals after you provide great service. Which leads to tip #2... 2. Exceed your clients' expectations so you earn the right to ask for the referral. I am of the belief that ...
Sales Prospecting: Adding a Sample Strategy
Lead generation and sales prospecting are hot topics for today's sales managers and sales professionals. Qualified leads = qualified prospects = improved "opening ratios". You might have heard me say this before, but the days of "closing" sales are over. The age of engagement is here and it is no longer about closing and moving to the next deal. Once a sale is made the real work begins and the relationship must be nurtured for a number of reasons, e.g. reorders, referrals, testimonials, etc. Enough on that rant, this is about prospecting, so... I came across a great, quick article from ...
Schedule Face-to-Face Sales Meetings to Stay Motivated
Plan tomorrow today. As a suggestion, try making 30 calls today to schedule meetings for next week. Face-to-face appointments are a simple way to shorten the sales cycle, build rapport, and differentiate yourself from the competition. That being said, shoot for 5 face-to-face meetings for the upcoming week. Imagine how good you will feel when you come to work Monday and see 5 pre-set appointments on the books. It will keep you motivated and that’s critical because objects in motion stay in motion! Good luck today and sell like your life depends on it! To your ...
