Friday, March 6, 2009

Expand Your Circle

"There is safety in numbers." A very true statement if you're out in the woods, and if you're in sales, says sales trainer Adrian Miller. "Make it a weekly goal to meet ten new contacts", suggests Miller. "The more people you can connect with, the more sales you'll make, and the less likely you'll be affected by the economic downturn."

Go to Networking Events

Too many people think that they're above having to attend networking get-togethers. Interestingly, these are the same people who are complaining about their lagging business. Commit yourself to attending events at least twice a month. Sure, you might generate some new business, but just as importantly, you may be able to provide help to someone who also needs a leg up.

Become Active in a Group/Committee/Association


Undoubtedly, you're a member of at least one industry association or business group. While you may have ignored their email invitations to events when times were good, you could probably benefit from their support now.

Show Some Appreciation

Now is the time to thank all of those loyal existing clients who have given you business through the years. Be generous with your appreciation, and you might just drum up some new sales.

Work Your Database


Make it a daily plan to start reaching out to everyone on your database. Begin with the smaller accounts and work upwards so that you don't miss anyone!

Reactivate Dormant Accounts and Cross-sell Everyone

Haven't heard from a customer in a while? Give them a call, send them an email, or even invite them to an event or function. Just don't let them drop off of your radar. If you're making assumptions about what your customers want and need, you're missing out on valuable opportunities to cross sell. Always provide information on all that you have to offer, and let them decide what they want to buy.

Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".

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