Your Key Sales Resources: How to Stand Out of the Sales Crowd
Customers value a resourceful sales professional. This means that you use everything within your power to find business, take business away from your competition, and create value with every customer in every contact. You stand out of the sales crowd.
A slight shift in attitude can take you a long way to being resourceful. Instead of thinking, “I don’t have anything to work with,” make a list of the resources you do have right now. This can help you get unstuck and out of a sales rut. Read on to get a few ideas about key sales resources within reach.
Who Can You Call Today?
One of your key resources is who you know. I’ll bet that you know at least ten people that you haven’t talked with in the past month that you can check in with. It’s time to do that.
One seasoned sales pro told me he considers his cell phone contact list to be a goldmine. While waiting in line, waiting for appointments, waiting for anything, he reviews his list to recall people who he hasn’t talked with for a while. He calls them and says, “I was just thinking about you! I’ve got some great news. But first, what are you up to these days?”
His great news is always about the current special, promotion, or new product introduction. He adjusts his message to his customers response so that it’s relevant to what they’re paying attention to right now.
What News Can You Share?
One of your key resources is industry insight. I’ll bet that you could write an article about trends in your industry that your contacts would find valuable. Invest thirty minutes to crank out 300 words about what’s happening over the next six months that your customers need to know. Make it a white paper. Turn it into a e-newsletter. Put it on your blog.
For example, if you’re expecting product updates, let your customers know so that they can plan. If there is an upcoming trade show that customers need to know about, offer them free passes. Perhaps you can offer them free admission to an educational event. If there are upcoming price increases on products, supplies, or accessories, let your customers know so that they can stock up at the lower price.
You may wish to review some of my articles to get inspiration on how to write updates. Just remember, the first draft won’t be perfect, just get it out of your brain so that you have something to work with. And better something than nothing. Let me know what you write about.
Who is Happy With You Right Now?
One of your key resources is satisfied customers. They remind you of how good you are and can give you a better ego boost than your boss. If you don’t have any customers, call your mother.
When customers pay you a compliment, say, “Thank you! Who can you think of that can benefit from working with us?” With a bit of luck, you’ll get a referral on the spot. Instant sales resources!
Be resourceful, stand out!
Mark S A Smith
P.S. If you’d like 15 minutes to talk about how to build your customer acquisition system, contact me and we’ll set up time to meet. And you’re welcome to publish and share this with others; just include my contact information.