Part One - Prospecting for business owners
Anything you decide to do in business should all contribute to your sales and revenue goals. From where to create a social media profile, how long your ads run, to your marketing strategy. As business owners we leverage the path we are already on. How many of us are actually looking at our plans everyday, making sure our outbound activities are matching our inbound activities? How many of you are focused on generating business?
Plan your day by which activities bring revenue. What we like to call IPA - “Income producing activities”. What activities are actually bringing you revenue?
Understanding the sales process
What is the process? Prospecting, preparation, approach, presentation, handling objections, closing, and follow-up.
Prospecting
Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customer to current customer.
Ask yourself these questions
Who do you want to work with?
Where do they shop? (study them on their website or social media)
Solicitation activities
Calls, emails (DMs), online engagements, and face-to-face engagements
What is your number?
How much do you want to make?
What is your overhead/personal cost?
How many people do you need to reach to make one sale?
Tips
Phone calls - Warm up with an email intro
Email - Avoid canned bulk content
Keep your promise and follow-up when you said you will. This also shows them how interested you are in gaining their business.
Follow up with an additional email.
Creating a process for prospecting -Identify your goals
What are your revenue goals? (the amount of money you want to make)
What are your activity goals?
Solicitation goals (actually reaching out and asking for business)
Prospecting and solicitation work hand in hand. You have to do more than just look at people, you have to call and talk to them.
Research and reports
What makes you different?
Research your ideal client, the market, and what influences your clients’ purchases.
It will help you narrow down your activities.
Account management
Maintain your database so you can generate repeat business.
Stay tuned for Part Two of our Part Seven series!
Have any questions on how our assistants can help you with sales?
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