Selling in Michigan has always been a tough and competitive profession. There are a myriad of challenges to deal with each and every day. But there is indeed great gratification when you help customers purchase a product or service that makes sense to both them and their organization or family.
The biggest of the sales challenges is still centered on client acquisition. The “pipeline” must be continuously filled and refilled on a daily basis. There are three tried and proven strategies that create opportunity for every sales professional as you head to the end of 2011 and a new year.
- Know who you want to target: With billions of people on earth, you sometimes lose focus on who your primary client opportunity truly is; sit down with pen in hand and write down who your ideal client and target organization should be. Stimulate the imagination a little and assess the demographics very carefully. Do it not only with the type of clients who are ideal, but where you can easily find them. Facebook, Twitter, and a multitude of other social media platforms have to be included in the fast paced Web 2.0 sales world.
- Reward current clients: Offer all existing clients a simple reward for bringing new leads and new customers. Always mention it when you are speaking to them or while you are chatting with them on the phone. Announce it on your website and put it in an e-mail; maybe even post it on Facebook. A numbers game always creates a better numbers game.
- Join your local Chamber of Commerce: Pound for pound, there is no better place to meet others who might need your products and services. The Chamber environment, with regular events, morning socials, and business after hours, is an excellent platform to grow your business. Know the key chamber personnel. They are your front-line for new opportunity.
Looking for and maintaining clients are full-time jobs only if you let them be. Integrating client acquisition permanently into your personal business model is the key to survival.
This post is brought to you by the good folks at Dale Carnegie Training of Michigan, providers of professional development and management development courses and information in Michigan. We would love to connect with you on Facebook and Twitter @MarkWillDCT.