Frustration with sales typically stems from the fact that we do not have enough clients. Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" Just go here to get the e-book instantly: I'm going to show you seven easy ways to get more clients #1: have a prospecting system.
I find that the biggest frustration around sales is that we don't have enough leads coming into our world. If we could get more leads, so many other things would kind of self-correct. Salespeople often are pretty haphazard about how they're generating those new leads. Every salesperson should have a prospecting system. And by prospecting system, I mean a systematic approach for generating new opportunities, where they don't have to even think about it on a day to day basis. It's just consistently happening.
Seven easy ways to get more clients #2: focus on introductions.
This is back to the blocking and tackling of sales and lead generation. We so often are focused on cold opportunities, where we find people, and we say how can I sell stuff to those folks who I have no connection to. In contrast, we can be leaning on our existing network of people to get introductions to other folks just like them who we could ultimately be serving. What we need to do is come up with an introduction strategy where every single person that we're talking to, we are asking for introductions to new business.
Seven easy ways to get more clients #3: target your top 20.
Get as much information on those top 20 prospects, and then target them in a systematic and consistent approach so that way it's almost like a nurture campaign, where you're reaching out to them, you're providing some value, you're offering them some useful stuff. Ultimately, in the long run, you're developing a relationship slowly with those top 20 people, and that way, by the time you get them on the phone, they know who you are.
Seven easy ways to get more clients #4: stop needing the business.
Your prospects, if you feel like you need to close this sale, if you're willing to discount, if you're ready to do anything to close the sale, they are going to be turned off immediately. And at the very least, they're going to sense that, and they're going to take advantage of it, and they're going to beat you up on price, and they're going to do all those things that we spend all our time trying to avoid.
Seven easy ways to get more clients #5: establish authority upfront.
This is really a big piece, and it's something that we're focused on a lot over here at our organization, which is that the more authority that you can establish at the beginning of an interaction, the more likely that prospect is to see you as an expert, but also to be willing to answer any questions that you have to engage in a conversation, to have more than a four-minute conversation.
Seven easy ways to get more clients #6: disqualify prospects.
Disqualification is the complete opposite of what most sales reps are doing out there. Most sales reps are trying to persuade prospects to do business with them.
Seven easy ways to get more clients #7: sell more deeply to clients.
So much of what we focus on from a sales training perspective is how can I turn new people into business. But what about those existing pieces of business that you have right now that are maybe only utilizing you 50% of what they could fully utilize you at? How could you get those people who already know you, who already have a relationship with you to go from 50% to 75% or 100%? And ultimately, provide more services, more value, that can help them grow their business, achieve their goals, but at the same time help you hit your sales number without having to make hundreds of cold calls all the time and identify tons of new business.
There are seven easy ways to get more clients. If you enjoyed this video, then I have an excellent free training on the data-driven approach to help you crush your sales goals. Just click right here to get registered instantly.
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