I have worked in the sales sector for many years, from selling door-to-door useless home and garden accessories, to running my own company and selling our tool. Throughout the past decade, I have learned a lot about what to do right, and what not to do. Sales is truly my passion, which is why I founded FindThatLead, because I wanted to help other professionals to succeed in the sales industry. And the first step in sales today, is getting that email address. In the spirit of helping you become the best salesman ever, I’m going to let you in on a secret. Not just one secret, but my top five secret sales tips of all time! Good luck, and use them wisely.
1. Always be Prospecting, and Use Great Prospecting Tools
Sales is a 24/7 job. Even after you’ve closed a big client, you have to be thinking about what’s next. If you relax too much and forget about prospecting new clients, you’re putting your pipeline of future sales in danger. This is why you must always be prospecting.
On a daily basis, I work together with our internal team searching for leads; to build and contribute to our customer database. Obviously, we use our own great prospecting tools to help us find email addresses! But how do we prospect other than email marketing?
I’ve found these methods to be creative and friendly ways to reach our future customers:
- Trade Shows
- Social Networking
2. Connect with your Prospective Clients!
Once you have your prospects, the next key sales technique to reach out and connect with them. As you probably know, I am a big fan of email marketing. Here, communication is key! I always try to write a catchy subject line to attract attention. This helps encourage my prospects to actually open my emails.
After I’ve established communication, we set up a demo to show how our tool works.
Trouble reaching your prospects? For my important customers, I only call them at 8AM or 8PM. Why such odd times? They never get calls at those hours. Put yourself in the shoes of who you are communicating with, and try to think of when is a convenient time to call them or to set up a meeting with them. You want to make the entire process as easy as possible.
3. Follow Up
Now that you’ve done all the hard work, don’t lose your future customers by being too lazy or forgetting to follow up! This is the easiest sales technique to forget, but you’ll win a lot more customers by following up with them regularly. There are many different systems and platforms in place to track a sales process; you should use whichever is the most convenient for you.
Personally, I am terrible at using CRMs, as I find I don’t have time to add the data and constantly update it. My preferred tool is Boomerang, which allows me to send reminder emails to myself on certain dates at certain times. If you are forgetful, this is a great trick to try! Another method is adding a reminder as a date in the calendar, on June 22 at 9:00 to call Mario Lopez, for example.
4. Never Close
So, you’ve found a prospect, had a demo and even had some follow-up communication — and the prospect likes it. Great! Deal done, right? Sit back, relax, and wait for the contract to roll in. No!
Never close. I can’t tell you how many prospects I lost because I forgot to continue to follow-up with the communication, or show them more aspects of our tool; all because I thought it was a done deal. Thinking that you have closed a client is a bad move to make.
Furthermore, once a customer has become a customer, I insist: never close. This is one of the most important sales tips I have to offer. Constantly talk to your customers and treat them as if they have to make the decision to buy your product every day, even if it’s a monthly or yearly payment. Because that day will come, and they will ask themselves how they have enjoyed using your service or tool.
5. Treat your current customers like gold
I love to live by the golden rule: “Treat others as you would like to be treated”. However, I like to add a special sales angle to it: “Treat your customers as you would like to be treated as a customer yourself”.
This is the most important of my sales tips. It’s practically sales 101. Never think that you have closed your customers for good, as they will have to make repeat purchase at some point. Will they be ready and willing? I like to treat all of my prospective clients like gold even beyond the first sale because I want them to feel comfortable coming back to buy more!
Because customers who truly enjoy our service continue to not only be loyal but to become FindThatLead ambassadors. A true recommendation from a friend or colleague suggesting they try our app is the best form of marketing that there is.
It really is gold for us.
I hope you’ve enjoyed my top 5 sales tips, and are able to apply them in your daily sales activities. Follow us on social media for more sales tips, and see some of my social media prospecting in action!
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