Where to Look for Leads
Working in a bubble as many of us do, we sometimes ask, "What are others thinking? Am I unique in my sales challenges?" If these issues are your issues, why not join the conversation? Here's a few recent discussions found in The Sales Vault and our free Slack sales community.
- “What’s the key to meeting my sales goals?”
We held a Sales Vault workshop a few weeks ago on the subject of obtaining New Business. That was followed by one last week which helped participants create a sales plan for July and August. I didn’t tell people what to do but rather created a template so they could create their own formula. But here’s the thing: Even the best plan in the world can easily fail without one missing ingredient: motivation.
Tony Robbins says we are more driven to achieve our goals by the negative than the positive. That is, if something really, really bad will happen if you don’t increase your sales (for example), you are very likely to stay on track. It’s an interesting thought, but one that I think is spot on. Without a specific motivator—positive or negative—the chances of you failing are high. Keep this in mind as you enact your August sales plan.
- “Where do I find the best prospects?”
Unfortunately, great leads don’t have red flags on them. Here’s one of my favorite sales tips, one that came from the fabulous Kelly Mallozzi: Head to the library. Seek out the Reference Librarian. These individuals went to college to learn how to find stuff. If you walk in, give him or her specific information regarding the kinds of companies you’re looking for, then come back in a few days, you are very likely to have found a great source for your next customers. Plus, they’re free!
- “I’ve got a vacation coming up and I’m nervous about leaving”
You need a break. Your family needs to get away and God knows you could use some downtime. The problem is, you are afraid you might lose customers and opportunities if you don’t check in and remain available. There’s a lot of talk about here, but let me give you one quick tip: Before you leave, change your outgoing voicemail to something like: “Hi, this is Bill. Thanks for calling. I will be checking messages every day at 3 p.m. If you call me before that, you can expect a call back at three. If you call me after that, I’ll get back to the next morning. If you need immediate assistance, call the mainline and ask for Allison.”
This simple message delivers a lot of information. It tells customers/prospects when they can expect a return call from you. It sets their expectations. It gives you peace of mind so that you can enjoy the day, get the rest you need, but still service your accounts.
In a perfect world, of course, you shut down completely. If that’s not possible, this tip will help.
Need sales? Seminars and webinars provide temporary motivation and ideas. In a week, it’s all gone. The Sales Vault delivers constant sales growth. Learn more at SalesVault.pro or call Bill Farquharson at 781-934-7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.