Keep doing what you’ve always done and you’ll get what you’ve always gotten. We know this, and yet it can be challenging to make any changes to improve what we get. Perhaps we have a mindset that change must be big, overwhelming, and difficult. But as any racehorse that wins “by a nose” could tell you (if it could talk) a little extra effort can reap big results. Committing to taking small steps to sales success leads to a higher likelihood of achieving your career goals.
Do A Little Bit Different or A Little Bit Better
Are you looking to increase your sales this year? Look to “the slight edge” – the little, manageable nudges that yield meaningful results.
Some of us have become accustomed to receiving mediocre customer service. We also encounter product-pushing salespeople or grumpy front-line staff. Also, there are individuals who are too busy or lack the knowledge to help. Salespeople are too often keen for us to trade our money for something of little value.
This provides you with the opportunity to find your slight edge improvement, because little things can leave a customer thinking, “that was a great experience.” Slight edge differentiators include:
- A smile.
- Remembering details about the customer.
- Sending a hand-written note.
- Providing the ability to speak with a knowledgeable salesperson.
Do The Right Thing A Little Bit More
The slight edge doesn’t have to mean doing something completely new, instead it can come from doing more of the right things. Whether it’s making more calls, setting more goals, or asking more questions, “more” doesn’t have to mean “many.”
It turns out that following up on an unanswered email or making a follow-up phone call six months after a prospective client says “not interested” is not the norm. It is the slight edge. Studies have suggested that 80% of sales require five follow-ups after the initial contact. However, 44% of salespeople give up after one! In addition to persistent follow up, being focused on who your prospects are, the quality of your questions and presentation, and asking for action to advance the sale can have a big impact on your business without a lot of extra work: it’s quality over quantity!
Small Steps to Sales Success
Is it time for you to stop focusing on and becoming overwhelmed by the big opportunities and look for the little things that can generate success? TAC has ideas on how to leverage slight edge strategies in sales. Check out our Pure Selling program to learn more.