Small Steps to Sales Success

Monday, April 6 2020

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 very little extra can reap big results.

Are you looking to increase your sales this year?  Look to “the slight edge” – the little, manageable nudges that yield meaningful results.

Do A Little Bit Different or A Little Bit Better

Some of us have become accustomed to receiving: mediocre customer service; product-pushing salespeople; grumpy front-line staff; individuals who are too busy or lack the knowledge to help; and salespeople who seem keen for us to trade our money for something of little value.

This provides you with the opportunity to find your slight edge improvement. Little things can leave a customer thinking, “that was a great experience.”  A smile, remembering details about the customer, sending a hand-written note, or providing the ability to speak with a knowledgeable salesperson who has the customer’s best interests in mind may seem inconsequential, but they can be big differentiators.

Do The Right Thing A Little Bit More

The slight edge doesn’t have to mean doing something completely new. 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.”

I have been surprised by how often I have received compliments over the course of my sales career about my persistence. 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!  Additionally, the math predicts that if you make 10 calls/week and earn $100,000 in income, then one more call per week would yield $110,000 a year. What could a few more follow-ups and calls do for your business?

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?