How to Create a Sales Buzz
It’s not easy to build a good relationship with your new prospect. Sometimes it feels like a marriage. There’s a dating stage where you are your most charming. There’s the ceremony stage where you both decide to commit, sign the paperwork and live happily ever after. And there’s the maintenance stage – perhaps the most work of all!
After all of the work you put into your sales marriage, you can be caught off guard when your contact leaves the company. Sometimes they were fired, which leaves you in an awkward position. Sales people hate hearing those seven words: “They are no longer with the company.” Sometimes contacts simply quit and forget to leave you forwarding information. Regardless of the reason, it could result in lost sales for you.
If you’re given a new contact, he or she doesn’t know or trust you yet. This means more time working on the customer relationship. The new contact may even have a previous relationship with another vendor, leaving you out in the cold.
Your mission for every account should be to become a Sales Bee and create an internal buzz. The following are effective ways to close the holes in the sales process:
Expand your database. Get multiple contact numbers, addresses and email addresses during the sales process. How do you go about this? Consider holding an informative luncheon at your client’s office. Bring in lunch, give a presentation on a topic of value (not a hard sales pitch), and get contact information for everyone in the room. If this isn’t feasible, simply ask for additional contact information on sales orders or during visits. Get to know your contact’s daily work life and who backs them up in their duties.
Communicate, communicate, communicate. Send newsletters or email flyers to multiple people in the company to communicate your message with more than one decision maker. Once you have those additional names, get them on your regular mailing list. Be sure to include value-added information in your communications and position yourself as an expert in the field. This will keep your name and company top of mind with those contacts, and the next time your contact leaves the company, you will know some other key employees and they will know you.
Proven Systems can help you develop a value-added, informative and results-driven email newsletter or campaign that will close the sales gap. Our sophisticated measurement technology also allows you to keep track of who is reading your emails and whether it’s passed on to colleagues. This information is pure gold to sales reps who are interested in creating a buzz!
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