First of all, the title is a little misleading. To be successful in sales, it’s very hard to do well right away; it takes time. The best sales professionals are tops because of their ability to develop and maintain relationships. So, this month I want to share with you how to develop relationships and how to capitalize on the relationships you have.
If I were you, I’d be spending as much time as I possibly could meeting with people who either can use your products and services or know people who can. Even in this environment, I am amazed that many still sit back and wait for the phone to ring. That’s not a good idea; you have to get out there and try to create some opportunities. It’s in your best interest to get out there and meet some new people and network. I always say, “It’s not what you know, or who you know, but who knows you when they need you.” Here are the five best ways I have found to meet people who can help you grow your business:
1. Join any association that has members who fit the makeup of your typical client.
2. Read the business paper religiously.
3. Join a networking group.
4. Be someone others want to get to know.
5. Become focused on making friends.
Now assuming you have clients who are happy with your goods and services, here are seven ideas you can use to sell some work right now:
1. Call each client and set up a time to go see them and walk their property. We do this and it works. Not only is it a very successful way to point out enhancements you could do at their property, it’s a way to enhance the relationship you have with the client
2. Provide unsolicited quotes to your clients. If one of your clients doesn’t have nightlighting, put together a proposal for that and go see them. If they have a hedge that is half dead, give them a quote for a new one. I have sold millions of dollars worth of work in the last 25 years showing clients what’s possible
3. Offer incentives for your clients to hire you to do other things. For example, tell your clients if they let you install the front landscaping, you’ll keep it weed-free for the rest of the year. Think about what you can do that won’t cost you much, but be perceived as valuable to the client.
4. Incentivize your whole team to sell. Let them know they’ll receive a percentage of every referral they give you. By the way, this is something you ought to be doing all the time, not just when times are tough.
5. Send a handwritten thank you note to every client you have. If it takes the next 30 weeks to get this done, do it. This might not seem like something that would sell work right away, but in today’s digital age where handwritten notes seem to be a thing of the past, you might be surprised what this could do. (Slip a little coupon in with the note if you want.)
6. Ask other companies, like plumbers, remodelers, pool builders, and even bankers, to refer you to their clients. You can have them send your information or you can get their mailing list and send a special offer.
7. Keep your name out there. Park your trucks on busy street corners every weekend. Do some advertising, such as some radio commercials and some direct mail pieces. Cold call on properties you’d like to work on. Think.