Going into a new year as a sales person, it’s likely that you are starting with a lot of pressure. Every sales person and sales organization has to make a particular number, and likely that number is bigger than it was last year, especially if last year was a good one.
So now the question is this: What are you going to do in order to hit 120% of last year’s number? Are you going to do 20% more of what you did last year? Make 20% more of the same calls? Send out 20% more of the same emails and brochures? For far too many sales people and sales organizations, this is exactly the path they have already gone down as the new year starts. And it’s no wonder that they likely will not hit their targets.
Here is a better strategy: Why not go into a new year and ask yourself, “how can I increase my business by 20% by figuring out how to work 20% smarter? Clearly the smartest way to get business is when other people speak up on your behalf and recommend you without you prompting them. How do you get people to want to speak up on your behalf without you badgering them? The answer is simple. Serve them. Do things for them that they want and need and do it with NO STRINGS ATTACHED, meaning having no ulterior motive.
For your new potential customers ask yourself this question: How can I add value or solve a problem that other companies either have not or could not solve? This is why people will drive further and spend more money when the company in question is doing things for them that other can’t or won’t. Now they see you as a partner and not as a provider. Big difference. Frankly, it makes all the difference. So the question for us is this: What do we need to do in order to be perceived as a partner? How can you solve a problem or add value in ways that others can’t or won’t? Discover the answer to this, and you bridge the 20% gap in a hurry and then some.