4 Magic Weapons For Soaring Sales

< p > define what your best customers are, then lock them up < /p >

< p > "how do I find good customers?" this is the most common problem in our questionnaire.

In my sales training course, I often heard this question in discussions with students.

Of course, there are already some ready-made action steps, but first of all, you need to stop and ask yourself, "what kind of customers are good customers for me?"

It's easy for you to push all responsibilities on to customers, and blame them for not acting as you wish.

But seriously, it is actually your choice and the wrong purpose of your presupposition.

Instead of wasting time in complaining that too many customers are not worth or selling them hard, it is better to ask yourself why they are still selling to such customers. Do you still expect different results? < /p >

< p > describe what your ideal customer is like. This is the first step.

Then concentrate on attracting the attention of these customers.

There is no rule that everyone must enjoy the same rights when purchasing something from you.

It is true that sometimes you have to find ways to find new customers to increase your income. In the end, you find people who are totally out of touch with your ideal customers simply because they find it easier.

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< p > faced with this temptation, you need to remember that careful selection is rewarding.

Targeted marketing can make sales more quickly and effortlessly.

If you can accurately target the target market, you don't have to spend so much time trying to sell your products.

You no longer need to spend a lot of time talking with listless customers.

Instead, use frog leaping tactics to avoid fierce competition and focus on those who are willing to sell.

In this way, you can reduce the odds of being rejected by customers and get more repeat orders, because your sales partners want to cooperate with you for a long time.

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< p > once you have a good idea of the characteristics of the ideal customer, the next step is to look at your sales people to determine which customers are in line with the definition of the ideal customer.

Search your customer database, after getting the list of best customers (such customers may have more than a dozen or hundreds), think about what they have in common.

Are they private enterprises or publicly listed companies? Are they government organizations or consulting firms? Are they international or domestic? Are they women's organizations? They are all small businesses or large group enterprises. Once you find the commonalities of "best" customers, you can use the same standard to retrieve your potential customer database.

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< p > so how do you attract the attention of your ideal customers? Simply to find their "key" or make them think of things.

Take my favorite brand, Harley Davidson (Harley-Davidson), for example. The company knows very well who its target customers are.

Halley Davidson doesn't care about whether the value proposition can attract people outside the target audience.

The company only provides meaningful things to a well-defined customer group.

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< p > find the best way that can be used for you.

Whether it focuses on finding specific geographical areas, product categories or service contents, the possibilities are endless.

The key is to find customers who are willing to serve and have a willingness to cooperate, determine their needs, and then strive to meet their needs in sales.

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< p > with the help of recommendation to eliminate the embarrassment of unfamiliar visits < /p >

< p > recommendation can help you bypass the minefield when visiting potential new customers, and let you change from a stranger you never met to a person who knows and trusting others.

Let's see how you can get recommendations, and then use this technique in your sales organization.

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< p > the first thing you need to do is to check your existing customers list, find out your best customers, and prepare to ask them for help.

Next, make a list of your top 25 or top 50 potential customers.

Now ask yourself if there is any relationship between your best client and your best potential customers.

If there is a connection, call your existing customers and ask them to provide one of the following two forms of recommendation.

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< p > the first is internal recommendation, which involves establishing an internal contact with the current client company.

For example, you just sold your product to a sales vice president of a North American division, and you want to sell it to the European division of the company.

Then you can ask the other party for an internal recommendation: "Dan, I want to meet with the vice president of sales in your European division. Can you introduce me?" note that I recommend the name to the request.

This allows your message to be more personal, enabling you to achieve your goals.

Moreover, your problems must be very specific.

For example, "Janet, I want to call Kerr Macarthy next week to talk about how we can work together to help his sales team..."

Can I tell him that we have enjoyed a good cooperation in the North American division? "When you ask such questions directly, people who know you, like you and believe you will be more likely to comply with your request.

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< p > second is external recommendation, involving someone from a company outside your current client company.

For example, your target potential customers are Acme Widgets, a supplier who serves your customers and does not overlap with your company's product / service area.

You can make such a request: "Stephen, I really want to meet the vice president of sales at Acme Widgets..."

Do you know her? "If your client gives a positive answer, then you should go on and say," can you help me to introduce it? "The keyword is" help ".

This is an incredibly powerful word, and its accession will almost certainly give you a satisfactory answer.

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< p > will be recommended to customers for routine work, not occasionally.

This is crucial to your sales success.

Recommendation will not only bring you new customers, but also help you expand your network.

When you ask others to make recommendations, you need to be more specific about your requirements. This is very important.

The biggest mistake people make when asking customers to make recommendations is too vague or too general.

Say, "who else do you know in your company?" or "if you know someone needs my service, please introduce him to me."

It is not enough.

When people hear this, it's easy to blurt out: "I can't think of anyone now. When I go back to my office, I'll think about it, and then I will publicize it for you."

You can imagine what will happen next: the customer returned to his office and made 25 calls to deal with the piles of work email in his inbox, and they forgot your request before they finished work.

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< p > rely on positive customer sentiment to mobilize your secret sales force < /p >

< p > even the most successful professional salesperson is often faced with such a difficult problem: how to attract more target customers who are most beneficial to business development.

In the final analysis, it is not enough to know who the target customers are and how to adjust your business habits to imitate the way the Sales Champions in various organizations do.

You also need to find ways to get more ideal customers into your potential customers funnel.

Of course, you can adjust your sales methods yourself, but you have to do more than that.

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< p > your customers can also play a great role in the surge of your sales, but the premise is that you can try to get them to help you.

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< p > it is time to give full play to the role of customer sentiment. Let customers express authentic facts in simple and touching language, and show how they can benefit from the cooperation with your business.

These customer responses can easily achieve the effect that advertising or marketing activities can't achieve - they can prove that you are authentic and credible about your work and the products and services you sell.

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Less than P, the energy passed from mouth to mouth between customers has become what I call "secret sales force".

Those who provide customers' feelings are not only satisfied with your business cooperation, but also are happy to see you succeed.

Gathering and sharing information such as the customer's experience with you and your company, you can effectively attract more desirable target customers.

When you get and share more and more customers' feelings, their influence will be bigger and bigger.

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Another advantage of "P > Customer sentiment is that it will cultivate potential customers' interest in you, your products or services, and attract them to contact you.

This reduces your resistance to sales and saves your efforts to persuade potential customers or bargaining time, so that you have more time to listen and respond to new customers' needs.

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< p > Customer Testimonials will also recommend your services to others. This is very important.

The proof is: according to recent Nielsen Research, recommendation from peers is the first criterion for decision making.

< a href= "http://www.91se91.com/news/index_z.asp" > YAHOO < /a > tells us that 87% of people believe their comments on the website.

On the other hand, Saga Research claims that only 10% of people believe what they read on traditional B2C marketing products.

So, in addition to giving your clients a commitment, try to prove that the publicity you do to yourself and your work is real and beneficial to you.

With this in mind, you can build trust in your client's heart - and this trust will last for a long time.

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< p > use your sales figures < /p >

< p > now we have determined that successful sales in any market must be based on inspection, namely, knowing who is your sales goal and how to turn these people into loyal customers.

We can find out what important activities can provide support for your successful sales from the source, which involves more precise determination of the goals that are needed as a professional salesperson and sales organization.

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< p > this is what I said "use your sales figures".

Don't be afraid! I'm not going to ask you to deduce Advanced Mathematics in your brain.

I just want you to challenge yourself, work harder and smarter, and achieve this goal at once, rather than waiting for the future.

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Working harder and smarter means less than P. You need to have a clear understanding of the following two numbers.

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< p > first, you need to determine the number of closi ng rat io in your organization.

I refer to the ratio of new contacts signing a contract, not from the sales proposal to the sales success rate.

So, what is the success rate? < /p >

< p > this depends on your company.

On average, every two successful sales of enterprises today (about 50%) are based on new sales leads, while the rest are from existing customers.

Based on this, the sales success rate can be as low as 0.008 (1:125), up to 0.5 (1:2).

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< p > this figure depends on your a href= "http://pop.sjfzxm.com/popimg/xm/index.aspx" > unfamiliar visit < /a > (lowest sales success rate) based on the enterprise directory on the yellow pages, or based on the recommended expansion business (the highest sales success rate).

You must be realistic and ensure that your sales success rate is determined from the success rate of new contacts to the completion of sales, rather than from the stage of giving the sales proposal to the successful rate of sales.

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< p > set realistic and measurable goals for yourself to help you achieve your sales success rate.

Please swear: "at this time of day, I will draw two hours to make sales calls."

Close the office door to ensure that other meetings and scheduled meetings are arranged outside this golden time.

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< p > remember that you are a sales person. Only when you have the ability to reach out to customers and a href= "http://www.91se91.com/news/index_c.asp" > potential customers /a, can you do your job well.

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< p > next, calculate the size of your potential customer funnel to meet the sales goals of you and your organization. This is the second number you need to contact in sales mathematics.

Remember this valuable experience: your potential customer sales funnel should be at least three times the number of sales that the company expects you to complete.

That is to say, if your sales quota is $200 thousand next year, you need to develop and manage at least $600 thousand of potential sales funnel.

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< p > < /p >.

< p > if you use realistic and measurable figures to determine the sales funnel, then you can clearly grasp the progress of sales quota at any time.

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< p > the weak figure indicates that there is little hope of reaching the sales target.

If you are ahead of your intended goal, you will have a great chance of achieving the sales success you want to achieve.

It's as simple as that.

It is right to make persistent efforts.

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