Thriving amidst the Pandemic

Posted: April 9, 2021 | Categories: Sales, Self-Improvement

In the past 12 months we have observed many companies and businesses suffer due to Covid restrictions.  The development and distribution of the vaccines has opened some doors.  So what do we do now to benefit from these newly opened doors?

Here is some good news:  Even though some things have changed, one rule remains the same:  To raise our revenue we need to increase the number of direct selling conversations we have with qualified prospects.  This fundamental is a common denominator of all the companies I know that are doing well now.  Would you like to join them in getting your “Piece of the pie”?  If so, here is what I recommend:

Step #1:  Set a revenue goal.  Make sure the goal is well thought out, realistic, and attainable.  Rather than a long shot, you should have at least a 50% chance of hitting the goal.

Step #2:  Define the “Who?”  Looking at your current list of clients, what type tend to yield the most profit?  Do you need a different type of client due to changes in the business environment?  Next:  Develop your list.  You can use the premium database at your library.  Harris and American Reference are a couple good ones.  You can sort through according to zip code, SIC code, gross revenue or whatever metric you choose.  Make sure the contacts on the list are current.

Step #3:  Categorize and prioritize your list.  You can use the ABC method.  Also, decide how you will approach the prospect.  Email first?  What about calling them?  What will you say to generate their attention, interest, and desire to want to meet with you?

Step #4:  Block time.  Pick the best time that would have the least interruptions.  Honor it.  Have your list before you with the calls in sequence.  Stay focused.  Don’t get distracted.

If you can consistently do all of the above with dogged persistence and no distractions, you will be well on your way to bringing about a comfortable stream of revenue.

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