SELLING FOR LIFE

We are constantly getting upgrade reminders from our phones and computers to upgrade to the latest version of the software so they work better.  Have you gotten your upgrade notice for your business?

Are you working harder and harder but still finding it difficult to continue to grow your business?  Maybe it’s time for an upgrade.

Years ago I heard a very successful life insurance professional describe why at age 40, after 18 years in the business, he was handing it off to someone else.  He said “It no longer made sense for a 40 year old to run a business that a 22 year old built.”  He needed to upgrade in order to grow to the level he wanted to reach his personal goals.

Do you need an upgrade, only you can answer that question.  It might be time to upgrade if:

• You are you continuing to call on prospects that look like the bottom 20% of your current customers.

• You are using the excuse that you can’t make enough time for prospecting because you have too many “small” accounts to service.

• Your business is flat or declining because you are not adding enough new customers.

How do you get started?

• Build a success formula with the right metrics and hold yourself accountable.

• Create a profile for new customers that generate the amount of revenue you want.

• Share your profile with everyone who might know where these customers are and be willing to introduce you to them.

• Add 1, drop 1.  Each time you add a new client; drop one from the bottom 20%.

How will you know when your upgrading efforts are beginning to work? 

•  You stop using a mirror to qualify your prospects.

• You have fewer but larger opportunities in your pipeline.

•  You are telling more prospects no.

• Revenue is up and number of accounts are down

•  You are accomplishing your personal goals.

When should you upgrade?  Whenever the people you are calling on cannot help you reach the goals you have set for yourself.  That’s when.

“To tweet or not to tweet, that is the question”

Facebook, Linked-In and Twitter are a bigger part of how people communicate and it’s growing everyday.  Where do you and your business fit?  Salespeople are busy enough running their businesses and without a social media strategy, it could feel like you are taking a drink from a water cannon.  Everyone I talk to, the questions are the same:

Do I have to change what I am doing today?

How can I leverage what I am currently doing along with social media to achieve sales success?

More questions than answers:

Before you jump into the pool, or off the bridge, here are my top 10 things for you to consider:

1.  Don’t get fooled into thinking that you can replace what you are currently doing to prospect.  You still need to initiate relationships.  Even if you connect through linked-in, twitter or facebook, you eventually have to pick up the phone and set up a meeting.

2.  Social media doesn’t replace traditional sales methods it just gives you more tools to succeed.  Think of it as direct marketing at warp speed.

3.  The right social media strategy can generate leads from a more targeted audience.  Social media provides a place for people with similar interests and concerns to gather and facilitate discussions.  If it fits your market strategy, get in on the chatter.

4.  If you combine a social media strategy with what you are currently doing you can identify and target specific groups and then approach them before they go on-line thinking they can find everything there and don’t need you.

5.  Strategy and execution still matter, regardless of how you get in front of the prospect. Make sure you have a pre-call strategy.

6.  Prospects are checking you out before they meet you.  Keep that linked-in profile current.

7.  The best social media strategy I know does not eliminate the need to prospect.  Sure some people might find you but I wouldn’t do it just for those reasons.  Don’t slow down on your current prospecting efforts expecting a miracle.

8.  Limit the amount of time you spend each day.  Just like other activities you should schedule blocks of time and stick to it.  Sometimes people get a little to busy with social media and neglect things like, calling for appointments!

9.  Be a giver.  Be willing to share information about your knowledge and experiences that might help others such as the discussion groups on linked-in.

10.  Hire someone to help you get started.  There are several businesses that specialize in developing and implementing a strategy and then track your results so you know when to adjust.

Should you have a social media strategy?  Well by design or by default you already do.  Make sure it’s the right one for your business.