This article provides you with 21 actions that you can gradually implement one day at a time. Easy. Fast. Simple. But each little task is a step in the right direction. Each step creates and builds momentum. The best part is this: after 21 days you'll be in better sales shape. You'll have created a habit of doing a little extra every day.
Day 1 - For the next five business days, arrive 15 minutes earlier than usual and use the time to prospect. Sometimes earlier in the day is the best time to reach decision-makers. Of course, what it really does is translate into 75 minutes of business development. Focus exclusively on dialling. Don't get distracted.
Day 2 - Send out 10 thank you cards to your top 10 clients. Simply tell them 'thank you' for all the business in the past. Tell them you don't take them for granted. Hand write the card and envelope. Use a real stamp.
Day 3 - Ask your manager to monitor five of your (completed) calls today and provide feedback on how you can enhance and improve your approach to a call. A good coach means good results.
Day 4 - Identify 15 inactive clients (a customer who has not bought something in the last 12 months) and give them a call. Ask them questions to get a feel for their current situation. Identify needs. Pay attention to them. Groom them. Reactivate them.
Day 5 - Today, implement a "passive referral" program - ie. a means of soliciting referrals from clients (and prospects) using a variety of methods (for example, email).
Day 6 - For the next 5 business days, stay 15 minutes longer and make cold calls and develop new business opportunities. Sometimes later in the day is the best time to reach your decision-makers. Try it and see for yourself.
Day 7 - Today you want to get "some skin in the game" and invest in yourself. Go to a book store or visit Amazon and buy a book on selling. Find something to enhance your approach to selling. When you invest in a product, you are more apt to read and apply the techniques in order to get a return on your investment.
Day 8 - For today, identify your top 5 selling products and list 2 add-on sales for each of these products. Jot them on a sheet of paper and when appropriate, cross-sell or up-sell on these products. Do this today and for the rest of the 21 days. Watch the average value of your sale increase.
Day 9 - Swap five of your prospects who are not returning your calls with 5 prospects from a co-worker. Sometimes a new voice and a new approach generates new sales.
Day 10 - Scan the Internet and find an industry or product related article that you can send or email to 25 clients. Add a little note that says, "I thought of you when I found this article. Enjoy!". This creates value. It positions you as a 'resource' and not just a 'source'.
Day 11 - Call 10 of your "B -level" customers and ask them if there are any projects / sales three to six months down the line. Not only are you scoping out long term opportunities, you are staying 'top of mind'.
Day 12 - Eat lunch at your desk and spend the time making cold calls - maybe to a different time zone. That'll give you an extra 50-60 minutes of business development opportunity. See what happens.
Day 13 - Call your top 10 clients - the same ones to whom you sent the thank-you cards to on Day 2 - and who probably got your industry related article on Day 10. Ask them for a referral.
Day 14 - Today, create an e-prospecting letter and send it to 15 prospects.
Day 15 - Make follow-up calls to the 15 prospects who got your email on Day 14. Timing is everything.
Day 16 - For the next five days, come in 10 minutes earlier and stay 10 minutes later. That means an additional 100 minutes of business development activity. Ten minutes on either end of the day? Heck, that's easy.
Day 17 - Monitor 5 calls from three of your co-workers (15 calls in all). Get a feel for what they do. Maybe you'll get some fresh new ideas or approaches.
Day 18 - Call five clients and ask them for a testimonial quote that you could use in an email, letter or presentation. When you get them, be sure to leverage them!
Day 19 - Call or email those who have given you a referral and give them an update on the status of the referrals you received.
Day 20- Send a thank-you card - not an email - to those who have given you a testimonial quote.
Day 21 - Evaluate all that you have done over the past 21 days. What has been the net result? If you've missed anything - implement it. Now, build your 'little extra' plan for the next 21 days. Keep the momentum going!
The above tips are easy to implement and take very little time. Do the extras. The extras will give you the edge and make things happen.