It’s no secret that 2017 has been tough for the majority, with less than 7 weeks to go before business winds up for the year. I’ve summarised an effective sales plan that will help you accelerate your way to success before the year ends.
Referred to as the “championship rounds” in boxing, the last few meters of a 100M sprint, be smart with the last bit of mental energy you have left and sell, sell, sell.
Implement these 5 steps and achieve 2017 revenue targets and set up a great start to 2018.
1- Be Laser Focused on Your Customers
You’ll never be one size fits all to everyone, review your client base and define 3 to 5 groups of customers that your business serves, and solves problems for.
● Customers that behave similarly, have similar problems and face similar circumstances.
● Define the groups by age, volume, category, geographic location, and similar demographics. The more components you assign to each group, the better you understand them, and effectively communicate your services to them, ultimately solving their pain points.
● Personalize with a name it e.g. Sarah is a 30-year-old white collar worker that lives in the urban area, earns R30’000 a month in household income, she sends money back home each month “Black Tax” to support family members that live in a rural area.
2- What Goes Through Their Minds Before Making a Purchase?
● Whether it’s subconscious or psychological, people buy solutions to problems, especially in a tight economy.
● In order to stay relevant to your customers yesterday today and tomorrow. Continue to evolve and develop your products and services to ensure you are solutions driven.
3- Build The Right Pitch
As each of your customer group face their unique challenges. Build a pitch that positions your communication for each customer group to maximise effectiveness.
Follow these 5 important pitch building steps
● Who is the consumer?
● What is the pain point that you’re looking to solve?
● What is the setback for your consumer to not have that pain point solved?
● What do you do to solve that pain point?
● What is the result for your consumer, of having that pain point solved?
Once you’ve built the pitch, utilising them adequately, and start selling!
4- Implement Your Strategy
This revenue-generating strategy has 2 aspects: hunting (Active) and farming (Reactive)
● Hunting takes on the form of outbound action. Searching, meeting and engaging with your potential clients. In short, stepping out and finding your customers.
● Farming is more reactive, it is known as inbound selling. You farm by leaving breadcrumbs that lead your customers towards your services. This is done by generating practical content and using digital platforms to attract attention towards your services or products.
● Build a calendar for your hunting and farming activities, for the next 12 weeks, and specify tasks for each day.
5- Execute, Measure, Adjust
● Hunting: Make 10 calls before 10 am each day, make use of a sales script, this forms part of your daily activities.
● Farming: Schedule a week’s worth of social media content to post.
● After week one find out which group gives you the best response, tweak it & carrying on.
This plan will help you to notice which approaches yield the best results. You’re able to remove what doesn’t work and focus your time on what leads to the most sales. May this help you turn the last 7 weeks of the business year into a profitable one.