How do you create the momentum for successful print sales? Five easy ways to achieve this
Keep setting small targets
Create a first step for every day. Mix up your activities but start every day with an easy task. It is a great way to start momentum.
Chunk down
Do you have a bigger target? Winning the big client or creating a revenue target can seem overwhelming. So break the process down. You may not win the big client today, but you can create LinkedIn connections with three people at the organisation or prepare a series of mail pieces to send to the prospect. You won’t achieve your monthly target tomorrow, but you can make a percentage of it.
Smaller tasks are less daunting. Instead of being paralysed by the bigger picture, create targets that let you start a larger task.
Create a sales diary
Everyone should have a sales diary. But I am constantly surprised at how few people actually have a simple sales diary that helps them drive their sales. I cover sales diaries in detail in my book “How To Succeed At Print Sales”. But I basically have a simple electronic task list. Every time I have a contact that I need to make with a prospect, I enter it into my task list for the day that I want to carry this out. Every day, I then have a ready-made list of prospects to reach out to.
By the way, clearing ten contacts off my daily list is a great first step target to start the day with.
Log your activity
Sometimes it can feel depressing that you are not making the progress that you had hoped for. Do make a list of all the activity that you have done. You will see that you have made progress, even if it hasn’t yet resulted in sales.
Create competition
Know someone else in sales? Have a contest! See who can be the first to have five conversations with prospects. Or the first to win a certain amount of revenue.
The contest doesn’t have to be with someone at your organisation. It can be anyone in your network.
Keeping up momentum doesn’t have to be hard
Use one of these strategies to make the most of a first step.
Learn about how to create practical sales diaries and how to set sensible targets
Check out “How To Succeed At Print Sales” which covers both these topics in great detail. Here’s the link.
