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Time Management Techniques To Stop Chasing Customers |
By:
Cheryl A. Clausen |
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Time Management Techniques to Stop Chasing Customers
Cheryl A. Clausen
This time management tip is for sales professionals/business owners helping them to be more time effective and increase their sales. You like activity and lots of it because you think if you're taking action you're being productive but frequently you're shooting yourself in the foot. First, let me ask you where is your greatest potential for immediate sales? The answer is, of course, your current customers. The people who bought from you once are highly likely to buy from you again and again and again. And among you're customers you have customers who are responsive in that they buy from you occasionally and customers who are highly responsive in that they buy nearly everything you show them.
Because you're entire financial security is dependent on sales you get that you need to focus on these people and give them a lot of your attention. But what you sometimes overlook are ways to get these sales with less work on your part. The end result you want is more sales with less work and you can get that if you just let your brain do the work over your legs.
Increase your sales by spending more of your time in front of the people who buy from you. That won't happen unless you have a plan for getting and keeping in front of those customers. Determine how often you want to be either talking with or touching each and every customer. Plan to give the bulk of your time and attention to your most valuable customers. If you don't have a plan for when, how, and why you're going to make those connections it won't happen because: you'll get busy and forget, you have to keep chasing them down, and no one wants to meet with you to waste their time.
When you know how often you want to make those connection the next step is to plan a single clear objective for each connection. Don't miss opportunities by making meaningless connections like automatically generated "thinking about you" cards. If you want to send a card make it valuable to your customer by having something of value in each card whether it be a way for them to get really good information, a coupon, something that recognizes them, a customer loyalty reward, etc.
You want a set number of those connections to involve a one-on-one conversation. These of course, are preset sales conversations. Because you already know when you want the next sales conversation to happen you can increase your time management skills by setting the appointment for the next sales appointment at the end of the current one.
To make your customer eager to have and hold that next appointment there has to be value in it for them. That's not a problem. As you set your plans think about what you can do to add value during each appointment over the course of the whole year each and every year. Then as you're talking to your customer you can let them know that in 3 months you: will be able to tell them about something that will be very exciting for them, will go over one of the three biggest mistakes you see people in their situation make because they will be ready for that information at that time, want to invite them to an invitation only event where you want to introduce them to a couple potential customers for them, etc. Now there's no need for you to keep calling and leaving voice mail and email messages to set your next appointment because you already have it, and they will keep it because they're going to get something they want out of it.
About the author: Cheryl A. Clausen can help you get where you want to be. Enhance your http://business-coaching-for-agents.com/time) Time Management Tips get her free ecourse. Improve your http://business-coaching-for-agents.com/MbrTime) Time Management Skills, look here. You are welcome to reprint this article - but get your own http://www.uberarticles.com/?id=35384&b=79 unique content version here.
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Article Source: http://www.statssheet.com/articles/article61739.html |
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