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Coach’s corner: The need to “own it”
Trainer Pat Henneberry gives salespeople three pointers on how they can generate their own leads, instead of waiting for customers to come to them.
However, there’s still one thing I come across that is really hard for me to fathom--retail sales professionals who wait for customers to come to them. Outside of waiting for that customer to walk in those doors there’s no “hunting” for customers. I always look at everyone I meet as a customer; not a potential customer, but a current customer.
There’s always something I can offer them. Maybe it’s someone I meet in spin class, at church, a neighbor, someone who friends me on Facebook.
As professional sales people we need to own it. We need to generate our own leads, our own customers.
It’s not up to the owner, manager or even marketing. And even all the great brand marketing and its effectiveness is still only responsible for so much. The real winners in sales, the top pros, are “owning it,” owning their generation of new customers. This isn’t a new reality of selling--it’s just often overlooked.
Here a few tips to get you start “owning it” and generating your own customers.
1) Social. It’s becoming almost impossible to ignore the impact social networks are having on sales. Many introductions are happening via social connections. The reality is sales pros who ignore social networks are not going to scale their new customers are effectively as they could. Think about what you can do to develop a social strategy that will help crush your sales quota.
2) Identifying. Building out a target customer list is consuming and difficult. All you have to do is take a personal approach to prospecting. For example, leverage powerful relationships. People important in your life, your relationships within your personal life. Everyone you know should be buying from you, and they should be your advocates.
3) Coffee. Don’t be afraid to ask that person you have been next to on your spin bike for the past one hour to have coffee and tell them what you do. Don’t be afraid to ask the person you have been
sitting next to at the nonprofit board meeting to have a cup of coffee to make a connection. Let people know what you do. You will be amazed how interested they are. You have things in common with them and you will be on their mind next time they need an anniversary gift.
Be a modern sales professional. “Own it” combines the best of building relationships and providing thoughtful connections to drive your sales.
Think about it … everyone you meet is a current customer for you. Stand out from the crowd, be on top, be different and make sure you are always being genuine and authentic. They’ll remember you!
Be a modern sales professional. “Own it” combines the best of building relationships and providing thoughtful connections to drive your sales.
Think about it … everyone you meet is a current customer for you. Stand out from the crowd, be on top, be different and make sure you are always being genuine and authentic. They’ll remember you!
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