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The Revenue Growth Habit


10 Revenue Growth Truths For a Strong Start to 2017


The holidays are over, and it’s time to talk about how to have the strongest possible start to 2017. Here are 10 revenue growth truths and techniques. Implement them into your company, and your sales go up signifi cantly and quickly.


On average, most customers only


know about 20% of what you can sell them, so always tell people about the various ways you can help them. We don’t need to increase this number to 80% or 100% to grow. Merely upping it to 30% will result in dramatic growth for you.


communicate


As such, it’s impossible to over- with


customers and


prospects. Just because you’ve told somebody about your other work two weeks ago, doesn’t mean they remember it today. That’s why you always hear customers say “I didn’t know you do that.” You can’t over-communicate, so communicate relentlessly. Companies that have a good list of customers and prospects always grow more and faster than those which do not. We must know who to sell to. A good list should consist of humans, with names and contact information, not just company names. The discomfort with testimonials is ours, not our customers’, who are generally happy – which is why they’ve been buying from you for years or decades. People love being asked what they think. In fact, they feel honored and grateful. Nobody ever says “I’d rather not share with you what’s on my mind.” Ask for testimonials and you shall receive them.


Similarly, people love giving


referrals. If you don’t believe me, at your next social event, ask a group of people for a recommendation for a chiropractor, or dentist, or house painter. People will trip over themselves making sure you use their person. We would get more referrals than we would know what to do with, if only we asked. So, ask. Most salespeople are governed by their fear of failure, which is usually


®


Alex Goldfayn is the CEO of The Evangelist Marketing Institute, LLC, a revenue growth consultancy. He is the author of the 2015 sales book of the year, “The Revenue Growth Habit: The Simple Art of Growing Your Business By 15 Percent in 15 Minutes A Day.” Visit his website at www.evangelistmktg.com.


greater than their need to feed their family. As such, they would rather avoid the possibility of rejection than ask for the business. It’s important to teach your sales people that hearing “no” is not failure. Rather, not asking for the sale is failure.


Imagine what your sales would do


if every salesperson pivoted to the sale and asked for the business with every customer and prospect they interacted with. My guess is your revenue would jump instantly.


Because most of us hear from


customers when they need something, or when they’re upset about something, we lose sight of the fact that most of our customers are very happy with us. It’s just that we don’t hear from these happy customers because, like you, they’re busy, and there’s no reason to pick up the phone when everything is going well. So, remember, your customers love you. You do amazing work for them. You really help them. Know this, but also feel it. Really feel it in your heart that your customers love you. Got it? Now. I need you to behave


accordingly. That is, boldly! Be bold. Be confi dent. Be enthusiastic. When in doubt, communicate. You’re never taking your customers’ time, instead you’re helping them tremendously. You’re never bothering customers, you’re making their lives and work better. Revenue growth is no place for the meek. Be bold. Your market deserves that from you. Behaving boldly means picking up the telephone. Most salespeople vastly overestimate the number of hours per week they spend on the phone because the majority of them hate phone work and seek to avoid it. So they think about it a lot instead using it (the phone) a lot. In my studies, the average salesperson


for a manufacturer or distributor spends about 4 hours per week on the phone. Four! Out of 40 to 50 hours per week. Guess what happens to sales when we double your weekly phone time? They shoot up. That’s the fi rst 10 truths and


techniques. I could go to 100, but this is a column and my space is limited. If you sat down with a blank piece of paper right now, you could probably come up with your own list of 2017 sales growth techniques.


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January 2017 ❘ 33


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