The Revenue Growth Habit
Headline 8 Current Trends Affecting Your Sales Growth We live in good and interesting
times. For most of you, residing in America, we are in the most entrepreneurial country on the planet, where the amount of money we make is determined entirely by our effort and our perseverance. Effort means we must do the work.
Which is the opposite of avoiding, procrastinating and perfecting. Perfection kills revenue. My most successful revenue growth clients under-perfect and over-execute. That’s because in revenue growth, quantity trumps quality. The more our customers and prospects hear from us, the more they buy from us. We must do the work. To (briefl y) plan our sales action for the week, and then execute it. Perseverance means trying again
when it doesn’t work the fi rst time. In sales, no never means no forever. It simply means not at this moment. I can trace millions of dollars of my own revenue to clients who fi rst told me no. If I had stopped at the fi rst no, where would I be? Not here, that’s for sure. Here are eight more trends I see taking shape in our current environment, along with my advice and experience about how to sell and market into these trends.
1. The U.S. economy is strong, and getting stronger. Operate as though your customers and prospects are expanding. And if they aren’t expanding, operate as though you will HELP them do so, in our growing economy. Many of you help your customers grow, whether you realize it or not. When you free up their time; or remove a concern; or fi x something for them: you are helping them grow.
2. The media and political
environment will continue to be negative. They get rewarded to make you feel terrible. Your customers will be more attracted to positivity than ever. Give people hope. Focus on how you can help them, not what you sell and do.
®
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.
People fl ock to sellers who make them feel hope and possibility. Make people feel like they can do it.
3. Further, in this negative
environment, be an island in that storm for customers and prospects. Be the safe choice. Be the reliable choice. Do what you say, and the customers will follow. (I’m constantly amazed that people fi nd it a great surprise when we do what we say we’re going to do. Apparently, this has become rare in business.)
4. There has been a parting in the social media seas. In sales, LinkedIn is becoming more relevant. It is the only social media that can increasingly you prospect and open opportunities in business-to-business sales. Equally importantly, I have clients who sell to consumers who use it for prospecting also. Most consumers have jobs, that’s why it works. Meanwhile, Facebook and Twitter are moving in the opposite direction, becoming less useful, especially for business-to-business sales, by the week.
5. In a world where everyone can
shout anything at anyone, always, it’s easier than ever to stand out. He or she who communicates personally the most, wins. Let your customers and prospects hear from you. Call. Email. Write. FedEx. Meet. Let them see you and hear you.
6. Along these lines, amazingly, the personal phone call is going the way of the dinosaurs and Blackberries. The average salesperson spends 4 hours per week on the phone. Think about that! If you want to grow your sales, call customers and prospects. What do you think will happen if your phone time
goes up from four hours to, say, 10 hours a week? That still leaves 75% of work week for non-telephone activities.
7. With advance apologies to
our young readers: There is a laziness seeping into sales. People – especially the younger working generation – would rather tweet than have conversations. Professional sales people would rather email than call. Why? Because of fear. Telephone rejection is far more personal than email rejection.
A little personal
effort, in the customer’s best interests, will help you close more sales, and easily.
8. Customers are no longer asked
what’s working well. Customers are rarely asked for referrals. Customers are rarely told what else they can buy from us. Quotes are rarely followed upon. Why? Because of fear. Handle the fear, do the SIMPLE work that others aren’t doing, and you’ll instantly stand out and close more business.
Alex Goldfayn runs The Revenue
Growth Consultancy which helps companies and sales departments grow revenue quickly and easily by implementing a system of simple communications techniques. These sales and marketing techniques are welcomed by your customers and prospects, and executable by your customer facing staff in minutes per day. To discuss growing your business in this way, email alex@
evangelistmktg.com or call Alex at 847- 459-6322.
October 2016 ❘ 51
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60
