The Revenue Growth Habit The Secret to Selling More


Because I run a revenue growth


consulting practice where my clients add 10 to 20 percent to their growth year after year, people always ask me all the time, what’s the secret to sales? Because I do keynote speeches


and workshops every week, sometimes multiple times per week, people always ask me, what’s the secret to revenue growth?


What’s the magic bullet for revenue growth?


And I tell them. And I’ll tell you right now. Because I know what the secret is. I’ve studied it. I’ve looked for it. No,


I’ve hunted for it. I’ve written about it. I speak about


it. I teach it. I will tell you what the secret is.


The secret is… …That there is no secret. There is no magic bullet. There is only the grind. There is only the work. You already know what to do.


If your livelihood depends on your selling – and, preferably, selling more – then you already know what to do. You know you must tell your existing


customers what else they can buy from you, because too many of them don’t know. That’s why they frequently say “I didn’t know you did that!” You know you should spend more


time talking to prospects, people who have not yet bought from you. You know they’d be better off with you than the competition, but you’re not really putting in the time to talk to them. You know you should spend


more time on the telephone talking to customers and prospects. Did you know salespeople average just four hours per week on the telephone? Four hours! That’s it!


®


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.


You know you should ask your


customers for the business more. You know you should pivot to the sale. They’re talking to you, they’re interested, ask them to buy! You know you should ask your


happy customers for referrals, and they’d be happy to give them to you. Because people love giving referrals.


But we don’t do these things. Because we spend our days reacting from one incoming call to another. And when we live like this, we are not in control. Our sales growth is not up to us. If the right calls come in, you might


grow. won’t grow.


But if the wrong calls come in, you And it is completely and totally


outside of your control.


Want to grow sales? We must do the proactive work that


growth requires. And what is this work?


Communicating with customers and


prospects! That’s it. The more that we communicate with them, the more they buy. The less we communicate, the less they buy. It never works the opposite way. You can never communicate less, but sell more. The work is to proactively communicate with customers and prospects, systematically and repeatedly, multiple times a day. When a customer calls, ask them


the did you know question. Did you know we can help you with x, y, or z. Ask for a referral. Who do you know


like yourself who would fi nd value in working with me like you do?


Pick up the phone and call a


customer you haven’t talked to in six months of more. I was just thinking about you, how’s your family? Ask for the business, on every call:


How many would you like? Or I can get them to you Tuesday if you place the order today.


There’s your secret. The grind is the secret. The work is the secret. We have to do the work. We have to care enough to do the


work. You’d be amazed at how many


people don’t care enough. It’s not hard to stand out from the


competition. The competition is not very good.


We must be present for our customers and prospects. We must care, and demonstrate to them that we care. We must communicate with them,


so that they know we are there for them. We have to do the work. The secret is the grind.


To discuss growing your sales 10- 20% annually, call Alex Goldfayn at 847-459-6322 or simply reply to this email. Learn more about Alex’s keynote speaking and revenue growth consulting practice at www.goldfayn.com


November 2017 ❘ 23


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