Following these simple Best Practices will ensure consistent sales

 

1) Start Your Day Early and be Visible to Your Customers.

a. You should have your first appointment set for 9:00 A.M.

b. Make as many contacts in the AM as possible.

   i. Use the afternoon for follow-ups.

c. Stay in front of your customers.

   i. Customers buy from whom they know and like. Be there and have rapport with them and they will buy from you.

   ii. You should be in front of 6-8 customers (Decision-Makers) per day.

 

2) Keep Organized.

a. Keep a calendar to write down important dates, appointments and follow-ups.

b. Follow your “To-Do List”.

c. Document Your Activity.

   i. By documenting your daily activity, you become more aware of what you are and are not accomplishing versus your goals.

 

3) Focus on Corporate Accounts.

a. Focus on companies spending over $12,000 annually ($1,000 per month).

b. Repeat customers require much less work and can build a quick base salary.

 

4) Target Seasonal Buyers and Customers for Monthly Specials.

a. At the beginning of each month write down a target list of customers to call on that may be interested in this month’s special or Factory Picks candidates.

 

5) Have the Customer “Give you a reason to come back”.

a. Timing is everything. All “Nibbles” should be followed-up within 4 hours.

 

6) Take the Order.

a. When customers are telling you what they want, write it down on an order form and say, “I can get this ordered for you right away.” Make it easy to order.

 

7) Strive to Make an Order-a-Day & Submit Orders as They Happen.

a. Successful sales people show consistent results.

b. When someone has given you an order get it submitted the same day.

 

8) Visit Customers After the Order.

a. This is a great way to build customer loyalty and creates new sales opportunities.

b. Many times this will lead to additional sales opportunities or referrals… Ask for referrals.

 

9) Plan Tomorrow.

a. Create your “To-Do List” and plan for the next day.