Are you leveraging the tools at your disposal to build your sales machine?
Sales is about building relationships and doing the damn work!
Do them both, and you will have a strong chance of success in this game.
However, after the year we’ve had, it’s given us time to reflect on our processes and improve on them.
If you haven’t, take a look below for a couple of absolute must-haves:
1) A CRM.
The reality is, you don’t need a fancy CRM. You just need one that you use and update every single time you make contact with a lead.
As my friend Drewbie says:
“Call the Damn Leads!”
The majority of your sales will not be on the first contact.
It will be on the 2nd, 3rd, or 8th time you contact them and ask them how their kids Peter and Jasmine are doing in 1st and 3rd grade (Which you remember because you put it in the CRM!)
I have been reading a great book lately called “The Slight Edge”. The premise is that success doesn’t come from one successful action, but in taking many small successful actions.
Like, following up with your leads, over and over again. Even when you don’t want to.
I’m right there with you; following up is among my least favorite activities. But, wanna know what one of my favorites is?
People will ONLY, and I repeat, ONLY do business with other people they know, like, and trust.
Modern-day CRM’s are powerhouses. If there is a part of your manual process tied to your CRM, you can likely automate it.
Here are a couple examples:
Kick-off automation that automatically sends your new clients/customers handwritten letters in the mail, etc.
When on the phone with a prospect and you make the sale, you can automatically send out the agreement and collect payment.
2) Social Networking
I get it; it’s hard to be omnipresent on all the various social media channels.
Buy a copy of the M3 book
And do the work.
Building your machine and getting yourself an online presence has the potential to change your life.
Get online and develop real relationships with real people.
Add them to your CRM and keep in touch.
A little inside baseball:
Make a dream 25 list and start to engage and communicate with them every single day.
As you do this, you will be shown more and more to those people on your dream 25.
In doing this, you strengthen your relationship and ensure that you are top of mind when a sales conversation comes up, and they need the services you provide.
3) Your Website
If executed properly, your website can be a sales resource.
But you need two things:
Traffic and conversions
You need both to successfully utilize your website as a sales resource.
Let me break it down.
Traffic is brought to your website in two ways. Paid and organic.
Both are great, as long as you understand how and when to implement them.
Paid traffic (Facebook Ads, Google Ads, and Youtube Ads) is excellent for a quick influx of traffic.
However, when the ads are stopped, the traffic will stop.
Organic traffic is very much more time and effort-intensive; however, you could potentially see dividends years down the line.
Examples of organic traffic methodologies include:
Content creation (Based on keyword research)
Utilizing high-value PR resources that may agree to add your URL to their website.
Everything you do to get more traffic to your website may be voided entirely if your website fails to convert its visitors.
Here are some things you can do to increase the conversion rate on your website:
1) Put yourself in your clients shoes. Visit your website AS your ideal client avatar and ask if you would do business with you.
2) Utilize some low-level user experience tactics. Ask friends and family to take a look and see what they think.
3) If your website is slow, take measures to speed it up.
4) Add testimonials or reviews
5) A/B test
Also, make sure you are tracking traffic and conversions on your website. Setup Google Analytics and Google Search Console for your website to get the data you need to make these decisions.
“You can’t manage what you can’t measure.”
The successful execution of any one of these actions will change your life.
Now imagine what would happen if you said FYE and executed all of them?
There is only one thing left:
Do the work!