When it comes to building your market share and your business, it is very easy to get tied up in the unimportant things that happen every day. If you work in sales, this can be a disaster that will destroy your market and eventually your commission or income.
In an ideal world you want your good reputation to spread around your industry and client base. You need to be seen and known as the expert that people go to when they want help. This ‘guru’ status does not come easily and can only be built by what you do and who you know. You earn the ‘expert’ mantle of a top expert in your industry.
The key to this process is in being different in an acceptable and relevant way. Business is not all that complicated if you follow the rules.
- Build your brand with clients and prospects after every meeting or contact. Send them your business card in the mail. Write something on the business card that is personal and connecting. Thank the person for giving you some of their time.
- Speak at business conferences or community groups on your speciality. In doing this you can give relevant information and tips that help people. Do not sell from the front of the room. It just puts people off.
- Set aside 90 minutes of your day to make calls to new people that you have not spoken to before. In this way your market share will stay positive and potentially grow.
- Leave messages when you cannot reach someone. You are a brand and your name means something. Some of the most successful salespeople have very unusual names that are hard to forget. This then says that leaving your name will in some minor way form part of the bigger marketing picture for you.
- Send short messages by SMS after a meeting to thank the person that you just spent some time with. Adopt a similar process when you are to meet with a person. Send an SMS message first thing in the morning or the night before so they know that you are coming to see them as expected.
- Go beyond email and lift the telephone as often as you can. Voice contact helps you build your credibility. Most emails get lost in the world of the email trash can.
- Follow-up the prospect or client after every sale to ensure that they are happy with what they purchased from you or your business. It also gives you the opportunity to answer any questions that they may have on product use or application.
- Spend 50% of your day out of the office visiting clients. It is harder to win business from your desk, so make it a part of your diary each day to get out and talk to people.
Is business all that hard? Is there something that some salespeople do that is special? No, the answers are quite simple; the top salespeople in any industry know that personal contact and branding will help them more than anything else. You are in charge of your branding, so build your contact system and start moving it forward every day.