In professional selling I see so many salespeople that are struggling or at best are just in the ‘average’ zone. The problem evolves from one single fact. They are ‘reactive’ and not ‘proactive’. I call it being on the ‘back foot’.
To get anywhere in sales and customer contact you really do need to have a process of being on the ‘front foot’. In other words you are taking the right action and you do so in a controlled way. You are moving ahead under control.
So what issues can this have an impact on? Try some of these:
- Client contact programs
- Key account management
- Sales or order follow up
- Referral business or leads
- Database contact
Any of these things offer the opportunity for you to be proactive and in a position of taking action. That’s how you win new business and grow your market share.
All of this being said the ‘front foot’ process involves a sales person planning what they want to do and action. It is a deliberate process of moving ahead.
Let’s take prospecting as an example. Here are some stages to taking the right action:
- Researching the new people to call and contact
- Establishing the best time to make your prospecting calls
- Getting out into your market to door knock the local businesses that may need your services
- Tracking the responses from your prospecting processes in a database
- Making return calls to people on a regular basis
- Creating meaningful content to provide to your clients and prospects
It is easy to see why some people are more successful than others. It’s a choice. Put your front foot forward and take the first step.