In any profession you need clients. It takes time to develop them, serve them, and then over time they will leave. It is a simple fact of business that your clients will eventually develop a new focus or requirement. They will move on. It really does not matter how strong the relationship is today; they will one day have a change of circumstances and they will move on.
This then shows us that we should have a solid plan and system to help us find new clients. Every day the plan has to occur. You have to improve your client base and database. We call it the sales pipeline.
Many salespeople struggle with all of the things that they have to do every day. The list of tasks can be overwhelming. A typical day for a sales person will include:
- Talking to current customers
- Finding new customers
- Following up on orders
- Customer service
- Placing new orders
- Talking with management
- Reviewing product information
- Entering customer detail into the database, etc
It’s a long list; you can probably add some things to the list yourself.
Without a day system, without some form of control you will struggle. When a salesperson is struggling, the business and client base suffers.
Out of all of these things in the list above, the most important is ‘finding new customers’. Everything else ranks below that key issue.
So how can you shift the bias of the day so you get to create some more clients? The simple answer is that you shift your priorities and make prospecting number one in your diary every day.
It is a well-known fact that most salespeople do not like or easily accept the discipline of the job. They would rather be ‘socialising’ with current clients and talking to the people that they know. Whilst this is a part of doing business, it still ranks behind the issue of finding new clients.
When you understand this problem, it is easy to do something about it. You simply shift your mindset to one of client growth and new business. Every day you make new calls to businesses and people that you have not spoken to before. It takes about 3 weeks to see some momentum, but eventually you break through the problem and new clients start to evolve.
If your income depends on your sales and your customers, it is a good choice to shift your mindset to this new way of doing things. Develop the new habit of connecting with the right people. Sales success can be yours.