As a professional salesperson today, you have the opportunity to be proactive or reactive when it comes to your marketplace and the tasks of the day. The choices that you make will have a major impact in the levels of business that you create.
Top salespeople in any industry are highly proactive and like to retain control of the things that matter in their business. Normally those things will include:
- Selective prospecting
- Client contact systems
- Contracts or orders
- Referral business
All of these things are important when it comes to growing market share and strengthening the personal profile you require as a top salesperson. If any of these five things are neglected, the results that you achieve are likely to be lessened.
So the key issue here is for you to be proactive in all the things that you do. Here are some ideas to help you:
- Use your time well and control it through an effective diary system. Don’t let other people make appointments for you. Their priorities will be different than yours.
- Understand the three or four things that are critical to the success of your business day. Ensure that those issues are merged into your diary activities every day. Get those things done before you attempt anything else. Remember the proactive approach will bring you better results.
- Place some priorities in contacting key clients on a regular basis. Those key clients or key accounts will be responsible for 80% of your business income. Strengthen the relationships of every possible opportunity.
- Understand the seasons of prospecting and sales. In your industry there will be times of the year where sales or more frequent and customers are more receptive to placing orders and signing contracts. Optimise your prospecting activities for those times of the year.
- Your existing high quality clients will be opportunities for future new business and referral leads. Ask the right questions at the right time.
- Help your clients succeed within their business and with their business requirements. In that way you will be bringing a level of value to your clients that will be hard to refuse.
- Always be networking when any spare time is available.
It is not hard to be successful in any industry when you understand that true success is built from proactive and not reactive base of control.