In professional sales you need a ‘game plan’ to help take you to the market and the clients that want your products and services. It’s all very nice to think that you are the ‘top specialist’ in your industry, but if the clients and customers are unaware of your skills and relevance, then nothing will happen with your market share (or income). That is why you need a ‘game plan’.
So many salespeople are ‘order takers’; they think that the company that they work for will create the leads and opportunities, and that they will close the deal. If only things were that easy!
So what is the focus of this plan? Here are some key factors for you:
- The plan must help you get in front of new people that could need your services at some stage in the future.
- The plan must help you with referrals and introductions through third parties
- The plan must help others to find you and contact you directly when they have a product or service need.
- The plan must help you with relationship building with prospects and customers alike.
So what does your plan look like now? In most circumstances many salespeople have only one or two of these issues covered. They do the most convenient things that are not challenging or confronting; the ‘comfort zone’ is a big problem for many salespeople.
You have a real choice here. You can ‘take the orders’ or you can ‘build market share’; the latter being the best road to success in sales. New habits are required if you want to rise up in your market and industry as the ‘expert of choice’.
Develop an action plan that puts you into your market every day in a positive and new way. Reach out to the new prospects and clients that you really need and may not be helping yet. Remember that you are the ‘expert’ that people require. Sell yourself and your relevance.