When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising). The struggle is the average e-commerce only site converts 3% of the traffic that comes in, which means we spend a lot of time and money on trying to get people interested in our business before a sale is even made. How are successful companies able to get more business? They use a directed sales strategy!
Companies that incorporate a sales strategy will see their conversion rise anywhere from 13% to 68% depending on the product, skills and industry. The companies that are most successful focus on these strategies to get business faster than ever:
1. Do Your Research
Which companies do you work best with? Does your company work best with a specific industry or certain company traits? If you are starting out you may not have these answers, in which case ask who do you want to do business with? Then research. Use industry tools like ProspectWorx, LinkedIn, and local economic development directories to help you find the names of companies. Spend time researching the unique challenges of a specific industry and the key players in that industry. Focus your research on what could your target companies be interested in? What would they like to provide more of for their customers? If you want to go after small business, find the names of the decision makers of the rising stars. It doesn’t take a lot of time to do some research, but that little bit will go a far way. When you do call on new companies the person answering will listen because you are familiar with their unique needs.
2. Use Your Network
You are running a business that you are proud of, so own that! Express your passion for what you do to your friends, family, old clients, and acquaintances. Tell everyone about the business you love, and ask if they could connect with the companies you researched and now want to do business with. Be specific about your ask. It’s not enough to say, “I am looking for someone that could use web development services”. Instead ask your network if someone can connect you with “Acme company” or knows someone who owns or works at an accounting practice. Ask your connections, “Who would be the decision maker for outsourcing web and SEO services at your company?” and then connect with that person. You’re not asking them to give you business, you’re asking for a name. You love what you do and your passion will sell itself when you call the person that makes the decisions.
3. Go For What You Want
Don’t wait for companies to find you and call on your services. We are inundated daily with advertising, sponsored Facebook posts, and other marketing. However timing is everything and you need to reach out and consistently follow up with the companies. I like to use a 90 day connection cycle, because a lot can change for a company within 90 days. Most purchases are made when a business connected with a person wanting to buy at the right time. You may not know when the right time is, but you can be out there calling on and connecting with more people. And if the thought of calling on new companies scares you, check out my upcoming cold call course or my full 3-day sales cycle training to give you the skills and the confidence you need to connect with companies better. Let’s get you selling more faster.
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Kim is The Leading Sales Coach, Success Magazine’s most inspirational blogger, LeadFuze’s most influential sales leader, and soon to be three-time author. She continues to expand her presence with international speaking, including being invited to speak at Inbound with Elizabeth Gilbert, Brené Brown, and Michelle Obama. Kim’s courageousness to quit her life and backpack solo around the world inspired her to use her mastery in sales to help sales professionals and entrepreneurs make communication shifts that lead to stronger relationships and more revenue.