This is a key question for many small businesses looking to grow effectively.
In order to maximise sales you really need to put a plan of daily business activity in place that allows you to prioritise tasks and maximise sales performance. I would like to look at this as optimising your time effectively:
1. Avoid scheduling too many appointments in one day otherwise it will be harder to invest more quality time in important prospects.
2. All prospect or customer enquiries and requests should be dealt with quickly and efficiently. Failure to do this could result in loss of business and it’s better to deal with it when it’s still fresh in your mind.
3. Prepare daily to-do lists the previous day to ensure that it’s ready in the morning otherwise you may find your time taken up with additional tasks that you could have prioritised for the night before.
4. Plan your presentation carefully – see how you can personalise it to the prospect you are selling to.
5. Always set aside some time in the day to prospect for new business. Try to promote your product/service thoughtfully and positively to prospects.
6. Manage relationships with existing customers consistently. I think customer relationships are crucial to not only retain existing business but to establish yourself and your organisation as a viable, professional organisation.
7. Automated list management is a very quick, useful way of tracking and managing prospects. For example, email marketing systems will allow you to upload a list of prospect email addresses and mass-mail to them rather than spending too much time sending out individual emails.
8. The key to being successful is to have a good work/life balance. Spending all your free time focusing on sales and work will not only leave you with no real personal social life but also means that you aren’t leaving yourself to wind-down after a tough day. Personally I like to go down the gym and take out my frustrations on the treadmill or simply go home, have a beer and spend time with the family.
Now don’t get me wrong – I am as guilty as the next man, and I have been known to sit at my laptop until late into the evening working on projects, much to the annoyance of my wife and daughter I might add. Despite this I have started to learn that switching off the PC or work phone in the evening is as important a step as any other on this list. My advice to any aspiring business man is to allow yourself time to breathe otherwise you’ll drown in your own ambition.
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