Business, Sales & Marketing

Tip #8

You can turn slow times into busy times. It is interesting that when the economy GDP drops a couple of points many people think that there is no business to be had. This is not true. Businesses go through cycles of expansion and contraction just as the economy. When some sectors are contracting you need to find the ones in your area that are expanding. To quote a great stock picker “There is always a bull market somewhere” and it is your job to find it and sell to those companies. Read your business journal, join a lead club, join the local Chamber of Commerce, and network with the other Partners in the other divisions in your area.

One technique that I used when things got slow overall was to sit down and call everyone of my customers and tell them that I would be in their area next week and asked if they wanted to see me. What I found was that usually 4-8 of my old accounts were doing something and wanted me to come by. After visiting them and working on their projects I suddenly found myself busy again. It also reminded all of my customers that I was still out there and interested in them. 

There are great tools today that we did not have in our day and one is the Gold Mine Software. You need to load all of your customers and prospects into this database and develop and launch selling tracks for each one of them. This will keep yourself in front of your customers for free and will produce business.

Remember that it is important to know that you should give your customers information to help them improve and don’t just try to sell them something.