Jump-Start 2010!

Since time doesn’t let me to have conversations with each of you I’ve decided to enter the world of blogging. I would appreciate any feedback you may have as well as any particular topics that interest you. Without further ado here goes…

Sales people and managers alike have been asking me the same question for months…“How can I (or my salespeople) get off to a Quick Start in 2010?” Here are five actions/activities that will help you jumpstart 2010:

1. Retain/Up-Sell Your “Best” Customers: Repeat customers spend more than new customers, they are more likely to buy additional products/services, they have shorter sales cycles and they are more likely to offer referrals. Our research shows that a mere 5% increase in customer retention can have a 20% to 80% impact on profitability!

2. Target Prospects that Look Like your “Best” Customers: Create a Target Opportunity “Hit List” of prospects that include companies that share characteristics of your “best” customers, competitive “take-away” accounts and other large companies in your geographic area.

3. Win Back Former Customers: Compile a list of all former customers that haven’t purchased from you in the past 12 months or longer. Craft an email or a letter with the focus of thanking them for their business in the past and telling them that you would like the opportunity to earn their business once again.

4. Leverage Connectors/Influencers: Connectors/Influencers know the kind of people you want to know and to sell to! Bankers, CPAs, attorneys and Chamber members are good examples.

5. Ask for Referrals: Salespeople should always ask for referrals! The best time is when you close a sale but you can also ask for a referral when someone says “no” (as long as you’ve invested time together) or when you’ve satisfactorily resolved a customer problem or complaint.

What have you been working on to jump-start 2010?  I’d love to hear what’s working for you!

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