I talk about the importance of planning until you are probably tired of hearing about it. So let's move on, we know you have to build a business plan and you have done that, but more important than the plan itself are the ACTIVITIES that lead to sales. Those are the building blocks of growth, success and honestly just mere survival. This industry is full of "paperwork" and "obstacles" to your day. Heck even the UPS man or mailman can throw you off your game and focus. Here are the just a few "sales activities" that I have researched that seem to be what YOU should be doing daily:

1)      Find a new niche: do the research- what industries or businesses are thriving in your area? Do you know the top 5 growing industries and the top 5 businesses in each industry? Do your research, the internet is a beautiful tool, it will give you all the stories you need to learn about a business. Their website is full of clues as to what YOU can sell them to help them achieve their goals. Remember, it is ALL about them and NOTHING about YOU or Proforma Albrecht and how great we are.

2)      Linked In: Did you know that 77% of Business to Business marketers acquired a customer through Linked In? How many have you acquired? How do you use Linked In. It is truly as simple as finding YOUR existing customers on Linked In, friend them, start a conversation and then connect with their friends. Many will be in the same field, like if you are calling on a marketing person, they have a network of marketing friends. Business owners "flock together". Use your friend's influence to get to know their buddies. Find old buyers that left those "awesome old accounts". They surely work some place and most likely have influence over buying or can introduce you.

3)      Maximize your opportunities with your current clients: When was the last time you actually went in a talked to your clients. I mean FACE TO FACE not "FACEBOOK TO FACEBOOK". You would be surprised how many sales executives tell me "I never see my clients, I do all my work behind my computer" or "They do not have time to see me". Believe me, there is more going on inside those buildings than you can ever imagine.

Suzie and I did some "cold calling" lately just to see the reaction of people when we approached them. Literally we walked away with 2 leads out of 5 businesses that we passed on to local Sales Executives. Suzie walked in one and learned the business owner had three events where she needed products and wants calendars as well but was "afraid" to buy from the internet cause she did not "trust the quality." My point is, go see your clients, walk through the buildings with your eyes open, bring them self promos, everyone loves a gift. Bring them coffee. Our team LOVES it when Geoff Vejsicky from Ohio Valley Marketing, the Multi line rep for Cutter comes in on Friday and brings them a "cold beverage." No appointment, he just walks in and says HI! He is there only to further develop his relationship, he does not even try to show product. More often than not, our Team is asking HIM for product information or samples. Try it this week with your top 15 clients. Just walk in and surprise them. You MIGHT be the person who is "surprised."

4)      Invest in Professional Development: We make more educational opportunities available than any company I know. Webinars, sales meetings, e-newsletters. Our industry is full of education opportunity. How many of you have tried the ASI education program where you can earn a BASI certification? Or ESP webinars, there are two coming up soon. In the past, less than 10% of our reps ever join the webinars. In order to be the best HOME RUN HITTER, you have to TRAIN and take "batting practice."

5)      Here is a little easy to follow formula and all it takes is 15 minutes a day and the discipline to do it. Include it in your morning routine. Commit to making 5 NEW prospecting calls: phone, email or simply a hand written note card with your business card". 5 Phone calls to current clients just to SAY HI and ask them how their business is doing. 5 Contacts to OLD dormant accounts. Ok that is 15 per day, 5 days a week (sorry no days off) that is 75 new contacts per week. Then keep score for yourself, see what opportunities you gain and ultimately what sales come of it. What is your "batting average" if you hit 350 you probably belong in the hall of fame, unless you bet on baseball :-)

Learn to Earn in 2015

Coach Fred