Back to Basics

Happy Monday, it’s the last unofficial week of summer!

Let’s get back to basics today as you get ready to push the gas in the upcoming months — which are some of the most productive selling months of the year.

If you want to sell more, pick up the phone and call people you know.

Do not cold call — unless you don’t know anyone who can buy or recommend buyers, then you don’t have a choice.

Rather, call friendlies proactively. Not when you need something, and not when something is wrong. Just call them to catch up, ask about their summer, ask about their family, and ask what they’re working on that you may be able to help with.

Call current customers and offer additional products and services.

Also, ask them what they’re buying elsewhere that you may be able to help with.

And follow up on your quotes and proposals. Some people have simply forgotten about your quote. Or they got really busy. Remind them. That’s free money, just sitting there on the table. Put it in your bank account.

If you do the above four techniques — proactive calls, did you know questions, reverse did you know questions, and quote follow-ups — regularly and systematically over the coming months, I suspect you will outperform most of your peers.

Enjoy the week!

And listen to the new episode of my hot new podcast, Sell More Now, here. It’s about how not every prospect makes a good customer. Sometimes, you gotta let ‘em go!

Do you want to implement techniques like these systematically at your firm for 10-20% annual sales growth, as my clients do? Call me directly at 847-459-6322.


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About Alex

My clients add 10 to 20% annually to their sales -- every year -- by taking simple action repeatedly and systematically. My clients are manufacturers, distributors and service companies in mature industries like lumber, pipes and valves, chemicals, and steel. If you would like to add 10-20% to your sales quickly and easily, call me directly at 847-459-6322.