How the Seasons Affect Your Direct Mail Campaigns

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For the best results from your direct mail campaigns, learn how responses vary according to the time of year.

Some direct mail marketers focus so much on what they mail to whom, that they lose sight of another variable that’s just as important: when they mail. In my experience, most industries have a good time of year to mail (when they get stellar results), and a bad one (when you wonder if anyone out there is listening).

Do you know which season is best for you?

While you may have a general idea of good times to mail, you may not know those weeks or months to avoid – when your response rate falls like a stone. As an example, one of my clients mails sales letters about commodities. You know, corn, wheat, sugar, etc. They teach people how to trade commodities based on technical principles.

As you can imagine, one of our target prospects for this offer is farmers. The idea is that they can learn how to “hedge” their crops by buying and selling commodities. This makes them less vulnerable to changing market conditions. When I first started mailing this commodity offer to farmers, I had tremendous success. But…it didn’t last! After a few months, the response rate dropped off the table, to almost zero. Why?

After testing exhaustively, month after month, I figured out the problem. It was very simple. Farmers were NOT responsive during their harvest season.

Why? They are working 20 hours a day, 7 days a week. They don’t have time to read the mail. Or think about learning something new. But…they are HIGHLY responsive in the off-season, after the harvest. Knowing about this seasonality allowed me to aggressively mail farmers in the off-season, and avoid mailing them during harvest season.

Here’s another example. If you are a financial planner, do you know the best and worst times of year to mail?

Financial planners get the worst response rates during holidays – Memorial Day, Labor Day, 4th of July, etc. Their response is especially poor in November and December when most families are super busy planning and spending their money on gifts, travel, and food. What’s the BEST time for financial planners to mail? The first quarter of every year. January is best since families are evaluating their finances, and trying to find better ways to save and manage their money.

I send out over 250 mailings per year. I ALWAYS have something in the mail – every day, every week. I’ve identified money-making seasons for dozens of industries. And by mailing at just the right times, we are able to make the most out of our mailing. Experiment with small mailings and compare responses over time.

Armed with information on the best times to mail, you can make the best use of your advertising budget.

Saving the Earth, One Email at a Time

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Traditional marketing practices tend to use a lot of paper. Consider how you can make operations more sustainable with digital communications.

Marketing is not exactly known for being an eco-friendly industry. In fact, the U.S. uses about 68 million trees each year to produce 17 billion catalogs and 65 billion pieces of direct mail, according to the American Forest and Paper Association. However, as the world becomes increasingly more digital, marketers have an opportunity to use digital tools to boost their environmental sustainability and turn this reputation around.

Many businesses plant trees to celebrate Earth Day; however, marketers who instead champion digital communication within their companies will benefit from a sustainable practice that can become a foundational part of their business. Consider the following best practices to help your company become more environmentally friendly for a sustainable future.

Move from direct mail to email.

When it comes to eco-friendly behaviors, some industries are better — and some worse — than others. Real estate, for instance, is notoriously old-fashioned in its marketing habits, relying predominantly on direct mail to reach customers. On the other hand, retailers who have embraced the shift to ecommerce tend to lean toward digital marketing to communicate with their customers. Internet retailers, in particular, generate very little paper across their business practices, delivering receipts, catalogs and other solicitations electronically.

Reducing your reliance on direct mail to reach customers will have a significant impact on the amount of paper waste your business creates. Shift your focus toward email, and consider how your current marketing content could be delivered electronically. Could a digital newsletter replace a brochure, or an emailed promotion replace a print mailing? Begin introducing QR codes to your print mailings that, when scanned on a smartphone, lead prospects to a landing page where they can easily enter their email address to receive digital communications. Use your traditional marketing pieces to promote your email list generation, and show your customers how they’re supporting your commitment to the environment. Taking that first step to digital might keep thousands of trees firmly rooted where they stand, and drastically reduce paper mailings from ending up as landfill.

Switch to scannable content.

While the restaurant industry has, for the most part, made the initial transition to electronic communication, they’re still lagging behind other industries in how they’re using it sustainably. Restaurants frequently send digital coupons and promotions to their customers but require customers to print them for redemption. While the communication to the customer has minimal environmental impact, the customer becomes the culprit doing damage to the environment.

Make sure the coupons and offer codes you distribute via email can be scanned and redeemed directly from a smartphone or other mobile device. Use responsive design tools to ensure your entire message and the offers it contains are easy to read and scan regardless of the device. Think about ways you can entice your customers to use digital devices for redemption, such as extending a better offer like free delivery to those who don’t print. If your business has an ecommerce site in addition to a physical location, consider whether that promotion can be used online as well as in store, and give clear instructions for both use cases.

Transition processes to an online portal.

Amazon is a force of nature, driving seismic shifts in the ecommerce, marketing and fulfillment industries. The company is setting the stage for how to do business digitally today, and one way Amazon’s influence has reduced paper waste is through the company’s online portal to manage workflow processes. Rather than mail hard copies of receipts and product manuals with new purchases, Amazon gives customers access to digital versions of these materials through their online accounts. These records can be accessed anytime and anywhere, and they track a deep purchase history so customers need not worry about losing documents.

If your business has an online component, consider how building out a customer-facing portal could cut down on overall paper waste. Migrate workflows for receipts, instructions and manuals to this portal, and make it accessible through many mediums like web browsers, devices and even apps. Help your customers understand that they’ll always have access to the documents they need and that their use of your portal is benefiting a greater good — the environment.

Transitioning your marketing efforts to be digital-based might take a bit longer than planting a tree, but the impact on the environment can be similarly enduring. If you can’t get your hands dirty this Earth Day, think about how a few changes to your marketing practices can affect the world around you. We can all do our part by taking steps towards an environmentally sustainable future.

Outstanding Sales People Possess These Unique Character Traits. Do You?

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What separates an average sales person from a highly successful one? Experts say to look for these 12 qualities.

Whether you want to grow your own sales abilities, mentor an employee, or hire the best candidate, these experts volunteered their informed opinions to help. Ranging from middle market and corporate CEO’s, sales trainers, award winning sales people, and psychologists, here is a list of qualities they say outrageously successful sales people share.

Have strong intuition.

One of the hardest traits to obtain is the ability to know when to keep your feet planted and when to walk out the door. If you want success, you have to listen to your gut instincts in a practical way.

CEO, Marc Cenedella, Ladders

Provide clear value.

We’ve got a team of 20 salespeople, recently reduced from 30. We kept the star performers, who share one thing in common: an unshakable desire to provide clear value to the customer from the very first contact. They have a core attitude of wanting to help, whether it leads to a sale or not.

Seb Dean, Managing Director, Imaginaire Digital

Believe whole-heartedly in your product or service.

Successful salespeople must have knowledge and belief in what they’re selling. If you know your product and believe in it, you’re more likely to be genuine and speak from the heart. People will pick up on that because people often buy the why, not the what of a product or service.

Courtney Gaines, President, CLEAR Property Management

Develop an alter ego.

If you are not who you want to be yet, develop an alter ego. Call upon it when you’re facing a challenge. It’ll allow you to be bolder and more tenacious. It’s much easier facing rejections when they are rejecting your alter ego and not you.

Nalie Lee-Wen, CFO, The PPA Group

Possess a sense of humor.

Successful sales people are not only emotionally intelligent, extremely extroverted, and have a high general sense of well-being, but, in my experience, they typically have a great sense of humor as well.

Christine M. Allen, Ph.D, VP, Insight Business Works

Don’t hear objections.

Objections can throw salespeople off guard and make them lose objectivity. Successful sales people consider the buyer’s objection as an opinion. They don’t try to overcome opinions, they simply conduct mature conversations that take the buyer’s perspective into consideration. They show empathy and curiosity towards the customer’s concerns and validate the importance of them.

Joe Zente, CEO, The Alternative Board Austin ​

Be willing to accept ultimate responsibility.

Sale people with this quality take ownership of their goals and what they want to achieve. They take ownership of who they need to become to achieve their goals, thus they are constantly learning, adapting, and growing. Lastly, they take ownership of the challenges they encounter; thus they focus on finding solutions rather than getting lost in all of the problems.

David Naylor, Executive VP Global Leadership and Learning Development, 2logical

Never stop asking questions.

Great sales people know that buyers aren’t interested in features, they’re interested in finding out whether or not your company can really solve their problem. The best sales people aren’t satisfied until they get to the root of a potential customer’s problem.

Hannah Write, Co-founder, HR Partner

Have courage.

Sales people with the best results are those who have the courage to feel the fear and ask anyway. They win more by being willing to push the envelope. This doesn’t mean that they are being obnoxious or taking advantage of people, it means they don’t compromise. Know your product and what you are selling, and ask for what you really want.

Linda Swindling, Negotiation Expert, and author of Ask Outrageously! The Secret to Getting What You Really Want

Follow the 80/20 rule.

A seasoned professional can tell how well the meeting is going by the percentage of time the prospect is talking. I strive for an 80/20 breakdown. In a great meeting, the client is asked proper questions, allowing them to express their needs, which they may not yet be aware of. Don’t make the mistake of spending too much time selling and not enough time diagnosing the problem that your products may be able to solve.

Adam Torres, CEO, Century City Wealth Management

Collect the right data.

People who are very successful in sales have the ability to collect the right data and interpret it to make meaningful conclusions. Externally, the ability to collect data and critically interpret it allows a sales person to uncover, understand, and address the true pain points of customers. Internally, it improves the sales flow process.

Josh, Content & CommuniManager, Fieldboom

Develop an emotional common ground.

This enables good salespeople to use conversation, body language, other social cues to quickly establish a sense of trust and understanding when cultivating new relationships. The talent required to build that trust and confidence in you as a person, and to find that emotional common ground with people from all backgrounds and walks of life, is what differentiates good salespeople from outrageously successful ones.

Zach Olsen, President, Infinite Global ​

Well, how do you and your team measure up? Let us know in the comments section below. And, add or comment on the character traits that you believe are important.

Your Competition Wants Your Customers

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Competition is a part of business life. Some would argue that competition forces businesses to strive to get better at what they do for the fear of losing customers to rivals. Losing a few customers periodically is inevitable. However, losing too many (especially your best customers) must be avoided at all costs.

For most businesses, the top 20% of their customers account for 80% (or more) of their profits. While much thought and strategy typically go into bringing in new customers, not enough is spent on retaining existing customers. That’s where the real gold lies.

It may be a little uncomfortable to think that some of your best customers might be looking at making a change, but it’s something you must consider if you want to avoid having it become a reality. Everyone talks about taking care of their customers, but in many instances that’s a phrase not truly backed up with action. To build a fence around your customers and keep them far away from the prying arms of your competitors, you mus truly care, protect, and guide them.

Gather customer feedback on an ongoing basis.

Most businesses put a lot of hard work into getting a new customer. But after they become a customer, little effort is put into nurturing that relationship. A customer should never be taken for granted.

It’s easy to get wrapped up in the day-to-day operation of your business and lose touch with what’s happening outside your doors in the marketplace. Phone calls and emails to customers can be a great way to communicate and stay connected. But to do it on a large scale can be unrealistic. Informative company newsletters and surveys can help keep your customers up-to-date and give them a way to express their needs and concerns. These efforts can provide an early warning system to catch a customer jumping ship before it happens.

Tell them what you do.

Your competitors will do anything to steal your customers, including promising the moon. You know that some of these are false claims or teasers to get their foot in the door. Some of your customers may not know that. Your job is not only to provide a great product and service but also to continually remind customers about the value you provide that your competitors can’t match. If you don’t tell them, no one else will either.

Informing your customers through educational marketing content is a powerful way to keep them engaged while differentiating your company as one that truly cares about their success (not just your own).

Where are the weaknesses?

To help plug the holes in your business, start thinking about things from your competitors’ point of view. After all, they’re always looking for any weaknesses they can exploit, so you should, too. That way, you can shore up your weak spots before they get out of hand and, in the process, strengthen your position in the marketplace.

To discover your weaknesses, talk with your customers. Ask them about the areas you could improve. Stay up-to-date with industry trends that could create a possible gap in your defenses, too. You can’t buy every bit of technology as soon as it hits the market, but you can stay informed so you can address concerns with your customers when they arise. Sometimes the best defense is a good offense. Be proactive in your customer communication.

“There is only one boss: the customer. And he can fire everybody in the company, from the chairman on down, simply by spending his money somewhere else.” ~ Sam Walton, Wal-Mart

Customer retention starts with providing great service and value. Getting to the top is hard work, but staying there requires just as much effort. Being aware of the competition while shoring up the weak areas in your business can go a long way in helping keep your customers coming back.

Monopolies and the lack of competition aren’t in anyone’s best interest. Keeping your best customers satisfied is. Use competition as a motivating factor to continually improve your services. Communicating with and showing appreciation for your customers will give you an invisible force field to keep the competition out of your backyard.

Direct Mail Is Alive and Well, Thank You

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Marketing fads come and go. Marketers today have a bewildering array of choices never seen before. Consequently, busy business owners don’t always know who to listen to in order to find what is working most effectively right now. Everyone can claim their systems and tools are the secret to a never-ending stream of prospects and customers.

Is Direct Mail Worth Exploring For Your Business?

Have you noticed that many of the Internet companies (like Google, among others) have been increasingly turning to direct mail to advertise their services? The reason is that old school direct mail worked long before the Internet and has been working for smart marketing in businesses all along. It just happened not to be the flavor of the day, thereby not getting much attention.

Now that the furor and publicity surrounding the “free” aspect of social media marketing has settled into the reality that free doesn’t necessarily equal real customers, smart marketers are looking for real campaigns that result in real customers.

Living Together in Harmony

Leveraging one proven marketing channel is great, but taking advantage of two or more is better. As effective as one channel may be, you limit the potential impact when using a single platform. With an integrated marketing strategy, you position yourself to maximize the real potential of your campaign.

The truth is that direct mail can still deliver real results when done correctly. In fact, direct mail works even better when coupled with email marketing and Internet marketing. When coupled with other channels, direct mail has the capacity to be even more targeted, personalized, and effective than when any of these channels are implemented alone.

To make this work and deliver results, it’s very important that the messaging and branding be consistent across all the channels you use. The logo, tag line, messaging, design, and colors used in one campaign should be reinforced across all media to generate stronger results and a more powerful impression. Consistency allows each campaign to feed off the other and deliver a bigger bang for the investment.

This is how big brands are able to leverage the power of multimedia messaging. Today, with the availability of affordable, short-run digital printing, you don’t need a large budget. It’s realistic and available for businesses of all sizes.

An example of a campaign that works extremely well is a new customer campaign. Nothing shows appreciation like a nicely designed, professional-looking direct mail piece delivered to your new customer soon after they become a client. People know that an email costs nothing to send but that a direct mail piece has a real cost.

Now you can follow that up with some informative emails to educate your new customer about how you can help them solve their problems. In the emails and direct mail pieces, ask your new customer to also connect with your brand on social media. Now you can further develop a bond with your new customer by sharing your values and core messages across all media.

Marketing success is about momentum. An integrated, multidimensional campaign, implemented consistently throughout the year, keeps the marketing ball rolling forward. This allows your business to be fresh on prospects’ minds when they’re ready to buy. The more consistent your brand, marketing message, and integrated approach, the better your results will be.

Your customers consume information in different ways. You can’t guess or assume one is better than another. Showing up in the physical mailbox, in their email inbox, and on the web assures that your brand is leaving no stone unturned. Having an integrated marketing strategy assures your business will be seen and heard. If just showing up is half the battle, then implementing this multidimensional approach is your call to action to make yourself ready for new customers on the business battlefield.

5 Words That Can Change Your Business

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140259547Behind the scenes of your business, you make products or deliver services. But on the front lines, where interactions with customers occur, you have to deliver more than that in order to have a dynamically growing company. You must deliver a promise and hope.

The promise revolves around the benefits your actual products and services deliver. The hope is what can set your business apart from all the other companies that promise to deliver the same things you do.

People want to believe in your company and what you can deliver, but many have become jaded due to the culture of over-promising and under-delivering that is all too common in the marketplace. To get past this wall of skepticism, you have to deliver more.

Companies like Coca-Cola, Apple, Starbucks, and Disney World took off when they figured out they were selling much more than a soft drink, computer, coffee, and theme park rides. These businesses understood that in order to stand apart from their competitors, they had to tell their brand stories in a way that resonates with customers.

Coca-Cola sells refreshment, happiness, and harmony. Apple sells a delightful user experience to consumers in a hip, cool way. Starbucks sells the “third place experience” — a place to get away outside our home and business. Disney World sells memories that last a lifetime.

The common theme among the great brands of the world is that they have found a way to transcend beyond their products by asking this simple, yet powerful five-word question:

What are we really selling?

People aren’t really interested in what you sell, but they may be very interested in the benefits you can deliver. These benefits in turn must be told in a way that attracts and connects with your target audience.

How You Can Apply This in Your Business?

You’re probably thinking to yourself that this may do wonders for big brands, but how does it apply to my small business?

  • Take a step back from the day-to-day operations of the business, and think about what you’re really selling. Railroad companies thought they were in the rail business, when they were really in the transportation business. Think about the larger implications around the results you deliver to your customers.
  • Next think about this question: What do my customers really want from our products and services? Ask your best customers why they really do business with you. Look for common themes in the answers.
  • The final step is to take the concepts you’ve arrived at and focus on what would move your best prospects to buy what you sell. Put yourself in their shoes. Ask some friends and associates if your idea would move them to act. Then test your ideas by presenting them in your ad copy in print, on the web, and in all your other marketing channels. Test until you find the winners. The sales result will show which one is the winner.

Take these five words: “What are we really selling?” Print them out and put them in a prominent place you can see every day. Your answer to the question will form the core around which your business and your marketing should revolve. Answer this five-word question in a way that exceeds the experiences your target market is seeking, and you’ll see your business grow like magic.

Do You Have a Foot-In-The-Door Strategy?

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There’s an extremely powerful strategy to grow your business called the foot-in-the-door (FITD) strategy. FITD plays on psychology to get to the sale. This strategy works well because it gets past the prospect’s natural resistance to being sold.

The process starts with getting a person to agree to a small request that doesn’t take them outside their comfort zone. From there, you build up to larger requests and bigger yeses.

Savvy business owners, marketers, and salespeople have used FITD in one form or another for years, whether they have knowingly defined it that way or not. Some may refer to this strategy as a “loss leader.” The difference is that a loss leader typically involves selling something, often at a very low price or below cost. Retail businesses have used loss leaders successfully for many years. FITD works best when the first offer is for something free.

<strong>Examples of FITD</strong>
If you’ve ever been to the mall food court around lunch or dinnertime, you’ll often see savvy restaurant owners assign an employee to offer a small sample tasting of some of the food items on their menu. When passersby accept the sample and taste it, they’ve taken the first tiny step toward a possible yes.

One interesting side note with this example: Notice that the employees handing out the samples aren’t going all around the mall or outside in the parking lot at various hours of the day. They pass out the samples to people walking through the food court at lunch or dinnertime. The marketing takeaway: offer your services to people who are most likely to need what you sell when they need it the most.

FITD has been used for many years by door-to-door salespeople in many industries, from the person offering to clean a dirty spot on the carpet to the days of the encyclopedia salesperson (remember those?) who would offer a free three book starter set.

Perhaps the most notorious example is from the timeshare industry. In exchange for 90 minutes of your time, the FITD offer is a free resort stay or perhaps Disney World tickets. Does it work? Billions of dollars in timeshares sold would seem to indicate a big yes. These techniques are meant to persuade and work extremely well. The danger comes from unscrupulous sellers who abuse the power.

FITD has been used in the pharmaceutical industry with enormous success. Pharmaceutical sales representatives leave samples of the drugs their companies sell with the appropriate doctors. The physicians in turn give their patients a free sample along with a prescription that will lead them to become a customer of the pharmaceutical industry.

<strong>What kind of FITD should you offer?</strong>
Your best FITD strategy should probably be not to “sell” anything at all. Only 2% of prospects are ready to buy at any time and less than 1% will typically buy anything on the first contact. Put yourself in the shoes of your ideal customer and ask yourself: What would I need (if I were a customer) to choose this company over the competition? What service or product can you use to let prospects ‘test’ you out that will put your best foot forward and help you make the best first impression?

<strong>Conclusion</strong>
The FITD strategy is an extremely powerful technique. If you’re not currently using it or have used it in the past and forgotten about it, it’s time to visit it again. Put together a plan to utilize FITD in your favor.

Selling successfully for the long term requires building trust with your prospects and even existing customers. The FITD strategy allows you to begin building that trust. But be careful. If it’s done incorrectly or not done at all, then you may experience the door-in-the-face result which is what you want to avoid.

Educating Your Way to a Sale

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Your target audience is being bombarded by sales and marketing messages every day. Some estimates state that a person is exposed to more than 3,500 messages on average every single day! No wonder we develop strategies to filter out the hype and all the noise so we can get our work done. Otherwise our days would be consumed with sales presentations and various pitches to buy something.

This constant barrage of marketing has taken a toll on salespeople, too. Traditional sales methods that once worked well have been losing traction and are not effective anymore. But you still need to sell — and you need to get your message across to your prospects. How can you do that without alienating them at the same time? One way to do that is to educate and help your prospects instead of simply selling them.

Educating your audience with relevant and useful information that will help them make a more informed buying decision allows you to establish yourself and your company as an expert who provides value before ever asking for a sale.

Establishing trust in this manner brings respect. Trust and respect open the way for your prospects to listen. Listening gives you access to valuable time your prospects reserve for those they believe will not waste it with hype and useless pitches.

To decide what kind of information your prospects find useful, you need to put yourself in their shoes. Developing a buyer persona on your most ideal prospects lets you get insight into the information, ideas, and advice that could make a positive difference in their lives and actually help in their decision-making process.

Selling is not a bad thing. Short-term thinking while selling, however, is not sustainable selling. Long-term selling is about nurturing, gaining trust, and establishing rapport. Doing this will lead not only to a first sale but also to a relationship that will garner repeat sales and referrals.

Establishing a strategic sales funnel allows you to introduce your products and services as a solution to a prospect’s problem at the appropriate time. Nurturing relationships will lead to sales more naturally and organically, instead of taking a straight, forced path with a low chance of making a quick close.

One great example of this can be seen by walking into any Apple retail store. From the moment you walk in, the Apple employees are trained to educate you about the products in the store. No pushy salespeople. They actually want you to touch and test all the products on display.

In the back of the store, the “Genius Bar” provides technical help and in-depth training to encourage users to use Apple products. This in turn leads to more sales. Over 50,000 people visit the “Genius Bar” every day, and the majority who have used the services state that they are more likely to buy another Apple product as a result.

Educating your prospects and your customers is a long-term business sales strategy. It requires some time and resources. But if it is done well, the results will far outweigh the costs.

5 Keys to Getting Past the Gatekeeper

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In business, the term “gatekeeper” refers to the person who has the authority to control access to the decision maker in the company. The gatekeeper guards and monitors traffic to the person in charge. In most companies, getting an appointment with the decision maker requires getting past the gatekeeper.

Selling to the decision maker requires learning the art and skill of gracefully getting past the gatekeeper. Here are five keys to help you get started:

Key #1: Speak with authority.
Whether you’re the CEO of your company or not, you need to speak with confidence. You want to be perceived as a person of authority making the call. Speak with authority, assurance, and self-confidence. Gatekeepers are trained to keep salespeople out but are much more likely to let an authority figure through.

Key #2: The gatekeeper is your friend.
The gatekeeper can be your ally if you treat them with the utmost respect and courtesy. Remember that they have a job to do and that they may even have the power to make decisions on whether or not to buy. It’s vital to recognize from your first contact that dealing with a gatekeeper can be a make or break proposition.

Key #3: Ask for help.
Everyone likes to feel useful and helpful. People like to help others, but few like to help a salesman. Put yourself in the position of a person needing help instead of a pushy salesperson. You can quickly disarm a gatekeeper by asking questions to help both of you. You want to speak with the correct person, and they don’t want anyone wasting the time of the person they are protecting.

You can accomplish this by asking a simple question right at the beginning. For example, “I provide (your services) and believe that (decision maker’s name) is the person that I should be speaking with. Is that correct?”

By asking for help in this way, you have gotten to the point quickly and have empowered the gatekeeper to either begin the conversation by asking you to set an appointment or by directing you to the right person.

Key #4: Referrals are a big help.
Obviously, having a name to use as a referral to the decision maker can help pave the way in getting past the gatekeeper. Another, less used referral method occurs when you make an initial call to a company and someone informs you that you should be speaking with someone else (and gives you that person’s name). Using the name of the person you spoke with as a point of reference when calling the person they referred you to can help to break the ice and move you past the gatekeeper.

Key #5: Make it fun.
Very few people will admit that they actually enjoy making a cold call. You can help take the drudgery out of it by setting goals for yourself and building momentum from there. Begin by setting up a variety success metrics, such as finding the right decision maker’s name, determining the best times to call, leaving your name and number for a call back, and making a small connection or bonding with the gatekeeper. Success can mean more than getting through to the decision maker and setting up an appointment. Celebrate the smaller victories along the way.

There’s truth in the adage that cold calling is a numbers game. The more calls you can make, the more chances you’ll have of getting appointments and closing sales. Likewise, the more positive contacts you can make with a gatekeeper, the better your odds of turning that person into an ally who will let you through to the decision maker you’re hoping to reach.

What is Your Sales Process?

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You may have the greatest service or product in the world, but if you can’t sell it, how much good will that do?

The good news is that small improvements in your selling can have exponential effects on your bottom line. Focusing on the factors that can increase your selling efficiency or selling effectiveness will have a far greater impact than changing prices or reducing overhead.

The path to selling efficiency and effectiveness starts with proper planning. Begin by focusing on the factors you have the most control over:

  • The quality of your prospects
  • The quality of your sales pitch
  • The cost of the sales process itself
  • How you use your time
  • Your sales process

The quality of your prospects depends on how well you qualify them. This is one of the most important factors in improving your selling effectiveness. You have complete control over this part of your process. Begin by asking if the prospect truly is a good fit for what you sell.

When determining the quality of your sales pitch, remember that your prospects are too busy to pay attention to generic sales speak. Find a way to quickly show them how your product or service has delivered measurable results for people just like them. You need to prove that you know your stuff and that you can help them solve their problems.

The cost of the sales process is another area where you have control. Tracking expenses in both hard costs and time spent provides benchmarks that will help you determine just how much it costs to acquire a customer. You can’t improve what you don’t measure.

Effective time management skills separate the top sales superstars from everyone else. Finding the right customer acquisition techniques and tools is essential… and well within your control. Nothing is more valuable than your time. Learn to use it wisely.

Do you have a sales process in place, or do you handle sales in a piecemeal and patchwork manner? A strong, systematic sales process can take much of the mystery, magic, and waste out of selling. Track it, measure it, and tweak it until you have a dynamic process that can be replicated by every new salesperson.

There is one last item that binds all of these together, without which none of them will work. That is productive activity. Nothing can replace the actual work it takes to generate a sale. Phone calls, direct mail, networking events, emails, and in-person sales calls are all productive sales activities. They all work when they’re part of an overall strategy and plan that leads a prospect to a sale.

Sometimes it only takes small improvements to get big results. Take a closer look at how you’re currently selling. Shorten your sales cycle by improving your process, and watch your sales grow.