Sales Motivation

Guest Blogger: Chip Eichelberger, CSP, Founder,

I don’t know about you but my business tends to run in cycles—the cycle of doing many events and the cycle of when the bookings for that new business comes in. The gap in between can be difficult to deal with, even for me. Sometimes the gap is impacted by people being on vacation and deferring decisions. Sometimes it can be related to current events such as 9-11 or the GFC (Global Financial Crisis) of 2008.

Here are four strategies for when you have that GAP of new business coming in and you need momentum.
  1. Spend time on you, so you can be at your best! Get to bed a little earlier and read something inspiring before you shut it down. Get off your phone! Drink 12 oz. of water when you wake up. Get that morning workout in to start the day with energy. Use interval training to get your heart rate up and pumping. Get a fresh-green-based juice or make my Get Switched On Smoothie. Exercise and the right fuel will help switch you on for the day.

  2. Reach out to your raving fans (devoted customers) in a value-added way. Put together a short, compelling special report they would be interested in reading. Another simple option is to put it in a video. Use your expertise to make a difference. Call or e-mail them and get them excited to get the information. Ask permission to send it and then follow up!

  3.   Call your raving fans on the 3-month, 6-month, 9-month or one-year anniversary of doing business with you to say thanks. I appreciate you! Then, ask how you can help them. Are there problems you can solve? Do they need to reorder? If you have a more transactional business model, call them within 48 hours of the sale It will blow many people away and help lock in a repeat customer.

  4. Proactively improve your strategy to solicit, reward and convert referrals. Are you consistently asking? When you get a referral, what do you? When that referral turns into new business, what do you do? Is it amazing? Is it personalized? Does it get a “WOW” from them? It should vary if the referral brought in X new $ or XYZ new $!
To hear more sales strategies from Chip, attend PMA’s Sales & Marketing Summit on September 26-28, 2018 in Nashville. Learn more about this event here.


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