I know, the economy is down, clients are difficult to deal
with and your Executive Director is asking What have you
done for me lately? So what is a professional to do?
Rather than worry about what is going wrong, work on your
strengths and eliminate those limitations. Great
professionals are creative and innovative. Since now is the
time to think about spring and most specifically Spring
Training, it is a perfect time to do what the ball players
do- go back to basics.
Three simple techniques that will improve your donor
dollars include:
Running with Referrals
The greatest gift for any selling representative is a
satisfied customer. To get you into the field of play, make
a list of your 25 or 30 recent clients. Personally contact
them. Make conversation and determine if you can assist in
a professional or personal matter. Determine future needs
and enact as a consultant, making recommendations.
Once you have established good rapport, ask this question,
As I seek to grow my business, I am curious if you would
not mind sharing the name of someone that might have a need
for the value that I provide.Make certain you follow up. Do
not believe people will just provide you names, follow up
is essential.
Do not be surprised when you obtain a sizable list of new
referrals from one simple question. Simply put, the best
way to grow your business and remain in the field of play
is to ask for referrals. Don't believe me, make some cold
calls, then ask yourself which is easier?
Error Free Sales Presentations
Many professionals focus on facts that people do not want.
They focus organizational size, benefactors and community
work, etc- rather than focus on need, become a contrarian.
Begin to ask questions that appeal to the donors need.
Provide value by illustrating interests in their desire for
philanthropy. Create a relationship that builds upon trust
and interest to appeal to their needs.
Refrain from brochures and standard presentations. Truly
listen to ensure success for present and all future sales.
Get in the field of play
Recent studies show that the difference between an Olympic
athlete and a weekend warrior are not much. The difference
between the two is simply a desire for excellence and an
ability to believe in their creativity. And one other
difference is the ability to practice and work each day in
achieving excellence. To refrain from volatile sales dips,
good sales agents must constantly be in the field of play,
they must be visible. Athletic selling professionals take
extra phone shifts; they network within peer groups and
within rotaries and other associations for leads. Athletic
agents write articles in local periodicals or teach classes
at universities or community colleges. No matter what the
athletic agent is one that rises like a phoenix and does
the little extras for visibility, for their clients, and
more importantly sales.
Remember Selling is a Process Recognize that selling is a
process. Successful professionals understand that you need
to know how to:
-Prospect
-Provide Interest
-Handle Objection
-How to close
Stay motivated I often use the word moxie to assist my
clients to get through difficult situations. I believe that
you must have moxie to get you through the trials and
tribulations of sales. You will face challenges, you will
encounter hurdles similar to your clients that aspire to
reach theirs. Live like you desire your clients lives.
Sales success does not require home runs. However,
consistently keeping your eyes on the ball, being in the
field of play and catching errors are the ways to achieve
success. Why not use some of these techniques during spring
training to help focus your team and create your field of
selling dreams. Whatever you do, please do not wait.
Successful people do not procrastinate and you read this
article to improve so begin now! Or call me and I will get
you on the plan to success.
----------------------------------------------------
Drew Stevens PhD
http://www.gettingtothefinishline.com
Drew Stevens Phd works with organizations to maximize sales
in less time. Drew can assist your organization with sales
or customer service. Order his latest book now, Split
Second Selling available on Amazon.com or at his
website,http://www.gettingtothefinishline.com/products.php
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