“Focus on the big picture of the solution. Understand your ideal clients and Nurture past, present, and future leads” – Meshell Baker in today’s Tip 1018
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker. Meshell is a certified sales confidence igniter and an authentic selling crusader. She helps business owners and sales leaders tap into the unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. Here she is:
Meshell Baker: Hello. Today’s Daily Sales Tip is FUN, F U N Gets More Done. So we’ll start with F, which is focus. Focus on the big overall picture of your career, your sales success, the value you’re bringing to the client, the ‘why’. It is necessary because sales is a challenging job. It’s emotionally, mentally and at times physically draining. It takes a lot to be a successful sales rep. And when you make it your focus to think about the overall picture and not just a little minutiae of things that need to be done, it will make it more effortless and seamless for you to take and engage in these tasks.
For example, 80% of sales take five or more follow-up calls, right? And people tend to get frustrated when they’re not closing and doing that. Yet only 44% of sales professionals follow up after one call. So when you’re focused on the value, when you’re focused on the opportunity to co-create, when you’re focused on the amazing opportunity of working with the company and your big picture overall, why you’re doing it, those activities just become part of who you are, your identity. There your habit. They’re seamless. However, when you’re focused on getting that one sale every time you’re going for that one sale, it seems like a long road and a lot to do. So look at the big picture. Look at the solutions that you’re bringing that are valuable to the clients that you get to work with.
U – Understanding your ideal client. It is absolutely amazing. How many people struggle and talk about they can’t get more sales, they need more sales, they need more clients. And when you ask them, who is your ideal client? Tell me, what are the top three things or solutions? What are the top three reasons why your ideal client is looking for your solutions? Most people I have found cannot answer that question, and it shows companies excelling in lead nurturing. Lead nurturing means that I actually take the time to get to know right. You can’t nurture something if you don’t know it. Otherwise, it won’t grow and it definitely won’t harvest. So companies excelling and lead nurturing generate 50% more sales-ready leads at 30% lower cost. So you as a sales professional, sales leader, sales individual, thinking about how you can spend time truly understanding those ideal clients, those whales, those dream clients is in your best interest, and I’ll make it seamless. And when they do come in your realm, they’ll be ready to close because you’ll know more about them, you’ll be able to engage with them, and it will be more of an opportunity for them to partner with someone who really cares about them.
And then the final letter is N. Nurture past, present and future leads. This is vitally important. 91% of customers said that they would give referrals, yet only 11% of salespeople ask for referrals. It is so much one and done. So many people are busy trying and I have air quotes around the try to get more sales instead of taking time to really create an appreciation standard so that you will keep your pipeline filled. Your clients when they are served well are more than willing to give you repeat business referrals and recommendations and they will work on your behalf. These people will become your advocates and you don’t have to work as hard.
So the FUN is, Focus on the big picture of the solution. Understand your ideal clients and Nurture past, present, and future leads and you will have better sales days all around. Have a great day selling.
Scott Ingram: For links to connect with Meshell and her website just click over to DailySales.Tips/1018. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!