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"10 Low Cost/No Cost Techniques You Can Use
Immediately to
Close More Business in 30 Days"
Oreste “Rusty” D’Aversa, President -
Skyrocket Selling!
While
securing new customers is the keystone of any successful business, doing
it without spending a small fortune is equally important.
We all want to close more business for as little cost as
possible. As a “bag carrying” sales
person and business owner
myself, I’m always seeking better ways to find
new clients, and I
want to share some proven techniques that will
help you get new
clients in 30 days or less.
Many of the techniques outlined in
this article are skills you may not be not be familiar with or might
feel uncomfortable using. As with any new skill, using these methods
effectively requires you to first learn and then to
practice. If you follow that simple equation, in no time you will master
these techniques for closing more sales, faster. I also encourage you
to read good sales books, take a sales training class, or work with a
qualified professional. The investment you make in time and money is a
small cost to pay for skills that will forever help you improve. After
all, the price of success is never as expensive as the cost of failure.
1. Network Effectively
Effective networking is
much more than merely meeting people, exchanging business cards and
engaging in social pleasantries. In a business environment, you need to
network with purpose, and that purpose is to get as many qualified
leads as possible. Noticed my use of the word qualified.
Getting a stack of business cards may make you feel like you’ve made
some progress, but if no one is interested in your products or services,
you’ve just succeeded in wasting of your valuable time.
To be effective, you must first employ a properly designed and
executed networking introduction. Your networking introduction should
be not more than 1 to 2 minutes long (the average attention span for an
adult), and should contain your name, title, a brief description of your
product or service with a benefit statement, and should end with a
question that engages the listener. As an example, I will share my own
networking introduction:
“Hi,
I’m Rusty D’Aversa, owner of Skyrocket Selling. I help
entrepreneurs and businesses close more deals, increase
their sales productivity and profitability. And you are? OR Do
you know someone who might be interested in my services?”
I recommend you write
your networking introduction, practice it with family, friends, or
business associates, or just record and play it back to yourself. Once
you have mastered your networking introduction, it will become a
powerful technique in your prospecting ‘tool box.’ Remember, networking
is skill. Master that skill, and your introductions to people will be
very productive. Your time is valuable. Make the most of your
networking opportunities and your profits will soar!
2. Contact Your Current Customers
Your current customer
base is an asset just waiting to be mined. These people have purchased
products or services from you before, making you an established vendor.
This fact alone saves you a lot of time and energy in your sales
process, since you don’t need to sale them again! Take the opportunity
to visit with your clients, demonstrating your customer service and
follow up skills. Then it’s just a matter of looking for (and asking
about) additional business while you’re there.
3. Contact Your Vendors
Your vendors are an
excellent source of referrals. Give them your business card and make
them part of your network. They will appreciate the fact that you will
be referring them as well. This simple – and often neglected –
technique delivers surprising results.
4. Join Professional Groups
Professional groups
provide an excellent forum for networking, exchanging leads, and finding
new customers. By professional groups, I mean those organizations that
gather individuals who share a common business interest. Like-people
attract like-interests, and attending such gatherings gives you
opportunities to practice – and perfect – your skills for effective
networking. In situations like this, it is crucial to keep in mind that
networking is a two way street. If a fellow member refers you to a
potential customer, do your best to return the favor by giving him a
qualified lead.
5. Write an Article
By writing an article
that communicates the benefits of your product or service, you also
establish yourself as an expert in your particular industry. You should
avoid mentioning your product or your service directly, though a brief
bio outlining your experience – and expertise – is certainly
proper. When the article is published – in a trade journal, business
magazine or newspaper, make sure the by-line includes some way for
interested readers to contact you, such as an email address.
6.
Become a Speaker
Professional
organizations are always in search of qualified speakers, especially if
they are delivering information that can benefit the membership. I
always advise those interested in perfecting their public speaking
skills to join Toastmasters International, a popular and respected group
for beginner and intermediate speakers. You can find your local chapter
by visiting their web site at www.ToastMasters.org,
or checking your phonebook. Need a subject on which to speak? How about
that article you’ve written?
7. Use the Telephone
A professional and
concise phone call that introduces you, describes your product or
service, and asks for an appointment is a great way to reach
potential customers. Communicate clearly the ways you can help them
increase revenues, reduce costs or enhance their productivity.
Establish yourself as a problem solver or “go to” person. For the price
of a phone call, you can be transacting business. Keep in mind that
using the phone effectively is a skill like any other, meaning it
must be learned, practiced and mastered. A carefully planned and
written telephone script, one that takes into consideration potential
communication barriers, will make your calls more productive and
enjoyable.
8. Ask for Referrals
When appropriate, ask
for referrals. And here’s a tip – it is usually appropriate! For
example, have you ever asked your current customers for a lead? Chances
are good that if they use your products or services, they know someone
else like them that can. The world is smaller than we often think.
Without asking, you will never know who might be able to help you close
more business. This goes for your personal contacts as well as your
professional ones.
9.
Get Other People to Sell For You
The Internet has become
a marketplace unto itself. You can network via online forums, exchange
leads, and market your product or service to people across the country
and around the world at a very reasonable cost. The web makes it
possible to directly sell your goods or services and even partner with
business and individuals around the world. The Internet has brought
business to a new and exciting level, as ‘big business’ and the
entrepreneur now have a level playing field on which to compete and win
business!
Conclusion
There you have them: 10
low cost /no cost techniques and you can begin using immediately
to close more business in 30 days. Some of these techniques may be
unfamiliar, but don’t let that stop you! Each of these skills can
be learned, then practiced, and in no time at all, mastered. Supplement
your learning with good books, audio programs, classes or seminars. You
might also seek the help of a professional, someone with proven
experience in selling who can help you use these methods and other
techniques to increase your sales and productivity. You will see the
return on investment (ROI) immediately as you use what you learn to
close more sales, help more people, make more money, and begin (or
continue) reaching your professional and personal goals!
About the Author
Oreste “Rusty” D’Aversa
has more than twenty years experience in sales, sales management,
support, training, public speaking, technology and customer service.
The founder of Skyrocket Selling, Rusty has worked with companies like
IBM, American Express, Foster-Wheeler and TyCom amongst other Fortune
1000 organizations, as well as small-to-medium sized companies and
entrepreneurs in all phases of the sales and customer service process.
Rusty’s well-rounded background also includes experience in Accounting,
IT, Human Resources, Outplacement Services and Recruiting.
Offering real world experience as a business owner, sales manager
and “bag carrying” sales representative, Rusty D’Aversa has appeared on
radio and television on a range of related topics. He regularly holds
public seminars featuring practical solutions for increasing sales
revenues and enhancing employee productivity in the new economy.
Skyrocket
Selling!
Strategic Sales Planning – Consulting –
Training - Coaching
www.SkyrocketSelling.com
Direct: 201-391-1921
