Sales is not a numbers game and the way you control that is by clearly identifying who you would like to be working with and who is a good fit with your company. Define your ideal client or customer. Sales is only a numbers game game if you let it. It is your choice.
If you can't identify who you should be calling and speaking to then you can only ever operate on a mass market "it's a numbers game" principle. Take 10 minutes to identify the ideal characteristics of your ideal clients. Start by thinking of the characteristics of your best clients you have now.
o What is it about working with them that you enjoy? o What is about the size of their business that makes them use your services? o What is it about their company that makes them a preferred customer? o Do they have common challenges, issues, goals in common.
If you work in a business where you don't have any choice about who you call then think about the common characteristics of the people you call.
What is it that you talk about with them?
What makes them valuable people to be calling?
Now take the most important 7 reasons and make them the criteria you want in your clients and put some reasons why behind them. E.G.
o They can be found easily by list acquisition, networking groups or membership of an organization o They use a certain process o They are experiencing year on year growth o They have a certain style - i.e traditional, unconventional,
Congratulations - You have just started one of the most important processes in Sales. The process of identifying characteristics to qualify people into or out of your prospect list. Once you are clear on these few key things, finding and identifying the right people becomes effortless.
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