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3 Ways to Grow Your Business with Conversation!
Even if things have gone virtual, you can still have conversations with all of your clients and increase your sales. “Work smarter, not harder” isn’t just a catchy phrase. It is the way to conduct your sales business. You CAN increase your revenue while decreasing overall effort. For some reason, salespeople struggle with picking up the phone in a world where text and email reign over the ring.. telephone ringing. It’s time to go back to basics to capture and keep sales coming in. Setting up a time to talk might sound old-fashioned, but it doesn’t have to be in person or formal. Setting up a zoom/skype call or conference call could be what takes your sales to a WHOLE NEW LEVEL.
Conversation With Your Happy Client
Look back at recent sales that went well. Think about “what else could this business use/benefit?” Did they mention any interest for ‘future products/services?” Ask for feedback and dangle a carrot for a new product/service you know will bring benefits.Pick up the phone and get ready with this script:“Hi Jayne, this is your sales representative for X COMPANY. I want to set up a short check-in with you. I want your feedback with X PRODUCT, and I have another product I know you will love. I have a client using the product, and they are seeing a significant increase in sales and reorder rate. How does Thursday at 11 am work for you? Or, would Friday be better? I’m Looking forward to hearing your thoughts and can’t wait to share with you this new product!”
Conversation with Your Inactive Client
An inactive client might be the client that was very happy with their last purchase, but it’s been a while. Reach out to them if:
- You don’t know why they haven’t reordered recently. Ask how business is, what’s new, etc.
- You know they are struggling. Check-in and let them know you care. See what you can do to help. Sometimes just a quick chat is motivating for them.
- They’re so busy they haven’t reached out. If your client is busy, it means the customer/client needs more of what you have! You probably have another product or service they would like. Their business can grow to the next level if you help them level-up.
What should you say? Call up your prospect and try this:“Keith, this is Sally over at X COMPANY. It’s been a while, and I’m curious to see how business is going. I’d love to schedule a time to talk with you or your team. I have something, and I KNOW you’ll want to hear more. Clients that are buying it are seeing a reorder rate increase by 20%. How does Tuesday at 10:30 am sound?You know what will be best to say. You know your clients better than anyone. Make it personal. Genuinely care and ask how they are doing. What other products or services do they sell? Could you get to know them? You might have products they buy from someone else. Help them see what you have to offer. You might be their one-stop-shop, and they don’t even know it. Be authentic with your effort to help and what you will be sharing with them next. Set them up to WIN.
Conversation with Your Hidden Client (referrals)
Happy clients and Inactive clients all know people who will want what you have. It’s not asking them for their competition. Look at it from a different view. What do they buy from you? What’s something that you have that doesn’t work with their business model? Ask them about THAT. They have friends, and some may be in a position to buy from you as well. Don’t feel ashamed to ask for a referral. The irony is you might get them interested in something they didn’t even know they wanted. Make the ask. They will either like what you have themselves, give a referral, or say they don’t know. Either way, it didn’t take much effort on your part, but it could result in higher sales and a growing customer base!“Sharmane, How are you? I am Sheila from X Company. I know you don’t carry X product, but it’s just doing so well here. I was wondering who you know that might like it? Do you have any businesses in mind that might want to try it? We have such a great deal on it, too; it would be a perfect time to try it out. If you can think of anyone, would you be willing to write an introduction email to them with a CC to me? Or you can send me their contact info, and I’ll take it from there. Thank you, and if you can think of anything I can do to help you right now with your business, I’d be more than happy to help! See how the above script lends itself to a referral or sale? The person might give a referral to you, OR they might say, “Hey! I’d like to try it! What kind of deal is it? What is the product/what makes it special?” Now you’re open for a whole new conversation. People don’t want to miss out on the next big thing or the next big sale. Please give them a reason to join in on the fun! If they DO refer someone, it’s the same idea:Hi Jose, Sharmane from X COMPANY gave me your contact info because she thought you’d like to hear about a product up your alley. I know you don’t carry X product yet, but it’s just doing so well here Sharmane thought you’d like to try it. I’d love to schedule a time to talk with you or your team. Clients that are buying it are seeing sales increase by 15%. How does Thursday at 1 pm sound?
You got this! TAKE YOUR SALES TO A NEW LEVEL with less “Hard Work” and more “Smart Work”. Help your customers thrive/succeed and listen to what they have to say, and they will keep coming back for more!
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