PPB July 2021

and socialize in circles that can connect me to business and sales opportunities for my distributorship. 2 I Am Organized. I use Dropbox to keep my client files organized. I know what they have ordered in the past, what I have proposed or priced before and where things are now. Being organized helps me to make sales quickly and easily. I don’t waste time looking for past order information or quote details. 3 I Use A Weekly Sales Scheduler To Track Goals. I created a weekly calendar which breaks down what I am doing every day into hourly chunks. It ties directly into my goals and helps me focus and refocus when I need to. It also tells me what I should be doing from a sales activity standpoint and who my targets are. I set goals and review them constantly. Some of these goals include sales, gross profits and number of meetings with decision-makers and proposal pipelines. Keeping track of my progress helps me to remain dedicated and motivated to reaching and surpassing my targets. 4 I Sell Strategically. I choose a target market (or two), learn the buzz words for that industry and then sell myself as an expert in that area. I am not offering everything to every client. I am a professional and present myself as a marketing partner who can help my clients do their job better, faster and more effectively, because I know their market. We call it targeting your million-dollar niche. 5 I Leverage Social Media. I connect with my top clients and contacts on LinkedIn. I then ask them for referrals to their networks. I share what’s going on with my business and life, so our working relationship becomes more than that of just asking for business. I share my goals online so my network can help me achieve them. Check out my LinkedIn page (www.linkedin.com/in/ joshfrey) and you will see what I am talking about. 6 I Hook People Up—In A Business Way. When I see or read about a topic that might interest a client or prospect, I forward it on to them. If I meet someone who may be a good contact for my clients, I make the introductions. I give referrals and help others with their own businesses and careers. I mentor and coach. I pay it forward. It’s all about the give and take. I create good karma and contribute positively while staying top of mind with my network. 7 I Am Incredibly Responsive. When I meet with a client or prospect, I thank them and include a summary of the meeting, within two hours of the meeting or at least on the same day. At trade shows, I recap my leads the minute the show is over and send follow- ups—oftentimes while the show is still going on for my client. Do you know howmany times a client will thank me for being so quick to respond? I deliver the same type of service I would expect, and my standards are very high. 8 I Use eCommerce And Technology To Grow My Sales Pipeline. At the click or tap of a button, any of my clients or prospects can order a free sample frommy website. Within three minutes, I can place an order for my client online and close the sale. I automate the thank- you and follow-up process (where appropriate) by using technologies such as CRM systems such as SalesForce. Buyers are getting younger and younger and have grown up on the internet. What are you doing, from a technology standpoint, to make it easy on your clients and prospects to buy from you online? Do you know howmany times a client will thankme for being so quick to respond? I deliver the same type of service I would expect, andmy standards are very high. | JULY 2021 | 59 GROW