When sales lag, it’s time to get creative. Think about your product in a brand new way. Is there another way to do business? Is there an additional target audience? How about another application? And one of our favorites – Is there a different way to sell?
When times are tough, here’s what we recommend.
First, take good care of your current customers…if you’re out of their sight, you could be soon out of their mind. Make sure they are happy. Ensure that they are solid sources of repeat and referred business. Done right, current clients should be an engine for cross-selling, up-selling, and referral selling.
Next, ensure that your target client and value proposition is clearly defined. Then start every day by identifying and reaching out to potential referral sources to get introduced to target clients where you can let your consultative selling skills shine.
This means talking to people…a lot. There is no substitute for networking; not only do you learn about your market but you expand your reach. Just make sure that you are clear about your target client and what differentiates you from the pack. Make sure that your message is clear, compelling, and simple. Otherwise you will lose chances and credibility.
And remember, if you are truly an expert in your field and can add value, you are worth it. Do not decrease your pricing and focus on helping your clients to succeed.
