2 Tips to Prepare for Good Sales

What other tips do I suggest that paves the way for an effective sales process? Last week I introduced this topic with 2 out of my 7 tips:

  1. Be visible, volunteer and get involved in industry activities; write a column
  2. Ask your target market questions

Here are two more of my tips from the book Masterminds Unleashed: Selling for Geniuses:

3. Reach out: One of the best ways to create good will, establish your reputation as an expert and a problem solver, and show your generosity is to mail a newsletter or gift. You can write and publish your own newsletter, either monthly or quarterly.

It can easily be organized electronically, for little investment of time and energy. There are several resources that can provide the content, and emailing companies that provide templates and distribute to opt-in lists. Several are low fee and customizable.

The key is to provide valuable content not a sales pitch, not content about you and your business. You also might think about “lumpy mail,” where you occasionally send a gift or a anything that puffs out an envelope. It could be a newspaper article you’ve seen about that company.

The point is to show you’re paying attention to what they might be needing or find interesting. Giving, whether token items or free information that is useful, works because of the law of reciprocity.

It’s human nature to want to reciprocate when someone is generous and helpful.

4. Be easy to find: Of course prospects are going to “Google” you! You need a website, but that’s not enough. If you want to show up on first page searches, you’ve got to be findable on the Web in as many places as you have time to create and post content.

A website, a blog, and profiles on Twitter, Facebook and LinkedIn are by now standard online marketing tools. There are ways to be present in multiple places without really “being there” all the time.

You don’t have to hire staff or spend a fortune; much of your web presence can be created and managed yourself. Of course, it’s a good idea to have a knowledgeable tech assistant available if you don’t want to learn everything yourself.

Be generous, send mail, and be easily findable on the Web.  When the time comes to have a sales conversation with a person or a company, you’ll already be established in their minds as someone with solutions.

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