November Sales Tip

Hello again Sales Pros and Happy Halloween!!

When I asked a room full of sales reps last month, "What's your biggest frustration or concern?" they immediately fired back with, "Prospecting, getting leads, approaching new customers, cold calling" and on and on and on...Good grief!  You'd think the Great Pumpkin was coming after all you creatures and goblins or something. (Thanks Charles Schultz!).  All kidding aside and this is no "trick-or-treat", prospecting or lead generation is on the minds of all Sales Professionals.  Especially now, when we're forecasting and budgeting (and I do hope that your Halloween was sweet!).  Alright, I've got to mention quickly how both of my grandsons were here together for our beggars night this week and it brought back bitter sweet memories from when I was a child.  C'mon, visualize with me for a minute!  "Give me a Snickers or a Reese's Peanut Butter Cup."  How many of you went to a Halloween party recently?  See!  Oh well!

  

I've learned a lot over of the last couple of years about how important social media is to lead generation and allowing the customer to "experience" our offerings to their desire.  Remember, it's all about the buyer and not about the seller anymore!  It's also all about connecting with our customers in an environment that provides universal access to our products and services.  That means access to us anytime, anyplace, anywhere and anyway.  Amazing, isn't it?  It just blows me away how technology can provide real-time information and solutions to all of us instantaneously. ("Hey, that's my Snickers!").

   

So, I hope all of you are looking at this social media craze, good/bad, wrong or right, it's here to stay and is just in its' infancy!  Wow, far out man!  (You've had enough candy bars Butler!)  Now, let's approach lead generation as a Sales Professional.  Time management is a critical discipline and must be utilized properly, especially with lead generation.  The industry standard is 20% of your week, which I think is low.  Some of us are prospecting constantly because of these challenging times we're in.  Regardless, don't wait until Friday at 3:00 p.m. to start your lead generation.  Yes, you might as well go home or to the bar.  You prospect in two-hour time blocks or plan one day a week in the field or around appointed calls.  I still believe we "drive by" more business than we call on!  Step up your activity and use your network appropriately and you'll generate more leads.  More leads equals more sales.  Most believe sales is a number's game.  I guess I do too as when I step up my pipeline activity I see more sales.  Guess what?  I've stepped up my game on lead generation and I challenge you to do the same for the next 60 days! (I'll even bet you a candy bar on that, if I have any left).  

As technology continues to drive lead generation many of us have adapted easier and quicker than others.  These pioneers will continue to add to websites and blogs, even developing newer and more innovative channels to further enhance our customers' experience.

Sales Leaders, how are you using social media for lead generation?

Feel free to share your ideas and suggestions and I'd be happy to include in our December sales tip for all of you.  Remember our challenge:  "Let's step up the next 60 days and experience growth."

Good Luck and Good Selling,

Bob Butler, TSP

and all the ghosts and goblins of the Butler Learning Systems T.E.A.M.

Together Each Achieves More