As many of our readers are self-employed, we couldn’t resist sharing some simple tips from the His & Hers team on how to improve your sales strategy this year. From easy daily disciplines to using new tools to keep you on track, here are a few of our favourite ways to up your sales strategy…
What Gets Measured Gets Managed
If you don’t yet have systems to keep track of your sales revenue, or how many sales calls you make or emails you send a day, making sure you’re keeping on top of the numbers is the obvious place to start. Then you’ll be able to keep track of month-on-month improvements or dips in revenue and once you have a full year’s worth of figures, you’ll be able to dive into the data to make useful comparisons: For example, did you bring in more money, or make more sales calls, this January than last January and can you spot any trends – such as particularly quiet or busy times throughout the year? Once you have this information, you’ll be able to plan more effectively, either working harder on your sales or setting aside more time for planning and admin tasks at times of the year that you know are likely to be quieter.
Make the most of new sales tools
Here at His & Hers, although we’ll never lose our love for a nice fountain pen and a Moleskine notebook (which are still two of our most important tools!) we recognise the value of using new technology and digital innovations to help build our business. If you have a team working for you and want to make sure your sales people aren’t spending all their time on admin, rather than selling, why not use a sales field app so that you have a really nice simple dashboard where you can see at a glance how your sales team is getting on. This is also a good way to access pricing or customer info on the go (perfect for those times when you or your team need to provide a quote on the go and you want all the relevant figures at your fingertips).
Reconnect with existing contacts
As you build your business, you’ll inevitably meet a lot of great contacts along the way. However, it can be difficult to find the time to stay in touch with existing contacts as your business grows. If you can’t spare the time to meet old clients and contacts for a coffee, even a simple email or a quick phone call can go a long way. And it’s surprising how often former clients can prove to be a fantastic source of new business if you make the effort to reconnect.
Our final piece of advice is one we really ought to follow more ourselves! In busy times, it can be hard to take the time to stand back and look at what’s really working in your business and do more of that. Even if you can just spare half-an-hour at the end of the working week to reflect on your successes and what’s really worked well, this can give you some really useful insights to use the following week.