5 sales strategies that save on gas
With gas taking a bigger cut out of your commissions, it is important to find new ways of selling that don't require driving. Consider the following tips from Rick Davis, president of Building Leaders Inc., for researching potential customers without putting a gallon of gas in your car.
- 1. Manage your field time effectively. Don't drive aimlessly around your territory without appointments. If you don't have a scheduled meeting in the field, then don't leave your office. Cold calls and casual visits should be fill-in activity that surrounds productive scheduled appointments.
- Use the Internet. Search association Web sites such as the NAHB (nahb.org), the U.S. Census Bureau (census.gov) or thebluebook.com to stay updated on industry information. Then, visit company Web sites, competitive manufacturer Web sites and anything you can Google to gain more information on your target audience, their goals and how you can sell to them.
- Speak your client's language. Many prospects are difficult to reach on the phone. Rather than continuously leaving messages, try dropping a casual e-mail to prospects and clients. This affords you the opportunity to be precise with your message and gives your clients the chance to receive your message and answer at their convenience. You must adapt to a variety of conversation mediums. Strive to figure out which is best for each individual client.
- Brainstorm. Abe Lincoln said, “Given eight hours to cut a cord of wood, spend two of them sharpening your axe.” Take time out to think freely. Focus on only positive opportunities and methods to learn. Even in these challenging times, and perhaps because of this challenging business environment, it is an opportune time to strategize for the future.
- Seek long-term opportunities. During these times, it is prudent to accept any sale that comes your way. But you should also target the specific audience that creates long-term opportunities. Commercial sales, condo associations and one-time sales are valuable short-term opportunities. Concentrating on builders, subcontractors and re-sellers of your product will provide ongoing revenue streams for the future.
— Rick Davis is president of Building Leaders Inc. in Chicago . He is the author of the book, Strategic Sales in the Building Industry.