Sell More By Doing Your Homework

We have less than five months left in 2020 to reach our sales goals. Are you on track to hit your sales forecast? Exceed your forecast? Hitting your sales goals really helps to create a work-life balance. It’s tough to be balanced when we’re thinking about not hitting our sales number.

If you’re not where you want to be, what are you going to do differently to make it better?

One suggestion is to do your homework. Do research about your prospects and customers before you call on them. Your sales numbers will go up when your prospects and customers know you have done your homework.

Here are six ways you can stand out from your competition by doing your homework and being better prepared on your next sales call.

6 Ways To Stand Out and Sell More To Prospects and Customers By Doing Your Homework

1. Add Value – First, think of ways you can add value to your existing clients and prospects, and your network. How can you serve them? Keep this in mind as you do your homework.
2. Research their website – Websites today are a treasure trove of information. Most websites have company bios of the management team, press releases about new products and company acquisitions, white papers which provide deep-dive information about products and services. Use the information you find to show you’ve done your homework.
3. Use LinkedIn – LinkedIn is a tremendous resource to find out background information about the people you will be selling to. Chances are you have something in common with them that you will find going through their LinkedIn profile.
4. Customize Your Connections – When you’re reaching out to someone, especially someone you don’t know, take the time to show the person you’ve done a little homework about them. Someone messaged me in note attached with a connection request on LinkedIn the other day. It started “Hi, I just checked out your profile…”. I doubt it. They didn’t even have the courtesy to use my name in the introduction.
5. Don’t Send Unsolicited Links – I know you’re very enthusiastic about your product and/or service. Don’t blindly send emails or text messages with links to your website, video, presentation, etc. Get permission first by doing your homework and making a real connection. It is much more likely that they will look at what you’re sending them.
6. Send A Handwritten Note – Yes, it’s old fashioned. And yes, it’s much easier to email or send a message through Social Media. Be different and send a personal note. Refer to something you found out by doing your homework and you will land the appointment with a prospect or build a better relationship with an existing client.

I hope you get an idea or two that helps you hit your quota this year and in years to come.

Was this helpful? If so, I’d really appreciate it if you leave a comment below or share on Facebook or your favorite Social Media!

Email: mike@hurdmarketing.com