The year is coming to a close, and as a salesperson, this is a great time to evaluate your sales of the past year. Whether you are new to selling to small businesses or have been doing it for a while, you should always re-evaluate how you do business and uncover areas for improvement. These tips will help you analyze your sales tactics and pinpoint where you have room to improve and grow in 2018.
1. Automate Your Tasks
In order to improve your sales in 2018, the first step you need to take is to automate various tasks. While there are many things you can automate, the most important thing is your outgoing emails, including follow up emails, scheduling emails, reminders, blog emails, lead nurturing emails and so on.
Salespeople send approximately 120 emails a day. You can (and should) use email automation software, such as Mailchimp, InfusionSoft, and Hubspot, to create email templates and email drips that automatically send emails to prospects. Automate as much as you can, but make sure that the emails still feel personal.
Besides saving you time, automating emails can also close more leads for you. Once your emails have been sufficiently automated, you can assess whether you need to automate phone calls, voicemails, and appointment scheduling.
2. Enhance Your Lead Discovery
When you are building a new list of leads, you want to include small businesses that are the most likely to take to your pitch and your product. As apps can provide many specific benefits, you want to zone in on businesses that can take advantage of these benefits.
For instance, an app can help them increase reviews and improve their star rating on Google, Yelp, Facebook, and Tripadvisor. So when conducting online research for new leads, look for local businesses that have poor ratings or don’t have reviews at all. When you then reach out to the small business with this pitch, they will be able to see the benefit of what you are selling almost immediately – and it will show that you conducted thorough research before you contacted to them.
Similarly, if you frequent certain small businesses in the area, but cannot easily find them in an online search, they are great candidates. You can reach out to the business by showing which competitors do come up and what they are missing out on.
3. Audit Your Sales Process
Your business, whether new or established, has many different processes in place. You want to audit all the sales processes to see where you can improve. Even if you think you don’t have a sales process, you do, you just haven’t laid it all out yet. Think deeply about what you do every day to sell apps to small businesses and write it all down. For instance, lay out the path you and a small business take from start to finish.
Once you start doing this, you will become more efficient and will be able to delegate tasks if needed. And when the time comes for you to Go to the full article.
Source:: Business 2 Community