Sure, January might have come and gone (and with it, most of our will to keep our resolutions on track), but that doesn't mean that you can't still make this year your most profitable yet.
Here are five tips on how to get organized and go after your (sales) goals.
1. If you didn't do it last month, it's time to get organized.
Carve out time on your calendar, right now, for prospecting. You're better off making calls every single day than to crowd all of your calls into one day. Be realistic, don't say you're going to make seven hours of calls, if you really only have 45 minutes available.
|2. Prepare.
If you don't have a good, targeted list of leads that fit the profile of your ideal prospect then it's time to create it. And, if you're not 100% sure of what you're going to say when your prospect answers the phone, or what you'll say in a voice mail or in a prospecting e-mail, then it's time to give this some serious thought as well.
It's too hard to get prospects on the phone these days and it's also hard to get them to return a call or respond to an e-mail. This is not the time to be winging it.
|3. If you did not make your numbers in 2015, figure out what went wrong.
If there is something you can change moving forward to get a better result — do it!
|4.Where there opportunities that you missed out on in 2015?
What sales did not close? Go back to those prospects, re-engage them and ask them about the status of their company and/or the project or account that you were discussing. Determine whether or not you can breathe new life into this old opportunity.
|5. Take a look at all of your prospecting activity from last year.
What was most productive and profitable for you? It doesn't matter whether it was cold calling, referral selling, networking, canvassing or social media — identify the top two or three and do more of those activities and less of the ones that didn't work as well.
Then, have your best year ever!
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
