Since companies are cutting out the receptionist(Gate Keeper) expense, I was able bump into the CEO of a company who directed to the VP (decision maker). They are a satisfied client today.
I had some similar experiences today! I closed on three sales in one day! Congrats on your success!
Hi Everyone: I'd really like to make a kick-ass plan to jump start 2009. I already feel delayed but, with my salesplan, I'd rather be late than never. Last year, our company offered a resource to help build our sales plans. They did not offer this same resource this year. I could use my previous plan but it feels stale. Suggestions on resources that will help me draft my plan?
Here's a bold plan: Figure out how much in commissions you want to earn, and then either put a 1 in front of it or a 0 behind it. So if you want to make 50,000, then either make it 150,000 or 500,000. Okay, that's not a plan, that's a goal... But from there, figure out what your average sales commission is. Let's say it's $1,000 per sale. You'd need to make 150 sales to match the 150,000 figure, or 500 to match the 500,000. Simple, right? Let's go with the 150,000 (just to make the math easy). And let's say that you close 30% of all people who you pre-qualify and decide that you want to do business with. So if you need 150 sales, then you need (clickety-click) roughly 500 quality "leads" or "prospects" or "potential customers" or whatever term you use. Say you work 50 weeks a year, (2 week vacation!) you'll need to meet with 10 quality prospective clients/customers/people we serve/whatever each week, or roughly 2 per day. Okay, so to meet with 2 per day, you probably need to schedule meeting with 6 total because four are going to be duds. Let's say that's "your math" for goals. Now all you need to focus on is meeting with 6 new people each day, 5 days a week. Now, I'm not saying "present" to 6--four of the six you'll probably find out real quick you should run away from (and if you don't, close them and take Thursday and Friday off!) Anyway, this is a simple sales plan. But none of it matters unless you actually DO what you say you will do. All you can really control is how many "attempts" to meet with someone you will make. You can't make someone answer the door or the phone or open your letters, but you can call or drop by or send the letter. From there, figure out your ratios and do some quick algebra. And then do your algebra!
I strongly agree that sales is a numbers game! I would suggest before you put that amazing plan into action, solve this equation first. How many sales calls did you go on in 2008? Of that How many of those did you close? Of the ones that you didn’t close, what was the reason for not closing? What was the common trend as to why they didn’t close and how have you tailored your approach bridge the gap? Work smarter not harder !!!!
Are there any legalities associated with the "no soliciting" sign? Can they charge you with anything if you violate it? And does anyone have any suggestions for 'getting past it'?
There are no legalities with violating a "no soliciting sign". As for ideas about getting around it, Jeffrey has lots of great ideas of getting around it. Buy his latest Sales Bible for the best of them all.
They have the sign there for a reason and you want to create an objection right away showing no listening skills and no respect for their wishes. Is this the way to start a relationship?
Thanks for the reminder and putting me in my place. So I take it you do not agree with Jeffrey on this topic?
"Soliciting" is such a misunderstood word. In most cases, it's a request not to try and sell something. But it shouldn't stop you from entering the office and asking the questions, getting information, and requesting an appointment - professional selling. I have it on my door because I want to avoid dealing with the folks that sell remote control cars, fresh meat, etc. that is targeted to everyone in your office on a personal level and costs me money while they try and sell to them. If you have a product or service that the company could benefit from, you're foolish to think they don't want to hear about it. They do - just at the right time, in the right place, and when they're ready to buy (you can create their desire to buy).
No soliciting, means people don't want to be annoyed. They don't want to be bothered with worthless crap they don't need. It does NOT mean that they don't need someone to solve a need for them. The way you get around "no soliciting" sign is: 1. precall research, and 2. get yourself an appointment with a decision maker. then you don't have to deal with any of this. Firms have "no soliciting" sign for people that are not "in". Get to know the people before you set your foot in the door. Call their sales line. Call their vendors. Call their clients. Do what it takes!!! And good luck!!!
The world is for sale! Everything! Don't let anyone fool you otherwise! The company you're walking into SELLS! If they don't want soliciting then they'd be out of business because they're not SELLING! That sign is only for the "riff-raff" perfumes salesman and religious freaks. If you have a product and service that the company can use, it is your job and your obligation to engage in conversation with that company. If you're cold calling "assume" the "c" level personnel is the decision maker, start from the TOP then work your way down. Never ever be discouraged by a "no soliciting" sign, be ENCOURAGED that you are just the person they need to talk to, they just don't know it yet! GET EM!
Are you *calling* before you enter? If not, try calling for permission to come in.
Rich, I disagree. I did outside sales for 7 years and had to build my pipeline by door to door cold calling. I can tell you that in 7 years, literally thousands of doors walked through, and about 80% had that sign, it was a joke. In all that time, I had one company, a single, very large retail chain's small local office ask me to leave (and they did it very politely, pointing out it was company policy-- no harm no foul). Considering I made hundreds of sales with countless of commission dollars, and made a lot of clients friends by walking in with no agenda other than to let them know what I do, and if they are interested I can meet with them and see if I can help; it was well worth it. All of that for one polite "no thanks" seemed like one heck of a tradeoff to me. I truly believe that the sign comes on the door and no business owners ever take it off. I found those signs at strip-malls most of the time, and there is a lot of turnover in those areas... just how many companies last at the same door for more than 5 years. Even before that, I never felt it applied to me. I wasn't hawking girl scout cookies or selling coupon magazines, I really wasn't selling anything. Just introducing myself and asking if they are interested in my help. If you're not trying to sell them right then and there, you truly aren't soliciting. Don't let that silly sign stop you. If the "no soliciting" sign prevents you from meeting other small business owners like yourself, you're capping your chance to introduce yourself and your community of what you (and your company) have to offer.
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