Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

Here are a few things to do that will work, if you’re willing to work. And you don’t have to give me any money or fill out any form to get them:

1. Start early – stay late. The early bird does not get the worm. He gets the order and the money. Expand hours and you’ll expand income.

2. Business social media. Get involved in every aspect. Allocate two hours a day to get literate and attract followers.

3. Stop wasting time. Turn off your TV for one year. You’ll never miss it, and you’ll gain at least 10 hours a week – to invest in something you’ll earn a return on. Start with attitude.

4. Be available and accessible. Your customers and prospects need you, not your voicemail.

5. Be easy to do business with.
24-7-365 is the new 9-5. Your customers and prospects need your products and services, not your computerized answering device.

6. Network face-to-face. Make a game plan to attend events and functions where customers and prospects might be. Allocate five to ten hours a week.

7. Build existing relationships. Your present customers are the BEST place for more business and referrals IF they perceive you’re helping them win.

8. Earn referrals. Not ask, earn. Referrals (better stated: unsolicited referrals) are given for superior product and service. Referrals are a report card that everything you did was great. And when you “ask” for them, you put the customer in an awkward position – especially if you ask too soon.

9. Earn testimonials.
Testimonials will actually shorten a sales cycle if you use them as proof of your claims. And testimonials will increase volume. BUT testimonials come as a result of solid relationships, which take time to build and nurture.

10. Speak in public.
Give a 20-minute compelling talk at a civic organization. Leads and connections will follow.

11. Ignore the lure of the light bulb.
Salespeople are like moths; they’re easily attracted by bright lights and shiny objects.

11.5 Random acts of kindness. Do things for others and have no expectation of return. They take time. They don’t fit into a 4-hour workweek. But random acts of kindness feel GREAT. Try a few.