Yesterday I facilitated a roundtable for the COSE Home Business Network. The topic was What Sales Strategy. We had a wonderful group of people in various stages of their business - and strategy - get together to discuss their plans.
The elements of a successful sales strategy are these:
1. Destination - if you don't know where you are going, how can you devise a strategy to get there?
2. Numbers - sales is about numbers. How many new clients do you need and want? How many prospects do you need to get in front of to make that happen? How many hours a day do you want to work? How many days a week? How much time do you have carved out for prospecting and selling?
3. Process -
a. Value - why do companies/people need what you sell?
b. Target Market - what is/are it/they? How big? Where?
c. Style of Prospecting - cold calling, networking, advertising, public speaking, newsletter, social media, strategic alliances. What methods make sense for you and your company and your industry?
d. Create the plan - specifically
e. Monitoring and adjusting - you have to keep tabs on how effective your strategy is at getting you what you need and want. And be flexible. If it isn't working, tweak it.
4. Balance - make sure that you aren't spending all of your time prospecting and no time generating revenue.
There were some great take-aways from the meeting and a recording of it. Once I have those I'll post them.
Anything you can add to the list above? Any areas you struggle with that we can explore here? Weigh in!