Tag: Sales Strategies

These Are The Best Strategies To Increase Your Sales

September 20, 2020 / Frank Nez

Sales are a universal language in business. Every industry requires a sale to be made in order for the business to grow and become profitable. You will learn that these tips are applicable no matter what industry you are in.

Welcome to Franknez.com – most of the excerpt will be based on taking the actions to bring in new clientele to your business. These are the best strategies to increase your sales.

#1. Cold Call Method

The cold call method is a great strategy to use when making contact with a prospect for the first time. Cold calls:

Use Cold Calls To Increase Your Sales — Sales Tips and Strategies For Small Business Owners

Demonstrate willingness to make contact at a more personal level
Presents your character (be charismatic, uplifting, energetic, thankful)
Allow you to get a feel of the prospects personality (tone, mood, interest, etc.)
Is the best way to sell yourself to a prospect through the use of attitude and dialogue
Perfect for extroverts (if you’re an introvert, step out of your comfort zone and use this method to gain new skills in sales)

The cold call method is a great way to introduce yourself to a company or prospect and sets the mood for potential business in the future.

Increase your sales by selling yourself and your service or product in order to make a lasting impression.

#2. Cold Email Method

Cold emails are a great method to follow up on prospects. They can also be a great means of making a quick and presentable first-time contact. You may alternate and follow up with a call based on the success rate of response. Cold emails:

Use Cold Emails To Increase Your Sales — Use cold emails to increase your sales

Are quick and efficient
Advantageous for skilled writers
Don’t take much time from a prospects busy schedule
Perfect for introverts

If you’re sending out a cold email to make first contact, be sure to follow up with a call when necessary. Some prospects appreciate cold emails due to having the convenience of reading and responding to them whenever it is most convenient to them.

If you’re sending out an email to follow up after a call, be sure to thank them for their time and be clear on your proposition(s).

The most effective way to increase your sales is to alternate between these two methods in terms of first contact and follow up.

Experience

Every lead and choice of execution will result in a variety of ways to present and close a sale. I have emailed prospects who immediately responded requesting pricing after making initial contact with a cold email.

I’ve cold called prospects who advised I made contact at the perfect time as they have actually been fed up with their current vendor.

There has been prospects who have been open to working immediately, some who would like to see samples first, and some who are willing to run test projects before committing to more business.

#3. Schedule Meetings

If you’re after a prospect who isn’t biting, who is giving you the runaround; try scheduling a meeting. Meetings are a great way to present or demonstrate your service or product to a prospect. You may also schedule a meeting with current clients in order to add flame to the relationship.

A meeting may take place in your prospects workspace environment or in your facility. Meetings are very personal, sell yourself, your product(s)/service(s), and your abilities that confirm why you’re the best choice for this prospect.

Establish an awesome relationship with your prospect(s). Impressing them will boost your probability of establishing a new client which in return will increase your sales.

Experience & Tips

Scheduling meetings with current clients is a fun way to increase your sales. This strategy will allow you to form a deeper connection with the company and with the client.

There has been a few instances where clients have actually wanted to meet up and see how product was produced at our facility. After one particular meeting, I followed up with the coordinator to advise they are more than welcome to stop by anytime and to bring the rest of the team next time around.

Months later I met another coordinator who wanted to meet in person and see how we conduct business. They were very impressed and super enthusiastic about continuing to doing business together.

This experience has served as a great means of connecting with our clientele which has strengthened the business relationship. At some point in your sales career you will need to meet with your prospects or clients in order to further establish your credibility and increase your sales.

#4. Become An Expert In Your Industry

In order to continuously increase your sales, you’ll need to become an expert in your industry. Yes, you can naturally be a great sales person and understand the importance of catering to a company and really know how to sell yourself.

However, when you become an expert in your industry, you have an insight and advantage far greater than any other sales rep in your circle.

This is one of those ‘extra credit’ strategies that will help take your skills, expertise, AND knowledge to another level in your career.

Understand your industry, and become an expert in your service(s) and product(s). Here are some advantages to being an expert in your industry:

The Ability To Serve Your Clients Quickly & Efficiently

Being an expert in your industry allows you to serve your clients quickly and efficiently. You are able to provide instant answers to your customers questions regarding your services or products in a confident manner.

The Ability To Effectively Solve Problems

Being an expert in your industry means you have the ability to effectively solve problems. Your advantage is that you have the answers to just about everything in your niche, which translates to finding better solutions when discrepancies arise in your workplace.

Your Reputation Exceeds You

Whenever people think of the services or products in your industry they think of you. When you’re an expert in your industry, your reputation exceeds you. People want to work with you.

All of a sudden you aren’t chasing prospects anymore, they’re chasing you. Becoming an expert in your industry is an absolute way to increase your sales.

#5. Feed The Sales Pipeline

You should consistently be feeding your sales pipeline and lining up prospects to follow up with, meet, and close new deals with. I personally suggest creating a client database to reflect the status of your leads. This will help you keep track of who just spoke with, who needs more from you, and who’s in your pocket.

Feeding the sales pipeline will increase your sales due to the consistency of reaching out to new prospects.

One highly effective strategy to ensure a constant influx of potential
clients if you’re in the mortgage business is to invest in buying mortgage leads.

When work slows down in your industry, you’ll have this amazing client database you can tackle before things start to pick up again.

Tip: Never let your sales pipeline go empty as you’ll have no leads to follow up with once your industry slows down.

#6. Follow Up To Seal The Deal

Grant Cardone says the sale is in the follow up and it’s true. Increase your sales by continuously following up with your prospects and current clients. Here are some ways you can follow up with prospects:

Regarding initial contact
On provided quotes
Follow up on scheduled meetings
Or questions you might have

These points show prospects you have potential of earning their business and highlights your attentiveness to serve.

Here are some ways you can follow up with existing clients:

In regards to satisfactory upon purchase of product or services
Provided quotes OR re-orders
Referrals
New business
Status of processed orders

These points show willingness to help and demonstrate an effort to accomplish a set of goals. Being proactive with follow ups will increase your sales as you’re consistently on your clients or prospects radar. Remember to create a client database where you can keep track on your prospects.

Tip: Your follow ups should always be strategized so they do not become robotic to the receiver. Alternate between emails and phone calls for the best results.

#7. Think Of Your Customers Needs

Think of your customers needs in order to increase your sales

Understanding how to cater to your customers needs is a definitive way to increase your sales. Everyone you meet, encounter, or come into contact with will have similar needs. You will come to understand that everyone has unique needs. It’s when you learn to differentiate these two that you will gain an advantage over your competition.

Put yourself in your prospects or clients world for a second. What will make them buy from you? How can they think you to be the go-to-person? In order to understand how to cater to your customers needs, you must form a relationship with your current clients, or creatively asses your prospects wants.

Tip: Always think of your customers needs.

#8. Overcommit And Overdeliver To Increase Your Sales

Overcommitting is saying yes to a rush project. It’s saying yes to the tight deadline and the extra work it will require to make it happen.

Overdelivering is not only accomplishing the goal but it’s having completed it while exceeding the customers expectations.

Increase your sales by demonstrating to your clients that you are trustworthy and a reliable partner with whom they can count on for ANYTHING.

When you overcommit it is up to you to do whatever it takes to see that promise through. When you overcommit you close the deal. Now make sure your delivery is phenomenal. Think long-term success when catering to your clients needs.

Read: Here Are My Top 10 Strategies I Use To Promote My Brand

Conclusion

Sales really are a universal language in business. Every industry requires a sale to be made in order to grow and become profitable. Use these strategies to help you further your career in sales and stay ahead of your competition.

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Leave me a comment below if you are already implementing any of these strategies in your industry or if there’s anything else you can input to the related topic!

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How To Reach $10K Per Month In Sales

June 5, 2020 / Frank Nez

If you’re a sales rep or business owner looking to reach the $10K mark we have you covered. We’re going to dive deep and present the strategies that allow this amazing goal to be attained no matter what industry you’re in. Here’s how to reach $10K per month in sales.

Target Specific Companies

In my eBook you’ll learn that I wasn’t doing much of this at first. I was instructed to contact as many companies as possible until business came in through our doors.

While persistence is certainly going to be a major component to reaching this goal (or any goal), targeting specific companies will work better than reaching a ton of random companies within your industry.

Target Specific Companies To Reach $10K Per Month In Sales

Target specific companies if you want to reach the $10K mark and don’t stop following up until you’re presented with an opportunity. You can target companies who are local in order to offer the convenience of proximity or you can target industry leaders. Be clear about what you want your clientele to look like.

Don’t be surprised if you build a clientele consisting of several small companies but aren’t reaching $10K per month in sales yet. While small companies are always welcome, aim for a big client that can generate at least half your monthly goal in sales to reach your mark faster.

Imagine having two of these or even three plus! Luck is on your side if you land a client that surpasses this mark.

The question is can you keep the client? Do you have what it takes to retain the client? Read: 6 Amazing Strategies To Retain Your Best Clients. On to the next strategies!

Tip: Always aim big.

Create A Client Database

Create a client database to stay organized. Your database allows you to see your sales pipeline and who you need to continue to reach out to. Your best bet is to create one using Microsoft Excel and customizing it to your liking. A client database is perfect for:

Managing the status of prospects
Taking notes (when to call back, last discussion, etc.)
Keeping track of your growing customers
Eliminating dead companies (do not call)
Targeting specific companies

These databases allow us to be aware of our progress in sales. When you’ve chosen your targeted companies, put them down in your ever-growing database so you can focus on them accordingly.

Deliver Exceptional Customer Service

Your customer service skills will make you either a likeable or dislikeable person. Learn to read your clients as you don’t want to be overly enthusiastic if your client is more of an introvert. Adjust your tone and delivery for each individual so that you personalize the way you speak to your clients.

Put yourself in your clients shoes. Would you rather work with someone bland who’s job it is to put up with you or would you rather work with someone who seems eager to help you meet your vision?

It’s these simple modifications that allow people to reach $10K per month in sales and beyond the mark. People are already dealing with so much outside of work and the last thing they want to deal with is a somber business partner. Make the client remember you for your exceptional customer service.

Tip: Don’t put on a show, be genuine. Really learn to connect with your clients in order to build amazing and long lasting partnerships.

Provide Amazing Quality

You can talk the game but you also have to walk the game. In order for you to be a top seller, your product or service must be of quality work; especially if you just closed a new account.

You’ve managed to talk your way into closing a sale, now you must deliver on your word with the quality of your service or product. Amazing quality will take you to the $10K mark quick as it will earn you a reputation for your work.

Think of food as an example; no one goes back for crappy food. People keep coming back for the stuff that tastes amazing. We especially love when the food looks, smells, and tastes great so make sure people keep coming back to you due to your quality of work.

Tip: If you aren’t producing quality work then invest in your company a little more to equip yourself with the necessary tools to make this happen. Think long-term.

Network With More Reps

Networking with your clients colleagues will make a worlds difference when it comes to reaching the $10K mark. It is not enough to only work with one rep from a company, especially if it’s a big company. Work your way into being referred to more reps within the company so you can begin to increase your sales.

It’s great to close a new account but what you’re doing there is adding to your client database instead of multiplying it. If you want to reach $10K per month in sales you’ll have to multiply the number of reps you do business with.

Here are some benefits of networking with more reps:

If a rep leaves the company you will still have business
People know your name which means you will consistently be referred
You are receiving orders from this company no matter who the rep is which means your sales increase
Loyalty begins to form | Loyalty = Long-Term Partnerships

Build Relationships With Existing Clients

Not all companies will become loyal, but building great relationships with your existing clients will mean you will always have work as long as they’re in business. The relationships you have with your clients determine how long they do business with you.

Often times, people are too careless to build relationships with their clients and end up losing the client when a competitor takes such action instead. Humans are social for the most part and we like to engage.

Treat your clients like the individuals they are and never take their business for granted. Chances are someone else out there is fighting for their business and you can believe they are starting by trying to build a relationship with them.

The question is are you going to let someone else take your client or are you going to stop taking their business for granted? Keep them close and you’ll begin to reach $10K per month in sales in no time.

Take Walk-Ins To Make More Money

Take Walk-Ins To Reach $10K Per Month In Sales

I’ve personally known reps who don’t really care for walk-in sales. They’d rather pass them to someone else or eventually end up neglecting them. Treat walk-ins like any other customer and take as many as you can.

Walk-ins have the potential to continue to give you business even if it’s once or twice a year. Besides, they’re also great at referring you to other people who might one day need your service or product.

Tip: Every sale and every dollar has a mission to reach $10K per month in sales.

Reach Out To Your Clients Competitors

Your clients competitors are in the same league as your clients. Reach out to your clients competitors to gain more ‘same-size’ clients. This strategy is great way to reach $10K per month in sales due to servicing a broad range of clients similar to yours.

Owler allows you to look up your clients and see who their competitors are. It’s an amazing platform to use when reaching out to new business. The website shows you approximately how many employees businesses have and how much they gross yearly. Remember, you got this from Frank Nez. Be sure to subscribe to our newsletter!

Overcommunicate

Overcommunicating is a great way to let your clients know how attentive you are. It shows your commitment to the service you’re providing and lets them know you care about their experience using your company.

When you overcommunicate you also eliminate any possibilities of coming across any discrepancies. This form of action is very important when setting your goal to reach $10K per month in sales. It allows you to:

Avoid mistakes or discrepancies
Retain your clients due to the great service
Continue to build relationships with your clients
Be the number one person of choice for said product or service

Tip: Don’t be intimidated to ask as many questions as you have in order to make sure the project or product meets the clients vision.

Stop Undercharging

If you want to reach $10K per month in sales you’re going to have to stop undercharging. Don’t be that person who people go to just because you’re cheaper than your competition, it will only get you so far.

If you haven’t reached $10K per month in sales yet this is going to be a big reason why. You might be overworking yourself for a fraction of the what the project is worth only to land the job. Charge fairly so that you can make money too.

Tip: Learn to identify which clients can pay a little more vs those who are on a tighter budget. Don’t be afraid to increase your prices a litter every year (especially walk-ins).

Don’t Be Afraid To Seek Help

Seek internal help within your company to see what advice you can receive from your colleagues. Talk to your sales director and gain knowledge. What motivated me was seeing how much the sales director was selling! Of course, they are much older but it’s that experience that provides us with insight to the unknown.

Don’t be afraid to seek help from your sales team. Find ways to learn something new from everyone in your circle.

Keep Yourself Motivated In Order To Reach $10K Per Month In Sales

Reaching The $10K Mark
How To Reach $10K Per Month In Sales

Keep yourself motivated by reading books or watching mentors online. It is important to fuel yourself by maintaining focus through material that inspires you to continue to work towards your goals.

I self-published an eBook specifically for my readers who are looking to further grow their sales and reach that $10K mark.

In this short story, I break down the challenges I faced through my own struggle to reach the $10k mark. A goal that whenever was within reach would dissipate due to unforeseen circumstances.

The pushback in this eBook is described as crashing waves that eventually led to being washed ashore. This inspiring and motivating eBook captures the world of every aspiring seller striving to make it big in their sales career.

My eBook is completely free if you’re part of Kindle Unlimited. Be sure to add it to your collection and review it for others as well. You can get your copy here.

Reach The $10K Mark By Being Persistent

You will face setbacks, it’s just part of life. What’s important is the actions you take upon receiving the pushback. It’s about how you pick yourself up that determines your success rate. If you aren’t reaching your goal and you’re thinking of quitting or settling, go back to the drawing board and continue to persist.

In my eBook I go into detail about the pushback I faced when setting myself up to accomplish this goal. I talk about wanting to quit when things simply weren’t happening for me. Let me tell you something right now; it’s possible.

We must never let the waves crashing down on us to destroy our will. Even when we’re washed ashore.
frank nez (Reaching The $10K mark)

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7 Amazing Strategies To Retain Your Best Clients

April 21, 2020 / Frank Nez

The key to your success as either a business owner or sales rep is your capability to service and retain your clientele. Sales are the driving force and vitality of your income. When a client stops using your services or product it may be worrisome, especially to the ambitious seller. Here are 6 amazing strategies that will help you retain your best clients in order to further your growth.

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#1 – Great Attitude Retains Clients

Everything begins and ends with your attitude. An amazing attitude says a lot about your character and about the type of person you are. Clients don’t want to work with someone who is bland and boring. They want to work with someone who is optimistic, excited, and pumped to work on the new project! Having a great attitude is a sure way to get a client to remember you and an even greater strategy to retain your best clients.

Tip: Never take your frustrations out on a client.

We tend to have moments of frustrations or irritations from time to time. I mean we are human after all; however, we must learn how to manage stress in the workplace in order to further enhance our working environment.

Never take your frustrations out on a client as this can result in resentment and potentially affecting your business on the long run. You want to retain your best clients, not drive them away.

#2 – Willingness To Help

If you naturally love to help others and feel the need to service people, then you understand the importance of this vital manifestation prowess. When a client sees you have the willingness to help, they think of you when a new project arises.

You become the first to quote and hear about it. You’re taken into consideration without thinking twice about it. It’s that thought of someone who’s willing to tackle a new challenge that attracts a client to your product or services.

Tip: Always demonstrate the willingness to help. Be involved, reach out, and commit. Retain your best clients with a positive and contagious attitude!

Even when you have a client in your pocket, never think they’re 100% secured. There’s always someone else competing for their business, too. Never settle, always demonstrate the willingness to help in order to retain your client’s attention.

#3 – How Problem Solving Skills Retain Clients

When it comes to problem solving skills, be a show-off. It is never in our agenda to conjure up a mistake but discrepancies sometimes do occur. It’s a matter of how we present said solutions that differentiate us from our competitors. This is particularly why you want to show off.

A client will rather work with someone who offers creative and effective solutions to problems. The hesitant ones who cannot move things around for a client will lose their business to a competitor who can.

Tip: Combine your attitude with your problem solving skills.

If you propose a solution but the client suggests something else, bite the bullet and demonstrate willingness to help and work together to find solutions . Use phrases such as, “absolutely, we’ll make it happen”. This shows attentiveness and a great attitude to carry out the mission.

#4 – Personal Relationships Will Retain Clients

You’re going to have a personal relationship with every client. They are all so different to it is important that you cater to each person at a very personal level. There is no one size fits all in this equation. Learn to distinguish everyone’s unique personalities and you’ll learn to read their needs.

Pro Tip: Be aware of personal things your clients mention about their lives outside of work.

Take note and memorize conversations you and a client had regarding something not related to work. Perhaps they just got back from vacation, watched the game over the weekend, or started a new business venture. Bring these topics up casually to spark a sense of intimacy. Retain your best clients by becoming a likeable person and further developing the relationship with your client.

Tip: Always keep it genuine and professional.

#5 – Execution

Your delivery must be exceptional. Your services or products must be remarkable. The quality of your work must exceed your clients expectations. Your attitude must be phenomenal as it is one of the biggest influences affecting your clients decision making skills when in the market for a new product or service. Execution is being able to deliver exceptional work in every measurement of your clients or customers needs.

Tip: Make sure your clients have only great things to say about you to another colleague. Have your clients refer you to more people in the team to gain more business within the organization or company.

The strength of your execution will determine whether you have the ability to retain a client or not. When you develop the skill to retain a client, growth is inevitable. Find what skills could use a bit of sharpening in order to strengthen your execution. There’s no shame in acknowledging the need for improvement.

#6 – Exclusiveness

Make a client feel exclusive and you make them feel special. It’s the bow that tops off the present, the cherry on top of the ice cream. When your client needs a favor, treat them. Strategize the way you accept their challenge. Let them know you wouldn’t do it for anyone else, make them feel happy. Demonstrate that you are trustworthy and are capable of becoming a true partner. Exclusivity requires implementing above and beyond services in order to further enhance the buying experience.

Tip: Always express gratitude towards your clients.

It is important to be kind and appreciative towards your clients in order to retain their business. As we discussed early on this excerpt, attitude goes a long way and is truly the foundation to retaining a successful clientele. The stronger your foundation is the stronger your execution skills become.

Tip: Congratulate your clients on new accounts they secure.

Let your clients know you want them to be successful, root for them; they will remember it. You’ve now entered an inner circle your competitors will have a difficult time ever attaining. This exclusiveness is what will project long-term partnership.

If you know other great strategies on how to retain your best clients please share them below on the comments section!

#7 – Be Honest

Be honest with your clients. Don’t beat around the bush, and certainly do not lie to get out of a predicament.

Clients will appreciate your honesty and will respect you for it. Never lie to the client. Be transparent if you can’t meet a deadline or if something is out of your scope. You might just end up ruining the account by fronting.

I can tell you from experience that you really do gain your clients respect when you’re honest. Not only is this part of my own value system but being honest is a sure way to retain your best clients.

Read: How To Reach $10K Per Month In Sales

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