Anyone with a background in sales has heard, read and/or said the following: "it's a numbers game". And it's amazingly true no matter what your industry or product. The best in any field contact, communicate and retain better based on the fact that they've got to get to more people. So what is your excuse?
Let's face it, sales are not only down (some estimates last week put February's number at well under 700,000 units) but they're expected to be so for quite a while. If you're 'expecting' a turn-around in the next year or two (many are) and you're waiting…you're dead. Einstein was credited with saying "the definition of insanity is doing the same thing over and over and expecting a different result". Do you fall into that description? If so, there are a few categories you can slide into going forward:
1D: If you view things one dimensionally, keep talking to people. Only talk to more people. Again, it's a numbers game. Let's say your "nut" is $6,000 per month. How can you do that if traffic is down 50%? You've got to stretch your mind and get out there and talk with more people. Heck, you may have to actually give your business card out at lunch, dinner, baseball games and chamber of commerce meetings.
2D: You are used to doing more but two dimensional people just do more of the same type of activities. You've built a referral network on top of your walk-ins and repeats but it's just not delivering. Start doing new activities including taking copious notes about your clients and get your database to start working for you.
3D: Yes, you are among the people that make things happen: showroom, network, database, online, social media, email, text messaging and even, yes, live chat. While you have the greatest opportunity, don't get complacent. Since you have more people to contact from, it should be the easiest for you to move ahead!
If you don't like your numbers, do something about it. And don't do the same thing you did last time. Really do something new, creative, different, innovative. Your greatest obstacle is not your inventory or customers or location or facility…it's you. Suggest things, move things, try things, change things.
Your challenge is to work the numbers. Don't stop short under any circumstance. Plan your work and work your plan. Make sure the numbers make sense which means one thing: there's more of them.
Best practices: Professional Insight, Powerful Results
