Sep 18 2008
Sales Results Off? Read More……….by Jack Daly
While the US economy is certainly showing signs of softness, combined with some legitimate crisis like the financial mortgage and housing markets, I suspect the economic challenges in the US are hyped with the onset of the Presidential election. Nonetheless, we have had some inquiries from clients regarding best actions to take to protect the top and bottom lines of the company overall, as well as business pipelines for the individual sales reps. So, here goes:
1. Often the quick, gut reaction is to “call on more prospects”. While I do suggest sales reps continue to cultivate new accounts and relationships, the key to more immediate infusion of business is to “sell wide and deep” into our good, existing clients. One of the harder things we do in selling is to win over the trust of our prospects to do business with us. Our existing accounts have already crossed that chasm. Take a look at your existing clients and customers and see where there might be additional opportunities for business. If they have multiple offices/locations, are you getting business from each of the locations? Can you leverage a rock solid relationship into internal referrals for other locations in the company? That’s the concept of going deep. Now for going wide- If you have a product line of 10 items/services, are your clients/customers buying them all? Is there an opportunity to win them over to other lines? Act on the opportunity to leverage your existing solid relationships.
2. Referrals, referrals, referrals. Ask for them! Make this practice a part of your DNA. Leverage your relationships to winning over new business with a significant reference.
3. Contests. Companies should consider creating and implementing a series of overlapping contests, mixing up daily-weekly-monthly-quarterly-annual contests, each with a focus as to products/margins and pumping in additional energy throughout the organization. In most cases, contests “self fund” with the added sales results. Be creative, and make it FUN!
Dear Niiraj,
Thanks for putting this across.
I really liked the understanding on sell wide and deep. This shall help.
Regards
Hemang
The ideas shared by Niraj are something which can be folded in to the system without actually making any changes in your current policies & procedures. Just change the way you do business with same efforts the results achieved will be much higher.
Sell “Wide & Deep” is a thought we all need to ponder on.
Good write up!
Dear Niraj
The article is informative and has given me new insights.
Look forward to such valuable inputs.
Thanks
Anilkumar Agarwal
BNI Abundannce
“sell wide and deepâ€-Referrals, referrals, referrals. Ask for them! the two tonics shall indeed help us tide over the current crisis.Excellent Niiraj.Timely & helpful.
Soby Sebastian
Cochin
Dear Niraj,
The article is an eye opener for all. Very valuable tips. Thanks.
Keep on sending such innovative articles.
Regards
Nandkumar Shetty
Executive Director
HPN Business Solutions Pvt. Ltd.
Hi Niraj,
Lovely article. Everytime I do a consultation, I leave my cards with my client and I get referrals-new business without advertising.
Also-selling wide and deep makes sense. When I get a good testimonial from a client, I circulate amongst my existing clients-and invariably-someone thinking of calling me- calls for a consultation (generally friends of existing clients).
Keep up the good work.
Hi Neeraj,
So very true, and so much useful. Will help all.
Thanks.
Shyam Thaker,
Litmus Solutions Pvt. Ltd.
Dear Niraj,
Many thanks for an educative, innovative and pragmatic article.
We will start following your advice immediately :
“sell wide and deep†into our good, existing clients……look at the existing clients and customers and see where there might be additional opportunities for business….multiple offices/locations…..leverage a rock solid relationship into internal referrals for other locations in the company…. going wide with other services to existing clients…. Acting on the opportunity to leverage existing solid relationships.
Thanks again for the useful tips.
Poornima
Dear Niraj,
Article is very interesting and shall deliver multiple returns with marginal input, over a period of time.
All need to implement to improve efficiency %.
Thanks
Devesh Shah
Certified Financial Planner
BNI ABUNDANNCE
Dear Niraj,
I am thankful for providing such a vast subject in a
very simplify words which is easily understandable.
Thanks for your carring, support and contribution.
It is really making a difference in my life.
Best Regards.
Ashish Shah
9867014289
ASHISH CREATIONS
We Dress You Up In Style.
dear niraj,
thanks. this is a good one. as usual only 3 points. the most important 3 points. useful in all times and more so in difficult times.
regards.
-Vivek V Joshi
XL Longevity Apparatus P. Ltd.
We Save Your Fuel
Recent event are cause of worry.
While rolling sleves up and getting to do better is one of the time tested ways, responding to these testing times is one big challenge.
Yes dig wide and deep is certainly a useful tip.
I for one would still rely on referrals and networking. It never fails to give good business.
Ajit Karve
Asha Institute for Personal Growth and Personality Development, Pune.
asha.personalitydevelopment@gmail.com
Hi Niraj,
I like the article deep selling sense of keeping in contact with ur customer all the time with innovative feedback and referrals and improvization your end.
I also like the idea of rewards in different levels ,excellent .
Thanks for the brilliant article.
Ashraf Biran.
Dear Niiraj,
Will work on sell deep and wide! Would love to see it work!
Thank you!
Rgds
PPai
Dear Niraj
Good article, it just like the back brain reminding the main brain to do a knock knock……
Regards
Makarand
Hi Niiraj,
“Sell,wide and deep” is the point put well across.This gives an opportunity like referral within the referral!
An excellent piece of information for current time.
Regards,
Narendra Damani-BNI Awesome,
Bangalore
hi niraj,
loved the article.. !! sometimes in our search for newer clients we overlook the fact that our current existing base of clients could be tapped even further vis-a-vis getting further cross referrals and also using up our other services…
your blog throws light on this aspect pretty well…great job !
richard
Thanks for infusion confidence and ideas during this preiod of uncertainity.
Hi Niraj,
Very useful tips for surviving the recession.
Networking-growing sideways and having promotions always helps and generates new prospects.
Thank you for the guidance.
Happy Diwali and Best wishes for the New Year.
Aroon