What’s Your Best Strategy?
A few days ago, a poll at SellingPower.com caught my eye, where it asked “What is your best strategy for this economy?” Here were the results:
- Focus on better prospects: 33%
- Make more calls: 25%
- Improve sales process: 29%
- Reduce risk of buying 8%
- Lower price: 2%
- Get better technology: 2%
I find these results interesting. First off, on a positive note, I’m glad to see only 2% responded by stating they’d lower their price. Though the skeptic in me wonders if they just don’t want to admit that’s one of the things they’re doing. In a previous entry, a commenter pointed out the special discount this past week on my products as an example of cutting price (by the way the 50% discount ends Friday night). Again, thank you for your comments Chris! However, the engine of my business for nearly 25 years has been speaking engagements, and in fact my fee went up in 2008 by 20%! Offering an aggressive discount on product means they get into more hands and my message gets out to more people, some of which have the ability to hire me!
I’m also thrilled to see that 25% said they’d make more calls, because many salespeople don’t make enough calls.
If you’ve read anything I’ve ever written on prospecting, listened to my audio program, Don’t Count the Yes’s, Count the No’s, or watched my prospecting DVD, Prospecting Skills that Work, you know how important it is to specifically quantify the amount of calls you need to make. Anytime you leave something vague or open ended, it makes it way too easy to stop doing it! Without a plan, “Make More Calls” can be a recipe for disaster.
As far as “improve sales process” and “focus on better prospects,” they both seem pretty vague. I mean so many elements can fall under “sales process.” As far as “better prospects,” some of my least qualified prospects have gone on to be some of my biggest winners, and many times salespeople use “we need better prospects” as an excuse not to sell.
But the good news is: Salespeople and companies are recognizing the crucial need to adapt.
Which brings me to you; I’d like to know: What are some of the strategies you’re using?
If you’re improving your sales process, give specific examples how. If you’re focusing on better prospects, let us know what kind and how you came to that decision. Even if you’re not in sales, any type of personal or professional strategy is welcome!