Twelve Days of Selling "Day 12"
Yesterday, I blogged about the end of the year, how many selling days I had left, and the need to add two extra selling days to see if I could hit my number. I Want It All, I Want It NOW!
I woke up to a nasty nor'easter along the Jersey Coast. Instead of trying to get in at 8 AM, I figured I’d go through my emails and wait at least an hour before traveling to the office. It DID NOT matter! Traffic was horrible, the roads flooded, and there were accidents. I finally arrived around 10 AM and was off to the races.
My first priority was to continue identifying existing accounts that may have the potential to upgrade, and then follow up with additional accounts to see if they would be willing to make the move.
I identified at least five accounts, called all of them, and none were available. My next step was to send them an email outlining my intentions and the potential savings they could achieve with hardware upgrades or features that would save them time.
This brought me to about 3 PM in the afternoon. I was also working on pricing for a Pro C7100x and had a discussion with another account about a C651. Unfortunately, none of these opportunities amounted to anything.
However, at 3:30 PM, I followed up with an existing account regarding a wide format system. They wanted to keep their existing system, but it was a ticking time bomb—a W3600 with an XP PC and Plotbase. I got creative, and we cut a deal. Total revenue: about $11K.
Twenty minutes later, I received a response to one of my five emails: "OK, let's go with the new system, and get me the paperwork." That was a nice surprise! These two orders will help. Tomorrow, I’m off to two appointments for two production systems, followed by more phone calls and emails.
Amount still needed: $75K
Amount sold so far: $110,500
-=Good Selling=-
Sales Tip of the Day: Leverage Social Proof to Build Credibility
People trust recommendations from others more than they trust marketing messages. By sharing customer testimonials, case studies, or success stories relevant to your prospect's industry or needs, you can create a sense of trust and credibility. Social proof helps potential clients feel more confident in their decision, knowing others have had positive experiences with your product or service.
Key Actions:
- Share recent case studies or customer success stories
- Highlight reviews or testimonials from clients in similar industries
- Offer references who can speak to your product’s value and results
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