The Ever Widening Spiral of ContactsWe have a prediction here at Redmond Group -- we’re planning an “End of the Recession” party for June 2009 -- stay tuned; if we’re still in a recession, we’ll have a virtual party over the web.
In the meantime, the one constant in the business of sales is to continue to make contacts.  The more we observe and work with successful salespeople, this single factor stands out.

Sales success is guaranteed based on the number of contacts initiated with prospective buyers on a consistent basis.

There has never been a more important activity in business.  The creation and management of an ever widening spiral of contacts is key - think of this as a spiral rather than a circle - and this pattern of success is easily duplicated.

You are effectively hiring your sales force via the number of contacts you make.  These contacts lead to other contacts that lead to other contacts and so on.  Think of yourself as a sales manager, managing your portfolio of exceptional referrals, lead sources and future accounts receivable.
Now for the challenges:

• How many new people did you meet last week?  You can count everyone or only those involved with your professional life -- you probably have more than you think.

• This week, be aware of your resistance to making contacts -- what is holding you back…and why?

• Offer an outbound contact/connection to one of your clients, friends, business associates, colleagues or even to a prospective account.  Start from the possible -- like one outbound contact for the week.  One of the aims is to connect your contacts with each other.

• How many new people can you meet by your birthday?  Give yourself a meaningful and measurable challenge -- put a daily, weekly or monthly number to it -- like 5 x 5 (five by 5 pm).  If your birthday is too far away -- how about for just the months of April and May?

Industry studies have shown that over 90% of those asked are happy to refer business, happy to connect you.  That's the good news; the bad news is that less than 3% are asked.  Sometimes, we simple expect that a satisfied client or colleague will naturally offer business contacts - stop that thinking immediately!  You need to ask.

This bears repeating:

Sales success is guaranteed based on the number of contacts initiated with prospective buyers on a consistent basis.

Best wishes are flying your way,

Sales Coach Newsletter is a product of Redmond Group, Inc.  We are specialists in the systematic process of developing and retaining new business.  We design sales and retention process maps and unique measurement tools to track progress to meet business objectives.  We conduct in-house workshops, individual and sales team coaching, Webcasts and assist with product launches.
© 2010 Redmond Group, Inc.

Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748
732-957-0005, tom@redmondgroupinc.com