Increase Sales By Harvesting Instead of Farming
Are you a sales professional who harvests or one who continues to farm all with the goal to increase sales? What makes more sense? Have you ever thought that sales or selling is a lot like farming? Consider the following:
1. You decide what you need to grow.
2. You assess the fertile ground.
3. You determine what you need to do to grow what you want.
4. You plant your seeds.
5. You nurture those seeds.
6. You harvest the results from those seeds.
Many times in within the sales process, small business owners to sales professionals focus their sales skills on farming for more seeds instead of harvesting the results from the already existing efforts. What would happen if you focused on harvesting more seeds by working with your existing clients who are firmly rooted in purchasing your products or services? Small Business Sales Coaching Tip: This is called low hanging fruit.
Have you ever read an advertisement enticing new customers with a special discount or offer? If you were a current client, how did you feel when you realized in your 15 years of patronizing that establishment you were never offered any special incentive?
Would it not make more sense to actively harvest from your existing and possibly loyal customers? For example:
1. When was the last time you reconnected with a past client?
2. When was the last time you asked for a referral?
3. When was the last time you rewarded your existing customers by offering a discount that could be applied to a new purchase?
Small Business Sales Coaching Tip: Schedule a 30 minute appointment with yourself to determine where you can harvest from existing sales efforts. Then put together a plan to keep reaping the results from all that past selling efforts. By taking such action reduces your limited resources and secures the goal to increase sales as well.