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Increase Sales By Remembering It is All About the Little Things & Not the Big Things
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Are you so focused on the big things with your sales that you are forgetting the little things are what count?
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Increase Sales By Remembering It is All About the Little Things & Not the Big Things
In sales, the big things are important, but ignoring the little things can be the threads that begin to unravel your Red Jacket making you more like all those gray jackets in the marketplace. Yes, earning that sale is a big accomplishment, however knowing and correcting the little things happening within the business or organization will contribute more to that next sale. Here are some specific examples in how those little things affect your ability to increase sales.
Employees' Professionalism
With everyone feeling and believing that they are entitled to express themselves by their personal behaviors, internal customers (employees) can impede future revenue. For example, you go into your favorite coffee shop and are served by a pleasantly dress associate who is chewing gum. You can see her gum as she moves it around in her mouth. Since she is serving food, you question whether you should come back.
Another example is body piercing excluding the ears This can be a little thing, yet around food, many external customers prefer not to be served by persons with rings hanging out of their eyebrows, noses or lips.
Overall dress and hygiene again are little things. When internal customers are dressed with unkempt clothes and appear not to have bathed within the last 48 hours, this may discourage paying clients from returning.
Telephone voice and manners are another aspect of employee’s professionalism. Who wants to hear an automated voice or someone who is crabby and unfriendly?
Organizations’ Professionalism
Many times the existing policies and procedures within an organization forget the little things or what could be called the “human touch.” In the quest to improve efficiency, reduce costs, many times the little things are sacrificed.
Salespersons' Professionalism
Since these are the folks on the front line, they have the ability to do the little things such as sending notes of gratitude to articles of interest. Selling is truly about the establishment of relationships. As President Theodore Roosevelt said: Nobody cares how much you know, until they know how much you care.
Invest some time to identify the small actions that can yield incredible results. Since sales is a transference of feelings (Zig Ziglar), then focus on the creation of authentic feelings through those small little things that people remember.
The ABC Method of Memory Jogging
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Book Review: Made to Stick
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Leadership Assessment Business Building Check List |
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