Reverse Engineer Your Sales Success
Steven Covey reminds us that when setting goals ... "Start with the end
That is to visualize the end result that you hope to accomplish and start your planning process from there ... "With the end in mind."
If our "end" goal is to attract and maintain clients, what does the "end" look like?
One "end" answer could be: you are a trusted advisor and the primary vendor for all of your clients ... wouldn't that be great?
So with that in mind, what new strategy could we develop to get the attention of clients and prospects?
We have discussed many times how to find the top businesses in an area, how to network, and how to approach new businesses. However, there is an alternative method to prospecting and new business development that can really work wonders!
What if you were able to begin conversations with prospects and clients without ever asking them to buy something?
What if you went out into the marketplace with something to teach instead of something to sell?
What if you were so excited about what you had to share your enthusiasm would come through in your voice and prospects and clients would be very open to hearing what you had to say?
Maybe this approach would make a difference in your prospecting results?
You see, we have been mostly taught to prospect for new clients, and then come up with creative ideas for them that will help them solve a problem or accomplish a specific business objective.
Don't misunderstand; this process is still very important, and probably preferred.
However, if you have become frustrated with prospecting results, and are having difficulty setting meetings, and want to try something new, try the backwards or reverse method.
What is the backwards or reverse method and how does it work?