Sales and Marketing Plan: If You Are a Wise Marketer You Can Fill Your Bank Account
You can’t put money in your bank account until you close some business. When you find it difficult to close business that’s a good indicator that you may have some gaps in your sales and marketing plan that are making it harder than it has to be to close more business. Two potential sources causing these gaps are your sales process or your marketing plan.
You can’t close more business until you have enough appointments with the right people. You know that when you have appointments with ready buyers it’s a no-brainer to close more business. The problem is that you don’t have very many appointments with those ready buyers. So you need to identify how you can hold more appointments with ready buyers.
How can you easily fill your appointment book each and every week with ready buyers? There are a number of ways you can make that happen including: setting more appointments with qualified referrals, not setting appointments with people who aren’t at least a real prospect, getting people to raise their hands as ready buyers through your marketing, and proactively using your marketing to move people to ready buyers. Each way is very doable and very effective, and when you use all of them you have a veritable money making machine.
What’s a qualified referral? A qualified referral is someone who has a need for what you have to offer, and the person referring them has talked to them about you, and asked them to call you. When you have a good referral system you get a significant amount of your business from qualified referrals. A good referral systems starts with helping your loyal customers to know who to refer to you and how to refer them.
Qualified prospects versus prospects versus suspects versus what are you doing even talking to these people? When you are new to sales you’re just happy to set an appointment with anyone that has a heart beat. That may be a good way for you to get practice and build your confidence, but it’s a really poor way to try to put money in the bank. To put money in the bank you need to spend your time with prospects, those that have a need for what you have to offer AND can make a yes decision AND have the money to do business with you, or qualified prospects. Qualified prospects are prospects you also have the inclination to take action, in other words, these are your ready buyers. For the most part, people aren’t calling you for appointments so you have control over who you set appointments with. Start saving your appointments for prospects and qualified prospects only. Then when you hold that appointment make sure you are using a fail-safe sales process to help them buy.
Marketing is the secret to filling your appointment book with appointments with the right people. A good marketing plan helps you to consistently and predictably have qualified prospects entering your sales funnel. That happens when you communicate the right message to the right people and you proactively take responsibility for making it the right time for them. Follow that up with a fail-safe sales process and you will fill your bank account.
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