This time every year, seasoned veterans and fresh rookies alike, report to spring training in wonderfully warm locations like Florida, Palm Springs and Phoenix. The goal is to get ready for the long season ahead. A very important part of their training is learning, re-learning and re-enforcing the fundamentals of how to play baseball. The fundamentals are the foundation of any successful endeavor. Sales is no different. In order to be truly successful, we need to have a keen grasp of the fundamentals. No matter how much we think we know them, it is never a bad idea to hear them a gain. With spring in the air, here are a few of those fundamentals that will help your business to “BLOOM”:
B- Build Relationships – Sales is a relationship business. The more relationships we have, the more opportunities we have to make a sale. A relationship is different than a contact, an acquaintance or a lead. Relationships have a foundation of trust. Think of your own personal relationships. Usually the stronger the trust, the stronger the relationship. People are more likely not only to use you but refer you if they trust you. So to do more business, build more relationships.
L – Lead Generate, Lead Generate, Lead Generate!!! You can never have enough leads. This may be the toughest part of a salespersons job. No one really enjoys generating leads but they are the lifeblood of a successful salesperson. So start your door-knocking, your cold calling and your farming. Get cracking on your print and social media campaigns. And most importantly don’t forget the most fundamental of all the fundamentals: everyone you meet is a potential client. Make sure everyone you meet knows who you are, what you do and how well you do it.
O – Optimistic! It has been proven that the more positive you are the more likely you are to attract opportunities. It is no secret that people are more likely to be drawn to you if you have a positive outlook. The more people you surround yourself with, the more opportunity to build a relationship. No one wants to be around a “negative Nellie.” So a negative person will have less opportunities, which actually only re-enforces their negative attitude. Stay optimistic to attract more opportunities.
O – Organization. Organize your business to create more freedom for yourself. Put systems in place that allow you to have a more balanced life. By being organized, your business continues to work without you. A balanced life will also allow you to have a more optimistic attitude and thus draw more opportunities to you.
M – Maximize your productive time. This is all about priority management, time management and time blocking. So many times in a day we get caught up doing those task that don’t necessarily put money in our pockets. Make sure you are carving out certain hours of the day to specifically focus on those activities that are income producing. Hold yourself accountable to those tasks. By maximizing your productive time, you will maximize your income.
If you continue to focus on the fundamentals, I have no doubt that your business will bloom. I want to wish you all the very best and much continued success.