The best time to start 2010 selling was about a month ago. Unfortunately most people will start 2010 selling just after they recover from New Year’s. This will be the first of three articles to help you launch your 2010 sales today with a plan that will launch you towards success.
First, start by making a written list of every customer you sold in 2009. If you have a CRM (and if you don’t, you should) then print out a 2009 sales activity report. As you write down the name, pick up the telephone and call them to say thank you. Don’t ask them about 2010, don’t ask them for referrals, just tell them how much you appreciated the opportunity to serve them in 2009.
As you check that client off the list, make a note by their name regarding how you acquired the client—referral by whom, a business group, cold calling, email marketing, prior client, etc. Use a consistent abbreviation system as this will come back in part two.
If anyone mentions 2010 sales, go ahead and have the conversation and either log it and the appropriate follow through telephone call in your CRM or make a big red star on your printout next to that customer’s name. Repeat the process until you are all the way through the list.
You have 300 customers and this will take too long? First, congrats on having a long client list. Second, since many of your calls will result in you leaving a voice mail, you should be able to make 50-100 calls a day so this is a week-long project.
In a few days, we’ll work on part two which will use both the “where did it come from” notes and the mentions of 2010 sales brought up by your clients. Until then, start dialing and saying “thank you!”