It happens to everyone at one point or another. Things are moving along at a relatively consistent pace and then "BAM!" out of nowhere (or so it seems) everything comes to a grinding halt, rather like the wind that completely dies while sailing, and no matter what you do; you just can't seem to jump start the process and get things back on track again.
It almost seems that the harder you try, the worse it gets.
The most successful salespeople learn from their mistakes and improve year after year. Learn from your bad days. The reality is that sales slumps are simply a part of doing business. Here are 10 Top Tips on Jumpstarting Your Sales when the going gets rough.
Don't let it get you down
Take a step back and a deep breath...step AWAY from your desk...lap top and phone...breathe; then take a walk or the afternoon off. Take time to change your state and distance yourself enough from the situation, so that you are able to see things with a different set of eyes, or perspective, upon your return.
Fill er up
Fill your schedule with as many sales meetings as possible. It only takes a few deals to get you back on fire. Where can you get a hold of fresh new leads or prospects? Can you join forces with a similarly niched, yet non-competing company or organization? Have you tapped in to your LinkedIn network recently? Fill your pipeline as full and as fast as you can; and you'll soon have the power of momentum back on your side.
Get back to basics
Problems aren't usually caused by something complicated. They're usually the result of doing the simplest thing just slightly wrong. When you are looking to jumpstart your way out of a sales slump, ask yourself ... Are you marketing consistently? Is it time to rethink your strategy? Is there a better way to reach your perspective client? What is something that worked in the past, but you haven't done for a while? How about doubling or tripling the number of prospects you have in the pipeline, rather than putting all emphasis on closing each sale? Keep it simple and your actions consistent, in order to gain the traction you need.
Work smarter and harder
Think of 5 things you could do this week to work more effectively (one new idea for each day of the work week). Then commit to working just a little bit harder until you turn things around. I keep a "marketing" file in Evernote, whenever I see an article, idea or software program that I may want to implement at some point, I clip it to that file and then review it when things dry up. Inevitably I'll get a flash of insight or come across a tool that will allow me to shake things up a bit with a new idea and help me climb out of the slump.
Get a coach
Who can you reach out to in order to get an objective view of the situation at hand? Think of going outside of your industry for a real eye opener. Who do you know who is consistently successful in real estate? What about a brick and mortar retail establishment? A friend who has a successful MLM business? Step outside of your industry and niche for a bit. Take someone out for coffee or lunch and pick their brain. Better yet, create an accountability partner who you can connect with weekly; in order to make sure you both have followed through with your major objectives for the week.
Stop doing the same thing over and over again
Stop beating your head against the wall. The harder you try, the worse you usually do. Getting desperate and fearful gets you nowhere...fast. Prospects can detect desperation a mile away. It's time to do something different to break out of the cycle.
Get in and stay in balance
You have to be creative and flexible if you are going to jumpstart the slump. Sometimes that means you need to step away from the business and take care or you...your body, your mind, your spirit...all of you. Take time to meditate, or pray, work out, spend time outdoors - daily - in order to balance yourself first, so that you are better able to balance the needs of your business.
Break your patterns
Change your patterns. Do something different...shake up your diet, go to the library and look for a book that catches your attention - check it out and read it, watch a documentary on something you know nothing about, work at a coffee shop instead of your office...anything to shift your energy and encourage new flow into your life.
Do your research
Take a few minutes to research that individual or company (prospective client) you are wanting to connect with. Jump on Linkedin, Google; even Facebook can be a great resources in terms of gaining knowledge about your prospect, as well as becoming aware of things you may have in common with them.
Get better at following up
Following up can be the most overlooked portion of the sales process.
Dan Kennedy for Entrepreneur Magazine states...
"People buy when they're ready to buy, not when you're ready to sell. This means you have to be in front of folks when they’re ready to buy. In other words, you have to follow up with them religiously."
If you need help with automating the process, check out these 15 free online sales follow up tools from Open View Partners. Once you start to use a system to help you with your follow up, you'll never go back to stickie notes and reminders.
The bottom line is "shake things up" and keep taking different action, until you turn the tides, jumpstart your sales process; and get the power of momentum back on your side once again.
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