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Map out a territory with and grow your client list.
Territory plans guide you in the second part of the sales process
which is developing a client list or
"territory".
1) You should have a strategy in place if not check out my
sales strategy plan link.
2) You have businesses that you are going to target. Now
you need to find 600 clients to in order to make a client list.
3) First thing you want to do is tell your manager that you
are targeting those industries and business and see if they have any
internal leads you can visit. That is the easiest thing to do
but I can assure you that if you are new you might not get very many
internal leads.
4) In order to grow that list to 600 people. You want to
call 30-40 businesses a day. Good time to start will be the
time those business normally open plus a half hour to an hour.
5) When you are calling these businesses you want to set up
appointments. You should be setting up 5-6 appointments a
day. Check out my cold calling tips page if you are unsure how
to get appointments.
6) Now for this list you want to target business that you can
provide solutions for and that will also earn you the money you
want. If you are selling tractors then you want to focus on
businesses that use a mid range tractors. If they use low end
tractors you can put them on your list but you will have to sell
more of these in order to fill your quota's. Even new people
have to sell a bunch of small stuff at first. And a sale is a
sale just keep in mind it will take you the same time to sell a
lower end tractor as it would a medium or high end
tractor.
7) Keep your calling times the same and do not schedule
appointments during this time.
8) Do not stop calling until you have a customer base of
500-600 clients.
9) When you visit clients get copies of leases or invoices for
the product they have so that way you know when they are going to
start a new purchase cycle.
10) You should be calling 3-4 days a week until you have that
list fulfilled.
Now you have a strategy and a territory. You are well on your
way to being the number one salesperson in the company!
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