WHAT DO YOU MEAN A "SALES CAMPAIGN" ?

I still find sales professional's who are bold enough to say / ask for assistance and definition for a sales campaign. You can't believe the number who say they have one really don't have any definite direction or steps defined. A sales campaign is a detailed and documented plan to develop your leads into prospects and then into customers. It should have at least 10 steps that you are going to do over the next four to six months that will keep your name, your company's name, and your product and / or service in front of the potential customer on a regular defined amount of time. The possible steps are all over the board and are relative to your style, your innovations, your ways of getting their attention. In fact, some of the new technology / internet stuff can be a real asset in your campaign.

Campaign steps are part and parcel of your EARNING the business. How you present yourself and how you present what you sell is totally up to you. The more unique you are, the more consistent you are, and the more professional you are, will open doors and increase your customer count.

Bottom line, what you want as a result of your campaign steps for new business - face to face meetings. Most people ( in fields where we still have salespeople ) who are in a position to buy what you sell or influence the decision; normally don't do business with someone they haven't met !

You can also develop campaign steps for current and past customers. In fact, that's a great effort to embrace !

Learn to create standards for yourself. What do I mean by that ? Here's an example for you - define a "qualified prospect". Here's how I define one. A qualified prospect is someone who I have had at least one face to face meeting with and we would recognize each other at the mall some evening. He or she has an established need for what you sell and they are either the person or connected to a group of people authorized to buy what you sell. I encourage the pros that I coach to utilize that definition ( or a variation thereof ) to measure their potential for success. Go to your database and see how many potential customers meet that definition. When you get over fifty people who meet that definition you won't believe your sales ####'s.

Go sell !