The Sales Keys to Winning New Business

October 24, 2014 Doug O'Grady

The Sales Keys to Winning New BusinessYou want to win new business, but you're not sure how to go about it. What can you do to acquire new customers and drive sales results? Use these sales keys to win new business.

Rethink your overall strategy. 

This is one of the most important sales keys to winning new business. Sometimes we are caught up in our day-to-day routines and forget to think about the big picture. If you want to win new business, you're going to have to re-evaluate how you are currently doing things. 

Identify your strengths, opportunities, weaknesses, and risks.

Capitalize on your strengths and take advantage of opportunities in the market. Acknowledge your weaknesses and work to improve in these areas. Take steps minimize risks.

Understand your target buyers.

You need to have a clear understanding of your target market. Create a profile of your ideal customer. Think of ways you can appeal to them. When you understand your customers, you can have more meaningful conversations with prospects and provide suitable solutions. Identify their needs and figure out how your products/services can help. Determine how best to market to them. Think outside the box. There could be an entirely different segment of potential buyers you haven't even considered yet.

Check out the competition.

Examine their sales and marketing methods. What are they doing right? Can you identify any weaknesses? Learn from the competition's mistakes. You may be able to seize an opportunity to win business if your competitor is fumbling.

Look for ways to differentiate from the competition.

What makes your products/services special? Why should prospects choose your company over a competitor? If you can't answer these questions, prospects certainly won't be able to.

Set specific goals.

Include deadlines for these goals and take steps to achieve them. Set aside time to review progress of goals regularly. Remember to acknowledge your successes. If you haven't met some of your goals, don't think of this as a failure. You just haven't accomplished these goals yet. Take this opportunity to revise your plans.

Revamp your website and incorporate search engine optimization.

Consider rebranding the business to freshen up your image. Get your website working for you. Don't avoid crucial sales keys because of the cost associated with implementation. It is well worth the investment.

Start using social media.

Social selling is critical in today's digital market. Interact with customers and prospects on Facebook, LinkedIn, and Twitter. Participate in-group discussions, contribute valuable insights and responses, share useful content, and respond to customer questions. It's all about connecting and building relationships.

Gain trust and credibility.

Create valuable content to post on your company blog and share it via social media and email. By adding value, your customers and prospects will want to visit your website. Share case studies and testimonials to further demonstrate your industry experience. You will be recognized as a thought leader and industry expert.

Listen to consumers.

More than ever, consumers are willing to tell you what they want. Use social media to get feedback from your customers and to find out more about your prospects' interests.

Incentives

Give incentives to existing customers to encourage referrals and word-of-mouth marketing. You can offer existing customers discounts on future purchases if they bring in new customers.

Continue to develop your skills.

Whether you're new to sales or a seasoned professional, you should always strive to improve. Attend seminars and conferences, read books on the business, research online, network with other sales professionals, subscribe to relevant blogs, follow industry professionals on Twitter and LinkedIn, and stay up to date on industry news. 

These sales keys can help you win new business. If it's been a while since you've updated your sales process, you may feel slightly overwhelmed after reading this list. Don't be. Get started by taking steps to tackle each of these sales keys one by one and start bringing in new business. 

A CEO's Guide to The Future of Selling


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