by Cheryl A. Clausen..
This time management tip is for sales professionals/business owners helping them to be more time effective and increase their sales. You like activity and lots of it because you think if you’re taking action you’re being productive but frequently you’re shooting yourself in the foot. First, let me ask you where is your greatest potential for immediate sales? The answer is, of course, your current customers. The people who bought from you once are highly likely to buy from you again and again and again. And among you’re customers you have customers who are responsive in that they buy from you occasionally and customers who are highly responsive in that they buy nearly everything you show them.

Because you’re entire financial security is dependent on sales you get that you need to focus on these people and give them a lot of your attention. But what you sometimes overlook are ways to get these sales with less work on your part. The end result you want is more sales with less work and you can get that if you just let your brain do the work over your legs.

If you want to increase your sales you want to spend more time in front of the people who buy from you. That means you need to have a set in stone plan for getting and keeping in front of those customers. Review your current customer base and determine how often you want to be either talking with or touching each and every one of them. The more valuable that customer is to you the more time and attention you want to give them. But if you don’t have a plan for when, how, and why you’re going to make those connections it won’t happen because: you’ll get busy and forget, you have to keep chasing them down, and no one wants to meet with you to waste their time.

When you have a schedule for how often you want that connection to happen the next step is to plan a single clear objective for each connection. You don’t want to waste your connection opportunities by using things like automatically generated “thinking about you” cards when you could be doing something that would really get the customers attention and appreciation. Take the same concept and make it valuable by including something of value in each card whether it be a way for the customer to get really good information, a coupon, something that recognizes them, a customer loyalty reward, etc.

You want a set number of those connections to involve a one-on-one conversation. These of course, are preset sales conversations. Because you already know when you want the next sales conversation to happen you can increase your time management skills by setting the appointment for the next sales appointment at the end of the current one.

Your customer’s will be eager to have and hold that next appointment when you can communicate the value they’ll be getting. This won’t be a problem for you to do if you just start thinking about things from their perspective. When you’re developing your plans think about what you can do to will add value during each appointment over the course of the whole year each and every year. As you’re talking to your customer you can let them know that in 3 months you want to meet with them again to help them to get, have, or experience something they’ll really want. You won’t have to keep calling and leaving voice mail and email messages to set your next appointment because you’ll already have it and they’ll want to keep it because they’re going to get something they want.

Author: Cheryl Clausen can help you get where you want to be. Enhance your Time Management Tips get her free analysis. Improve your Time Management Skills, check this out.

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