If you are reevaluating your sales coverage, here's a few questions and tips to consider...
- Are you selling to the right market?
- How do your customers want to do business? A recent client study shows that many prefer to do business over the phone versus a face-to-face visit. This is because of tight schedules and time taken from actual sales the buyers can be conducting during the time of a face-to-face meeting. Larger buyers prefer to have the option to meet and to buy over the phone.
- When to do a face-to-face sale or a sales call? Face-to-face is valuable. It allows the buyer to see and feeel the product, but if your an experienced seller then a sales call is a walk in the park.
- Do you have alternate channels of distribution? This is basically networking. Are there people out there that can add some of your items to their sales? For example, if a friend makes a sale of a vase, they can add a greeting card with it. This will get that buyer interested in my card designs and bring them to my site just to browse and maybe later becoming a customer. Many people I knoe do this with business card exchanging, but an actual item is so much more affective, in my opinion. This tactic is also helpful with website/URL's/ Exchanging links can help drive traffic. This works by placing someone elses URL on your site as they do the same.
- Is your marketing plan and sales plan the same? Your marketing plan should back-up your sales coverage. You need to create awareness to help sales indentify new leads.