If you want to sell more, you have to activate your team to sell.
Whether you are trying to attract, close or retain customers, it’s a team sport.
This past week this was the topic I delivered during a virtual presentation to TEC members across Canada.
The topic was creating Unstoppable Growth in a company, and in it I shared the story of my experience leading a not-for-profit a few years ago.
During my time leading the organization, we focused on three key priorities:
- How to attract new potential members.
- Sell more memberships.
- Engage and retain the members we already had.
It was a vast undertaking, but as we headed into the second year, we had a net growth of just over 7%.
Not earth shattering I realize, but when you consider membership had been on a downward trend for several years, the achievement was significant.
Whether you run a for-profit or not-for-profit, the fundamentals remain the same.
If you want more customers, you need to deep your focus simple.
- What do you need to do to attract more customers?
- How can you increase the sales by customer?
- What is necessary to retain the customers you already have?
These questions might sound simple, and they are, in theory.
But typically there’s one major problem you will encounter while introducing this (or any other kind of growth) plan.
To grow and add new customers you need money. Money to hire more people, invest in more advertising.
So how can you increase your customers without spending more money?
You need to activate your team to sell.
Your team includes employees, suppliers and even your existing customers.
Make everyone aware of how they can and do influence customers and potential customers.
What they say.
How they act.
How quickly they respond.
Every action has a equal or greater reaction when it comes to influencing customers.
Here are three steps you can take right now to activate your team to sell:
- Define for your vendors or suppliers what an ideal referral looks like.
- Educate your employees to recognize opportunities to provide more value to customers.
- Surprise existing customers with rewards and recognition to help retain them.
Of course, these ideas just scratch the surface.
The key is this. If you want to grow your business, you’ll need to consider each of these three areas specific to your business.
Then align and activate your team to sell.
Sounds easy enough, doesn’t it?
So this week, consider how you can activate your team in support of these three areas for your business.
Then take the first steps to get more customers by getting your team behind you.
© Shawn Casemore 2020. All Rights Reserved.