Sales Prospecting in Down Economies Business Articles | November 6 Wholesale NFL Jerseys From China , 2008 Sales prospecting in down economies is no different than sales prospecting in up economies. It is still a behaviour, a discipline - doing what we have to do, even when we do not want to do it. The only difference is that you may have to invest more time in sales prospecting in a down economy. Find out how you can too profit by your sales prospecting in a down economy.
Sales prospecting in down economies is no different than sales prospecting in up economies. It is still a behaviour, a discipline - doing what we have to do, even when we do not want to do it.
The only difference is that you may have to invest more time in sales prospecting in a down economy.
Sales prospecting can be time consuming in itself Wholesale NFL Jerseys China , but in a down economy, it is even more time consuming as sales prospects seem to be harder to find.
Therefore, more time invested in sales prospecting is required. If you did ten daily sales prospecting calls before, you may now have to do twenty to get the same results.
However, besides investing time Wholesale NFL Jerseys , there is a better way to get the same or better results when it comes to sales prospecting. But first, you have to do your homework.
You need to know what our sales prospects should look like - you need to profile them so that you can take a targeted sales prospecting approach and not a shot gun approach.
It is the shot gun approach that is time consuming and does not get you the sales prospecting results you are looking for.
In a targeted sales strategy you need to define the criteria for three customer levels - A, B, and C.
The 8020 rule states that 80% of your sales results come from 20% of your customers.
That 20% would be considered as your best customers. They are "A" or absolute customers, because they provide you with 80% of your revenues and without them Wholesale Kids Jerseys , you would be out of business.
Answer this question: What criteria best describes you''re A customers? Is it profitability, loyalty, margin, volume, brand Wholesale Youth Jerseys , relationship, etc.? Note your answers.
Then you need to proceed with the same question for the next level of sales prospecting - "B" beneficial customers. So, what is the sales criteria for your "B" level of customers ? How are they distinguished from A customers? Note your answers.
You can then proceed with what is the sales criteria for your next level of customers - "C" - convenient customers? How are they distinguished from B customers? Note your answers.
You may find that most of your prospecting activities are probably to "C" or convenient customers, as most sales people invest 80% of their sales prospecting time where they get 20% of the revenues.
So, let''s do the opposite and focus our sales prospecting activities on the A customers.
Once your sales criteria is defined for each level of customer Wholesale Womens Jerseys , go to your sales data base and using the sales criteria identify your existing customers as A, B or C.
Separate the A customers and create their profile based on the information on hand. You will find that there is something different about them, compared to the B''s and C''s.
What is that difference? Now map that profile over to the market place for sales prospecting. Who are the A sales prospects out there that are not presently doing business with you?
Do the same with the B customers and identified the sales prospects for you B category in the marketplace. Also, look at your existing B customers who have potential to be come A''s.
Sales prospecting can be fun and most rewarding for sales results when you invest the time and plan your sales prospecting approach. Article Tags: Sales Prospecting, Down Economies Wholesale Mens Jerseys , More Time, Time Consuming, Sales Prospects, Sales Criteria The Economy?s Impact on Senior Housing Trends Business Articles | August 17, 2009 The United States Census Bureau has reported that a third of the country?s population will be 50 years or older by the year 2010.? Accordingly Wholesale Jerseys Cheap , a 2009 study conducted jointly by the National Association of Home Builders (NAHB) and the MetLife Mature Market Institute (MMI) revealed that the Baby Boomer generation alone will represent 25% of the United States population by 2010.
The United States Census Bureau has reported that a third of the country?s population will be 50 years or older by the year 2010. Accordingly, a 2009 study conducted jointly by the National Association of Home Builders (NAHB) and the MetLife Mature Market Institute (MMI) revealed that the Baby Boomer generation alone will represent 25% of the United States population by 2010. With seniors representing such an astonishingly larger segment of the housing market, it is important to assess how recent economic conditions are impacting senior lifestyles and their housing needs.
As unemployment figures have continued to increase in this recessionary economic climate, many seniors are facing layoffs or reduced hours. Seniors who have lost their jobs often run a higher risk of foreclosure as their prospects in the job market are more challenging today as more applicants compete for fewer positions. In another 2009 study conducted by United Sample and Golden Gateway Financial, more than 50% of seniors polled said their net worth had decreased by 10% to 30% over the past year. Consequently Wholesale Jerseys Online , it should come as no surprise that 50% of this study?s respondents said they are concerned that their overall net worth may no longer be enough to sustain their retirement and they now plan to retire after the age of seventy.
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