Sell More - Even in a Slow Economy

Unfortunately, many experienced business persons, even those who have been through recessions in the past, will and are going to allow the current environment to control them.

Their energy levels start to drop, making it harder to maintain their usual energy level for the entire week. Soon they develop a reactive "order-taking" mentality, waiting for customers to call in instead of proactively initiating these calls.

But, our industry thrives in a down economy! You don't have to wait for the economy to turn around before you start doing something to actually sell your way out of this!

HERE ARE A FEW STEPS THAT CAN HELP YOU SELL YOUR WAY THROUGH THIS DOWN ECONOMY:

1. IMPROVE YOUR ATTITUDE.
   
   The first and most critical step is to insure that you still have a positive attitude. Most people work harder, and are positive, when sales are increasing. But most will slow down when sales decline. DON'T LET THIS HAPPEN TO YOU!
   
   Do your days now start a little later and end a little earlier than usual? Are you taking more breaks and finding it harder to concentrate for longer periods of time? It's hard to maintain a positive attitude as a small business owner when your income is dropping.
   
   Decide to invest in selling your way out of this tougher economy by working harder and smarter. When the economy finally improves, the winners will be the ones who invested all the extra hours, effort, and selling creativity today when things were supposed to be bad.
    
2. REVITALIZE YOUR "SELLING SKILLS."
   
   Selling your way out of this tougher economy also requires you to utilize the best tools available to show your market uniqueness.
   
   Your first and most critical tool is a strong selling message. How will you answer a prospect asking "Why should I use your service now? Is there any reason I can't postpone using this service for six months or so?"
   
   You need a simple, brief (two minutes or less), and unique response for buyer interest, to continue. I call it your "elevator speech" //www.ecleanadvisor.com/members/141.cfm
   
   You also need good references. The best way to validate added-value promises made to a prospect is by introducing them to current and satisfied customers testimonials.
    
3. PROTECT YOUR CURRENT CUSTOMERS FIRST!
   
   Too many small business professionals immediately think of prospecting for new business as soon as they feel a sales crunch.
   
   Never forget that your best customers will be on your competitor's prospecting list!
   
   Decide what you are going to do to protect your own customer base before you start looking for new prospects?
   
    
4. AGGRESSIVELY PROSPECT.
   
   Once you have protected your accounts, your next step is to begin building new business. There are two prospecting goals in a tougher economy.
    
   • Look for new business now! This will be challenging since your competitors will also be going after these same new business opportunities.
      
   • Think longer-term & offer new services to new prospect niches. Slower economic times are the best times to start developing new contacts and working to cement the long-term benefits of developing new commercial niches for your company.
      
5. PREPARE AND POSITION FOR THE ECONOMIC UPTURN.
   
   Slower sales times are a great time to plan for the future. What can you change or improve to make you even more competitive when your marketplace recovers? This also could be a good time to meet internally with your co-workers to identify areas to improve, streamline, or strengthen the company.
    
6. WORK TO STRENGTHEN YOUR OWN SELLING PRACTICES AND EFFORTS.
   
   An economic down turn is a great time to invest in improving your own skills. What can you do to increase your competitive advantage by improving your personal selling skills? What about attending a sales class, listening to audio programs, or reading books on the latest selling concepts? The best time to work on your own selling skills is when everyone else is distracted and focused on other things...like today's slower economy. What can you do to get a "step ahead" of your competitors by improving your own personal skills right now?

SO WHAT DO YOU PLAN TO DO NOW?

When will you start taking more proactive control of your future and start doing things different so you can sell your way out of this tougher economy? What can you start doing today, before the economy recovers, so you can be trained, prepared, and focused before anyone else decides to finally get back to work? How will you adjust your attitude, your selling message, sales tools, selling processes, and personal skills so you can begin taking advantage of the business that is available today? What can you start doing now that can help you work harder, smarter, and with more creativity?