In the last installment, we shared the importance of being aware what activities generate sales and profit and what don’t. In this article, Part 2, we will offer specific ideas on how to create a system and generate more lead generation opportunities for more sales and profits.

100 Points Per Week: Sales And Profit Work Solution

Okay, so you asking me, “Ken, I got it. So what do I do?”

Let’s start with the basics: leads, appointments and decision-makers.

Set a goal to improve these numbers. My first suggestion is set a goal of improving these numbers. Set a goal of increasing the number of leads, appointments and connecting with decision-makers.

It doesn’t matter if you are an expert in your industry, have over ten plus years of experience, or offer a quality product or service — who cares? If you look at any company website, advertisement or marketing brochure, you will find that every company makes the same claim. What’s make you different?

Nothing produces success like asking for the sale, conducting first appointments and solution presentations, closing the deal and getting referrals.

Make sales like you mean it. Make profit like you mean it. Be an entrepreneur. Embrace free enterprise. Be confident. Don’t be afraid to ask for the sale and be proud when you make a profit.

Set a goal to achieve 20 points a day and 100 points every week.

How do you get 20 points and 100 points?

Here is my sales activity point system:

  • 5 points for a completed appointment
  • 3 points for a referral
  • 1 point for every decision-maker that you ask to do business with you.

So, if you don’t get the points, you can begin analyze where your deficiencies are. Yes, your business success is all about appointments, referrals, and talking with decision-makers.

Yes, it is just that simple – but, very difficult and not at all easy. But, that is what business is all about. That is why there are more employees than business owners. It takes work to make these things happen.

If you had implemented the 100 point sales activity last week or last month, how many points would have earned?

Total up your points. Did you exceed the goal or fail short? If you were short, it’s time to re-commit and go to work.

100 Point System Improves Your Sales and Profit Focus

We can look at several things. Here are some examples.

First, what happens if you complete five to ten appointments and none of them convert to a solution presentation or sale? That means, you should work on how you conduct your first appointments. Review how you conduct your first appointments. Take a look at what you are doing right and how you could improve. You might need more training and coaching.

Second, you are not getting referrals and you are not happy about it. Perhaps, you have difficulty asking for referrals or earning referrals? If that happens, you need to review your ability to ask for referrals. Do you ask for referrals? How do you ask for them? Create a script and practice and role play with associate. Evaluate what you did right and work on your deficiencies.

Last, if you have trouble asking decision-makers to do business with you, then that needs to be corrected. Build your confidence level. Take a look at your accomplishments and achievements. Read your testimonials. Talk with your best clients. This will help your build your confidence. Additionally, You might need more training and coaching – get it. These are critical skills that are essential to your business success. If you have limitations it’s time to go to work.

What would be the sales and profit results if you started earning 100 points per week?

What would be the positive impact on your business if you could improve your first call and solution appointments? How many more referrals could you produce if you started making them a priority? If you earned more referrals how easier would business be? How many more sales could you achieve? How more profitable would you and your company be?

Second Solution For More Sales And Profitability

Imagine the possibilities if you could work to promote your business better. Here are three ideas.

  • First, present your elevator pitch to just new three prospects per day.
  • Second, pass out your business card or electronic profile to new prospects.
  • Third, email a special offer or your business profile to three new prospects everyday.

Using a conservative five percent conversion rate, these sales activities should produce three new clients per week and 156 new sales per year. What would be the impact for your company, your sales and marketing team, if you earned 156 more sales? Your work ethic would certainly produce more dollars and profits.

Now, Is The Time To Go To Work

So, if you are serious about your business success and if you want more sales and profits, you must sharpen your focus on your sales activity. Yes, you gonna work.

Focus your time and energy on the the things that matter most: increasing lead generation, improving sales conversion, increasing your average sales and number of sales transactions.

Yes, sales is numbers game and so is profit. An entrepreneur or a business owner, goes in business to succeed and not to just survive. If you are not happy with your current success, now is the time to make a change. 2013 is fast approaching.

What is the definition of insanity? Insanity is doing the same thing over and over again and expecting different results. Now is the time to change your sales and business model. Review the 100 point sales activity system and step up you business promotion activities. Start pitching, passing your business cards, sending out specific offers and business profile. Don’t quit. Don’t slow down. Don’t delay. Get re-rejuvenated. Get excited. The new year of 2013 is fast approaching and as RuPaul says, “You got to work.”

In the next installment, we will discuss becoming a better expert and how to learn more about your profession and the clients that you serve.

If you have questions or you are struggling with the topic, let’s connect and talk. We offer a Sales, Web & Profit Jump Start session for any business owner or entrepreneur who has questions and concerned about their company’s growth, sales and profitability. We encourage you to contact us. We will be happy to help.