Sales Tips from Mastermind Consulting
- Call five potential customers each week and ask about new work. These
can be people who have requested quotes in the recent past but have
- Call one good, current customer each week and take them to lunch,
have a round of golf or go out for pizza after work. You know what they
say about the number of business deals cut on the golf course or over
- Create a database of current and potential customers so they are
easily contacted for e-mail newsletters, updates, and so forth.
- Send an e mail broadcast to your entire database of current and potential
customers and let them know something about your company—i.e.
you have new equipment you have upgraded old equipment, you have a new
production manager, you re going to get new software, whatever it is
just make contact.
- Take out all the quotes you’ve done in the past month ‘and
call each person who sent the RFQ Ask them how your quote looks and
what other new jobs are in the pipeline.
- Think of one new solution to a customer’s problem, proactively
present it to them, and let them know why they should make you their
supplier of choice. Alternatively take one product or part from a customer
and make it better—redesign it, change material, consolidate parts,
and so forth.
- Personally visit one new potential customer this week and tell him
why you should be his vendor of choice. (If you can’t think of
a reason then you’d better take a long hard look at your strengths
- Remember people do business with people not with companies If you
don t have a personal relationship with your customers, and they don’t
have one with you, then you are just another supplier and there’s
no reason they should do business with you.
- If you are still thinking to yourself, “I’m not a salesperson,”
answer this: Do you and your company do good work? If the answer is
yes (as it should be), here is one of the better definitions of sales
and selling. Selling is the transfer of enthusiasm If your work is good
you just need to talk about it—and don’t hold back on the
enthusiasm. You don’t have to shout or cheer. If you believe in
the quality of your work it shows.