Don and I have worked with business owners around the country for years, helping them to grow their business through strategy and sales and marketing systems. Creating and executing systems around prospecting, nurturing, follow-up, closing and servicing is most important but can be challenging.
However, a few simple habits along with a commitment to a set of basic digital tools can help you be most effective in growing your business. It also affords you the luxury of working from anywhere! We prioritize fun and adventure as a family, and so we like systems that allow us the freedom and efficiency in order to play a lot!
We choose to use Google Apps to manage our business. Here are a few tips you may find helpful:
Your contact list is your biggest asset, so treat it accordingly. Take some time over a weekend and do a “deep clean,” to make sure it is updated. If you are missing a new cell number, physical address or email and are connected to them via Facebook or Instagram, reach out for the info and make sure to update it right away. Delete those names of people you just can’t seem to remember.
Keep your contact list useful. One of the best ways to do this is choose a few simple groupings to organize them. And then each day, spend a few minutes reviewing your lists. Who do you need to reach out to? Who should you add to your Prospect list? Star 5 contacts that you want to connect with today and then reach out with a phone call, a relevant article, a valuable referral, or even a surprise gift. Be creative in the ways you add value to people’s lives.
The critical piece of any sale is a conversation in person. It’s important to dialogue to build trust and genuinely seek to discover the areas you can help.
Sometimes it works to just pick up the phone and call someone randomly, but most people do not like to be interrupted these days by phone. One young consultant from England shared humorously that her first thought when she gets a phone call is, “Is someone dead!? Did someone die?!” That’s the severity of a call to some people!
Better to try and text/email first and then schedule a phone call, Zoom call, or coffee date. Google Calendar works beautifully and syncs with all your devices. You can set it to automatically send a reminder right before the meeting. This keeps your interactions professional and also allows you both to set aside the time and attention to really focus on the product or opportunity at hand.
Be thorough in your calendar invite description – add the location and address or personalize the Zoom invitation and add any necessary attachments. Make it easy for your guest to have the info they need for the meeting.
Then deliver a killer presentation that genuinely connects, and make sure to follow up with an email summarizing your main point and next step. This keeps the ball in your court and moves the sale along.
We are paperless as a business and family. I use Google Drive to store all of my important documents, and I have a special folder for resources that I need to share easily with other consultants or prospects. I have the App on my phone for easy access as well.
You can use Google Tasks as your “brain dump” to remember those random ideas that come to mind or things you’d like to do one day. But it’s best to also have a list or two that is very functional and that you can commit to. I have a “Daily” list as well as “Important” among others. I appreciate the “GoTasks” App also that syncs with my phone so I can access my lists from anywhere.
These powerful tools really do work to give you business results. However, your commitment and consistency will be what really determines your success with them. For some people, organizing and maintaining these systems is natural and easy. For others, it’s more challenging because of their personality and bent. We’ve found it very helpful to walk people through a Strength’s Test and Consultation so they can better understand their tendencies, and we can offer creative solutions that fit their style. Would be happy to share more if interested!