How Can I Increase My Account Sales? – 1 November 7, 2007Posted by David Dirks in Managing Sales Accounts.
Tags: account management, account sales, contact management, sales, sales management, small business sales
There is nothing more challenging that building a business. Many businesses are selling their services directly to other businesses or as it’s called, B2B sales. How would you like to go from selling $1,000 per month in goods/services to an account to $2,000 a month? It’s more than possible.
Some of the best of the Big Dogz have account management down to a science and for good reason. They’ve learned long ago that managing accounts of any size is absolutely critical to their sales and profitability success.
If your business depends on account sales, then you need to pay attention to the next several weeks of my blogs as we take this subject apart and help you to maximize your account sales.
There are several key questions you need to ask yourself and apply to EACH of your business accounts. In each of the next several blogs, we’ll take a look at one of those key questions.
How often do I need to contact my accounts?
In this day and age of speedy communications, there is no excuse for hearing these words from a business account customer: “I haven’t heard from them in a while”. This may sound basic but you’d be very surprised to know how many times I heard that in business conversations.
There are a couple of ways to avoid this situation:
1. Ask the key decision maker(s) at your accounts how often they would prefer having you check in with them. Go to the source. They’ll tell you and you can adjust according to their feedback and your actual experience with them over time.
2. Create a contact calender that allows you to organize you contact time for all your business accounts each month. This insures that you’ll not forget to call, visit, or send something to them each month. By being a bit more disciplined in this, over time it’ll become second nature and part of your business culture.
Too basic, right? Think again. Making sure there is consistent level of contact with business accounts is where, in my experience, most people fall off the cliff.