Several clients have told me that they have lost faith in their sales people: that they haven't produced anything for them recently and they are wondering whether to keep them.
Sales people are not just magic wands that you wave and suddenly wonderful things happen. They have to be employed as just one tool that works with all the other smart pieces of your marketing. They cannot be effective in isolation. Could this be an area where you can implement some more change?
I thought it might be helpful to look at a few new clients who have placed their trust in me in the last couple of weeks and see where they came from. One thing is for sure - they didn't all come from one direction.
One came directly from a referral from a former happy client. A few came from a carefully targeted direct email. One came after literally years of personal cultivation. One came from LinkedIn and contacted me through that site. One contacted me from the pollock|spark website but can't remember how he found himself there. And one is a repeat client - don't we just love repeat business.
So they come from all over. You have to pay attention to all angles and contact points and approaches. And you should weave your sales people into this mesh so that they can be maximally effective.
So where are your clients coming from? Where could they come from? Think about whether some change in the way you use sales could get you stronger results.
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