Four ways to improve sales motivation
- Spend time on YOU
- Reach out to your raving fans
- Follow up
- Improve your referral strategy
I don’t know about you, but my business tends to run in cycles.
The number of events I do occur over a short period of time, and when the bookings come in also tends to fluctuate.
The gap between events can be difficult to deal with, and can even zap MY sales motivation. There can be nothing new for a couple weeks, and then a flood of new business can come in over just a few days.
The effect of different seasons on a business over the course of a year can compound the problem, as holidays and vacations cause people to put off making decisions until “later.”
Sometimes, the inconsistency is due to the fluctuations of the economy. For example, the events of September 11, 2001, and the global financial crisis of 2008 had a huge impact on business cycles around the world. With each event, my business was almost cut in half. Each time, I had to believe I could put in the hard work to make it happen.
If you find yourself in the same boat, help is here.
Below are four strategies you can use when you have a gap in business and you need an extra boost of sales motivation.
4 Sales Motivation Tips
1. Spend time on your #1 Asset – YOU!
Follow these tips to be at your best:
- Get to bed a little earlier and read something inspiring before you shut it down for the day.
- Put away the phone at night and write what you are grateful for in your journal for a few minutes.
- Drink 12 oz. of water with lemon immediately upon waking.
- Get that morning workout in to start the day with energy.
- Listen to an inspiring podcast during the workout.
- Use HIIT, high intensity interval training, to get your heart rate up and pumping.
- Drink a fresh green-based juice or make my Get Switched On Smoothie.
Exercise and the right fuel will help switch you on for the day!
2. Reach out to your “raving fans”
Now is the time to leverage the existing relationships you have with your best customers.
Talk to as many as you can, and find out what their current problems and concerns are.
Put together a short, compelling “special report” addressing those issues and show how you can help them. Do you have a new offering that makes sense for them to take advantage of?
Another simple option is to put this information into a series of short videos.
You may be surprised how much a “little” gesture like this gives your own sales motivation a kick in the right direction.
Call your top raving fans consistently on a three-, six-, or nine-month (or first-year) anniversary of doing business with you to say thanks and let them know you appreciate them.
Take this opportunity to ask how you can help them again. What problems can you help solve? Do they need to reorder?
If you have a more transactional business model, you should call customers within 48 hours of the sale. It will blow many people away and help lock in a repeat customer.
4. Improve your strategy to solicit, reward and convert referrals
Are you consistently asking for referrals from your customers? How you ask is essential.
Saying, “You wouldn’t know anyone who would also like to buy this product would you?” is not effective. Even if those are not your exact words and your energy level or excitement is low – you might as well have said those exact words.
Do you ask at each touch – like the order confirmation email? Do you ask on your follow-up call? Do you offer incentives for referrals?
What do you do when you get a new referral? What about when that referral turns into new business?
I am shocked how few of the companies I work with have a system for referral generation and a reward system!
Your response should be personalized and amazing enough to sufficiently “WOW” them. The reward should be based on the value of the sale. Your response for a $25 sale or a $10,000 sale will be a little different.
Key ingredient for sales motivation
Follow these four tips for keeping your sales motivation. Put the time and effort into improving yourself, reach out to your fans, be a pro at following up and handle referrals the right way.
But, my final word is FAITH!
Understand that cycles are normal. You’ve faced them in the past and made it happen. You WILL do it again.
You’ve got this!
In the New Testament book of James, there’s a famous quote you may know concerning faith. In James 2:17 says, “Faith by itself, if it does not have works, is dead.” You need to take action and apply the right strategies to rise above your challenges.