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Time Management Techniques to Stop Chasing Customers

Author: CherylA.Clausen
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Word Count: 566
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If you're a sales professional/business owner this time management tip will help you to be more time effective and increase your sales. It's no secret sales people like you like lots of activity. You think lots of activity means more sales but your thinking is actually counter productive. Your greatest potential for immediate sales is in your current customers. Customers are more likely to buy from you again and again and again than most prospects. Some of your customers are responsive in that they buy from you occasionally and some of your customers are highly responsive and will buy nearly everything you show them.

If you'll focus on these people and give them a lot of your attention you can get the financial security you want. Sometimes you overlook ways to get these sales with less work. You can get more sales with less work when you use your brain before your legs.

Increase your sales by spending more of your time in front of the people who buy from you. That won't happen unless you have a plan for getting and keeping in front of those customers. Determine how often you want to be either talking with or touching each and every customer. Plan to give the bulk of your time and attention to your most valuable customers. If you don't have a plan for when, how, and why you're going to make those connections it won't happen because: you'll get busy and forget, you have to keep chasing them down, and no one wants to meet with you to waste their time.

When you know how often you want to make those connection the next step is to plan a single clear objective for each connection. Don't miss opportunities by making meaningless connections like automatically generated "thinking about you" cards. If you want to send a card make it valuable to your customer by having something of value in each card whether it be a way for them to get really good information, a coupon, something that recognizes them, a customer loyalty reward, etc.

Set the number of connections that you want to involve a one-on-one conversation. These are really your preset sales conversations. The advantage of already knowing when you want the next sales conversation to happen for you is you can increase your time management skills by setting that next appointment at the end of the current one.

Your customer's will be eager to have and hold that next appointment when you can communicate the value they'll be getting. This won't be a problem for you to do if you just start thinking about things from their perspective. When you're developing your plans think about what you can do to will add value during each appointment over the course of the whole year each and every year. As you're talking to your customer you can let them know that in 3 months you want to meet with them again to help them to get, have, or experience something they'll really want. You won't have to keep calling and leaving voice mail and email messages to set your next appointment because you'll already have it and they'll want to keep it because they're going to get something they want.

About the Author

About the author: Cheryl Clausen can help you get unstuck. To find Time Management Tips get her free ecourse. Build better Time Management Skills, look here.