Organic Growth

Your account list is an asset, so utilize it! You should be working to maximize its value as account lists offer tremendous insight into customer-fit criteria, profitability issues and sales skills. The data nudges you to ask questions such as: Why is one customer loyal while another buys strictly on price? Who buys all the services you offer and who only buys one aspect? Why are sales declining with a customer who is experiencing growth in their market?

Additionally, account lists also tell you the average value of a current customer, how many new accounts were opened last year and how many customers were lost. You know who buys a large amount from your company and who buys little.

Check back Friday for more information on account lists and organic growth.

Creating a World Class Prospect List - Introduction

Over the next few weeks, I will be sharing the tips and tricks to creating a world class prospect list. 

Building a strong prospect list helps build a profitable book of business. The better the prospects, the better the chance of generating new revenue. Prospects that are good fits for your company are more likely to buy more or buy quickly, or both. The wrong prospects waste valuable time and delay you from reaching goals.  Prospects don’t fit well if they only buy a small amount of the products and services you sell. When the need is small, the payoff is small for you.

Today, let's review the three “right” actions it takes to build a strong prospect list:

1. Define the right target account.
2. Develop the right number of accounts for your list.
3. Identify the right decision-makers within the accounts.

Check back on Friday to learn how to create a profile for your ideal prospect.

A to Z Guide to Selling More: T is for Time

Time is the ultimate level playing field. We all get the same number of hours in the day. To manage time well, you must:

• Set priorities.
• Determine tasks.
• Know how long tasks will take.

To help manage my time, I use a “To Do” list. At the top it says, "THINK. PRIORITIZE. ACT.

I rewrite the list every morning. Doris Barnett, a San Francisco wholesale insurance broker, shared that tip with me. She said re-writing the list helped her think through everything she needed to get done in a day. Doris is super- smart and organized, and her tip has helped me be more efficient.

I often color-code my top three priorities with a highlighter so they stand out. And, I jot down the amount of time it will take to accomplish the task.

My list includes two other sections. In one, a list calls to return. In the other, I keep track of notes related to ongoing action items.

As the day goes along, I add and cross off items. If I have more than one sheet, I periodically scan all lists to make sure I’m prioritizing correctly to find the right mix of servicing and selling.

If you would like to download a copy of my “To Do” list go to www.LindaBishopOnline.com.