so you're a new sales guy at a
manufacturing company or you're new into
sales or fresh hire or whatever what are
the first steps that you should take
when you're trying to plan out your
sales strategy and what you want to hit
who you want to go after and what you
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the first thing you need to do is start
with your existing customers so get a
list of your existing customers and I
want you to rank them a B and C or one
two and three and go through it with
whoever has some knowledge on the
accounts or has some experience don't
just take one person's word for cuz a
lot of times that's not right one person
may say there's no growth potential
there with that customer and that's just
that person's opinion they didn't
actually put in the work to figure it
out so first thing take a look at your
existing customers put them on a list
talk to some people rank them and figure
out who has potential to grow so once
you figure out who has potential to grow
now you can prioritize who you're gonna
start meeting with who you're gonna
reach out to who you're gonna schedule
scheduled conference calls with take a
look at the the current stuff that
they're doing take a look at any sort of
quality issues that you have or
complaints or any sort of historical
data that you can get on that particular
account and now you've got your marching
orders to go into the second step step
two you need to try and sell people that
you didn't close before so selling the
unsold you've already done the work to
get somebody's attention previously or
your company has if you're somebody
that's new you've done the work you've
gotten the attention you've got an
opportunity to quote something a lot of
times most sales people don't follow up
enough pass the first
few attempts to really close the deal so
you need a circle back and get a list of
all of the different people that you
guys have quoted I typically say go back
three years hopefully your company has
that information and you can access it
and start to put everybody down on a
list the reason why you want to start
with those people and reach out if
you're new to the company or if you're
new to sales at that company you can
come in as a fresh face a lot of times
you're gonna realize that a lot of these
people might have left if it's been a
few years or or have moved on to a
different role and they're not the right
contact but basically what you're trying
to do is say is say that we've we quoted
you a couple years ago or recorded this
to you you wanted to check on the status
of it that's kind of a Hail Mary to see
if it's still even active but it's just
a way to ensure reintroduce yourself if
you're new or if you're handling the
count for the first time maybe was a
different sales guy just get back in
front of them like I said you've already
done the hardest part which is to get
the attention of the person don't just
give up and quote something and then
nothing ever happens from and then
you're like oh you know I guess
that person is not interested keep
following up with them so now that
you're going through this process again
get back in front of them and then
qualify them again they know they know
who you are they remember who you are so
at least as a company level maybe not
necessarily the individual but they
remember the company possibly or you can
at least reference hey I quoted this
this was a project they will accept a
phone call they will accept a personal
visit don't just shoot them an email and
say hey following up with this I'm new
to the company or I'm new to the account
wanted to see what the status says don't
do that because if you shoot somebody in
the email and they they can very easily
hit you back and say oh that's dead I
don't have any interest in them boom
they're out so you need to try to get a
call set up or just pick up the phone
and call them or
preferably a personal visit setup or pop
in there if you have to if nobody's
responding but first step try and get a
call or a personal visit just revisit
those people because it's so important
that you may have a goldmine of
potential pipeline opportunities that
you can close much quicker because there
is at least some sort of transactional
history whether or not it was just
communication transactions or you can
come in as a Savior and say you know
yeah hey you know John he really didn't
do a good job that's why he's not here
anymore I'm taking over this now I want
to service you as a salesperson I want
to follow up I wanted I want to see what
we can do to help you guys out but going
after those those people that were not
sold selling the unsold so important and
most companies just write that off as
you didn't close them so it's no point
of going back now those are just two of
the tactics that you can use when you're
new in sales are new with the company
now a lot of times in manufacturing
sales you know maybe you don't maybe
don't get any existing house accounts
maybe you've got to come in as a hunter
maybe you don't get to talk to anybody
that you've quoted activity for because
the whole reason why they brought you in
was to bring in connectivity if that's
the case we'll cover some some other
tactics that you can use in different
blogs moving forward but for those guys
that already have at least some activity
you don't have to start from complete
scratch you know once you get these
these two lists together and you've got
a good base of people to go after once
you start going after them now comes in
to follow up which is the most important
aspect of it is that you've you've
called them they have an answer you
email them they have an answer you've
emailed them 12 times they still haven't
answered you'd call them left some
messages not calling you back you stop
buying them personal visits they're not
responding you have to get creative with
your follow-up that's where
have to get to a point where maybe
you're going into it from a LinkedIn
standpoint extremely effective messaging
I'm on LinkedIn
hitting them asking them to connect with
you on LinkedIn or you have to send them
something in the mail but you have to
get creative to where if somebody is not
responding to you and you know for a
fact that's kind of the first thing is
you know for a fact that they use your
services or your products or what are
your competitors products and there is
some pre-qualification that you've done
there mmm if you know that then continue
to not give up continue to push through
and get creative with your follow-up now
one thing is don't try and sell to the
unsellable if if you don't know that
then now you're just wasting your time
you just spin your wheels if you don't
know that they're in the market for what
it is that you do services or products
then essentially you're you're just
gonna be you know hitting that brick
wall over and over again and getting
frustrated so if something comes up to
where they're not a good fit for you or
you're not getting through and and you
don't know for certainty that the user
product then just move on to somebody
else you know hit them up six weeks
later eight weeks later move them push
them down the cycle contacting lists
throwing on a drip campaign for email
automation Pokemon LinkedIn and just at
least you're in their feet at some at
some point but the follow-up and the
methods that you use that's what a lot
of people just drop off and say I tried
calling them twice or you know will talk
to clients and say well what have you
done to follow up and it's I've called
them left in messages yeah but if you
try to twelve other ways to do it so
once you get those two things organized
be persistent be consistent those are
two things persistence and consistent
keep following up don't overly follow up
to where you're just an annoyance but
don't just write people off you know put
them in some sort of drip campaign
automation and that'll get you going
down the right path so as always guys
like share comment subscribe if you want
to know about hunting and how to get new
people that you've never even talked to
or how to find new people
that you can sell to that'll be
definitely in another vlog I've gotten a
couple of messages recently about guys
looking for some hunting tips on how to
bring in new prospects into their
pipeline so stay tuned to the next ones
way boys and no Navy sweaters ball cap
all my cuz sometimes I listen to
mustache so much you just trying to keep
just