'The answer, my friend, is blowin' in the wind, the answer is blowin' in the wind.' Bob Dylan
Rather than letting the answer blow in the wind, I’m going to let you find the answers and make do with asking the questions that are usually forgotten in the busy and hectic life of a seller.
Put aside some time to answer the following 20 questions – your answers will provide solid, realistic, and effective ways of increasing turnover right now:
1. How can you increase your presence in the media?
2. Which of your customers have you been neglecting?
3. What are you willing to do, to get satisfied customers to refer you to new customers?
4. Which documents can you make templates of to save time?
5. How can you increase the credibility and security associated with your offer?
6. What can you advantageously stop doing? Which routines are wasting your time?
7. How can you optimise your transportation?
8. How can you create a limited, cheap, and accessible edition of what you’re selling and – by extension – be in a position to sell to those who can’t afford to buy?
9. Who can you exchange customer information with?
10. Who is your most skilled colleague and what do you do to learn from his/her ways?
11. What would you do differently if your quote were double its actual size?
12. Which customers are wasting your time?
13. Which five companies do you want to add to your customer list next?
14. Which routine tasks can you have others do for you?
15. How can you make better use of your newsletter, website, or customer magazine?
16. What does your presentation, bag, business cards, brochures, and folder of documents say about you?
17. What do your attire, hair-do, and general appearance say about you?
18. How does your email signature and preferred email layout (e.g. fonts) harmonize with the signal that you’re trying to send out?
19. What does your voice mail say about you?
20. How can you tailor your payments terms to suit your customers’ situations?