In the mostly irritating, yet occasionally exhilarating world of sales, it’s easy to get caught up in the big picture and overlook the power of small, consistent actions. We are always looking for the big move that will deliver our next big elephant.
However, we learned that sometimes you can make real sales inroads and still arrive at band practice pickup 15 minutes early. soccer pickup on time. This isn’t about overhauling your entire sales strategy; it’s about implementing ‘not-so-hard’, high-leverage activities that, when done consistently, can lead to remarkable improvements.
Our best ideas:
1. Re-engage a ‘Dead’ Prospect from Six Months Ago (or More)
One of the most overlooked goldmines in sales is your database of past prospects. Reaching out to a prospect who went ‘dead’ more than six months ago might seem daunting, but it can be an effective and inexpensive way to increase conversion rates and revenue. The key here is not to immediately launch into a sales pitch or revive an old proposal. Instead, take an ‘I was thinking about you’ approach and attach an article or a note they might find helpful. No pressure.
And no, you won’t get an immediate sale out of this. But do this 10 times, 10 weeks in a row, and we think you just might.
2. Commit to One Probably Awkward Networking Event
Being out and about is, unfortunately, for us extroverted introverts, the key to sales and business development. But we convince ourselves we are better off having “authentic” online conversations instead of lukewarm white wine and a picked-over cheese and cracker tray at an event we really don’t want to go to.
Trust us, we get it. But this week, take 5-10 minutes to review upcoming networking opportunities for the next month. Identify one event that you’d typically shy away from – perhaps it’s outside your usual industry circle, or it’s a new group you’ve been procrastinating on. Just put it on your calendar, and plan to show up. Get babysitters. Tell your hubby he has to get home early from work that day. Whatever it takes to increase the odds that you will actually show up at it.
Remember, your goal isn’t to walk away with a signed deal, but to make one or two good connections. And maybe learn a few things you didn’t know before you walked into the event. It’s about planting seeds and nurturing your professional set of peeps.
3. Spend 20 Minutes Analyzing What a Competitor Does Right
Understanding your competition is as crucial as understanding your customers. A quick, focused competitive analysis can reveal new trends in the market, how they are approaching a change in consumer preference and overall act as a gut check for if your competitive differentiation strategy still stands.
Set a timer for 20 minutes. Don’t try to analyze everything. Instead, focus on specific, high-impact areas. Browse their website, social media, and ads. What new products or services have they launched? What’s their core value proposition, and how do they communicate it? Look at their messaging – what problems do they claim to solve, and what unique benefits do they offer? Are there any obvious product gaps or weaknesses that your offering could address? This isn’t about copying; it’s about gaining strategic insights to refine your own approach and better position your offerings.
- Tweak One Line in Your Value Proposition in 15 Minutes
Your value proposition is the concise statement that communicates the unique benefits and value your product or service offers to your target audience. We absolutely guarantee that you have learned something new since you wrote it. You asked a new client why they chose you, you got asked a series of questions in a sales meeting you didn’t expect, or you got more or less reaction to a social media teaser that you put out.
Dedicate 15 minutes to critically reviewing or refining your current value proposition. Ask yourself: Do I have a clear understanding of my audience? Do they get what specific difficulty you solve for them? Is it crystal clear how much the solution solves that problem and is different than competitors?
Now, fight the urge to cram in too much information; often, less is more. Even a slight tweak to your messaging can significantly impact how prospects perceive your offering and, ultimately, your conversion rates.
No, these won’t fix your sales pipeline problems. Or turn into a massive new business close. But if done every week or month, it will impact overall momentum.
Bottom line: Sales doesn’t have to mean grinding yourself down. Sometimes the “not-so-hard” moves—done consistently—beat the flashy big swings.
