YOUR TERRITORY , NOW WHAT ?

Firstly may I apologise , if you got here by thinking that by submitting your email address , receiving "free" newsletters and then eventually reading a long sales letter and paying $49.75 for something that was $187 yesterday, this is not the place to be.

This blog is about WINNING at SELLING, the GUERILLA way, and I can assure you it is hardwork , but get it right, and it produces riches beyond compare.

Did you see Lewis Hamilton, wow, dedicated, passionate, an “I will” attitude, controlled and planned, playing the NUMBERS game – guess what?

HE WON AGAINST ALL ODDS

Enough of these words, it is a numbers game. By now, you should have identified your territory!!!!! Can you see it?

CRM V TERRITORY

It is essential that you grasp the difference. A CRM is an abbreviation of Customer Relationship Management; it is not in the majority of cases, a database that accurately reflects your territory and thus your opportunity.

A CRM records the relationship between your company and it’s customers and can only be as good as the information input that it gets – i.e. Rubbish in Rubbish Out.

Remember – We are going to earn a six figure sum, we won’t get there if we allocate too much of our selling 100 to data input. I know of companies who regiment CRM update and guess when they dictate it to be done? Yes, you are right IN PRIME SELLING TIME.
CRM is a tool and like all tools will only be as good as you maintain them, but there is a time to do it, I would suggest that between 0830- 1730 is not that time. I hope you agree!!!

Moving on swiftly, How often have you driven past XYW Ltd, gone back to your CRM and it’s not there?

How many other XYW Ltd’s are there?

You must ensure that whether it be by Excel, some great sales software system (do they exist) or my preference (showing my age) a simple ruled hard back note book – these do not rely on batteries, do not crash, are easy to turn on and very portable. YOU MUST IDENTIFY AND RECORD YOUR TERRITORY,THAT INFORMATION MUST ALWAYS BE WITH YOU.

I have seen , and in one particular case am witnessing it now, people who could make great salespeople, but won’t be because

Think they know it all – if they did why aren’t they retired at 40 with Ferrari's in the driveway of their mansion
Think they can hold all information in their head
Are not planned
Have no attention to detail
Have nothing to reference to


I HAVE GOT MY TERRITORY , NOW WHAT ?

Define its parameters, if it has not been done for you already. Let us assume Zip/Postcode defines it.

Identify users, if you have a CRM, great, if you do not?

Go to your Accounts Dept and see who is paying you. Even if you have a CRM it is a useful cross check, remember your predecessor may not have been as diligent as you in maintaining it.

Now, look at your “Users”, this is the sneaky bit, the Guerilla bit. Profile the users, by product, what have they got in common? Does a particularly sized company use a particular product, is what defines the product the industry sector, is it age or gender related?

The list goes on , but there will be a way you can segment and identify who buys what and why?
Now apply the profile from above to your non – users and split your non-users accordingly

NOW YOU CAN SEE YOUR BATTLEFIELD, WHERE VICTORY IS YOURS, THIS IS WHERE YOU WILL GET YOUR 3 UNITS PER WEEK, THIS IS WHERE YOU WILL FIGHT WITH YOUR 100 OF ENERGY

The next post will begin to pull the threads together , irrespective of product, territory, user or non-user ......................