It was a Dark and Stormy Night

by Bob Everlanka

It was a dark and stormy night. The rain came in gusts, pelting the sidewalk and pushing the leaves and debris around. Winds howled and waves surged and crashed along the beach. You get the picture. Bad weather. So what do you do when you are holed up in the office staring out the windows at rain, sleet or snow?

Here are six suggestions that you can can do when you can’t get out in the field that will help you  be more productive and focused when the sun shines and you are ready to go.

1. Review and Update Client Contacts. Pull out your client list and write down your last date of contact. Who did you meet? Are they the key decision maker? Do you have multiple contacts at your most important clients. If you have not been in touch with the key people at your client in the past two weeks, make a plan. Your competition is knocking on their door.

2. Identify inactive clients that have not ordered from you in the past year. Why? This is your easiest source of new business. Do you have a current contact? Why are they not using your product or service? Get in front of these old clients and address whatever issues are on the table and share some news about something new from your company.

3. Review your prospect list. How many of these prospects are legit vs. there is no chance I will ever get this business. Target your best prospects and devote your energy to closing the sale.

4. Organize your sales materials so you are locked and loaded and good to go.

5. Think. Review recent conversations with your clients and key prospects. Is there something you should have said? A question you should have asked? Shoot off an e-mail and reopen the dialogue.

6.Pick up the phone. You are not the only one stuck in the office looking out the window at the weather. Call your clients and prospects. They are in the office.

Even on a dark and stormy night there are plenty of things you can do to set yourself up for sales success.

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