What to Do If You Have a Down Sales Week or What You Can Do ANY Week to Improve Your Stats

When you are having a down week as a salesperson, or when it is quiet and you have nothing set up, there are a few simple things you can do to drum up business for the week and in the future weeks to come.

These three things are:

1. Referrals.
2. Add-ons.
3. Special Events.

Referrals

Referrals from your existing customers are one of the best ways to get new customers. We have observed that approximately 80% of those referrals will buy from you because there is already a connection established with you from whoever referred them. You should always be asking your customers for referrals but especially during a down week. Call, write, email or ask in person everyone you come in contact with. Everyone always knows at least one person who is looking for something special to buy for a special occasion, engagement or for them. Get in contact with these referrals right away, or better yet, encourage your customers to bring person in and introduce you. Either way get in touch with referrals right away and start setting up business.

A special category of Referral is the spouse or significant other. You should always get their spouse’s (significant other’s) name and address and add them to your customer base. They are important as they may buy something in return or they can tell you to tell “Harry” what to get her for Christmas.

Add-ons

Asking for add-ons from a customer when you already have a sale “in the bag” is one of the easiest ways to increase your sales for the week.

All you have to do is ask!

They might have a special event coming up that they can purchase for now or they might not realize that they must buy a watch winder to go with their new watch.

If you attempt an add-on and they say, “Bugger off jerk!” what’s the harm? Move on to the next customer. If they say, “Oh hell yes!” then you have just added more money in your pocket.

Add-ons do not need to be limited to just one. We have seen Teri add-on 10 items to just one customer by continually showing things until they say no! And then she would ask again!

Special Events

Acquiring special events from your customers is a “no brainer.” (A no brainer means that even Gary Hill, who apparently has no brain, could do it. It would work, even for him, but since he is apparently brainless, he would forget to do it.)

Customer: Hello, I am Jim and I am here to buy something for my wife’s birthday tomorrow. Gary: Hello! I am a perve…Gary Hill. How can I help you? Customer: I want to buy something for my wife’s birthday tomorrow. Gary: Is there a special occasion? Customer: MY WIFE’S BIRTHDAY! TOMORROW! Gary: A wife you say? Does she have a birthday? Customer: Uh, Jesus. No! I just remembered she died this morning. Tragic. But, uh…no offence but is there someone here with a brain that could help me? Gary: How about something for the wife? For her birthday?

Always asking your customers for their birthday, their significant other’s, brother’s, sister’s, mom’s, dad’s, and secretary’s birthdays, their anniversaries, graduations, etc. will give you opportunities to sell. Not asking means you miss out on all these sales opportunities.

All you have to do is ask for these dates, type them into the customer’s file, mail them a special event coupon and then follow up with a phone call. It’s really as simple as that! If you want to really be a successful salesperson, then you should already know what they should buy for their significant other because you made sure to keep track of what that person liked.

Special Events make for an easy sale if you call your customer and tell him you already know exactly what the wife would love to get for her birthday or anniversary and all you need is his credit card.

We all have ups and downs on the sales floor but doing the above three things correctly will increase your sales now and in the future.

Review this policy often. Use it. You will be glad you did.