Sales Creation Tips 2020 - Are you a "Hunter" or a "Farmer"?
- Galvin Ang
- Apr 30, 2020
- 2 min read
Hunter - A person that hunts.
Farmer - A person who manages a farm.
During this period of "immobility" in a mobile world, it does feel strange to be in the current state of affairs. This period where self-quarantine seems to be the norm for the greater good. At least for the next 1 month in Singapore context till 31st May 2020.
But as both a "hunter" & "farmer" in a sales industry, we can still do things that can assist in our daily sales activities. So what are those activities?
Normal Times "Hunting" Activities - Meeting Clients & Prospects in person, Cold Callings, Door Knocking, Visitations and all other Face to Face interactions for greatest self-marketing efforts.
"Farming" Activities - Clients & Prospects Review Systems, Clients Appreciation Initiatives, Email Marketing, Updates of clients current portfolio and many more.
In short, keep moving in the direction of your year end goals and stay positive.
As a hunter, we are always "hunting" for new prospects and building up our clientele base. But in current times, when everything seems to be at a standstill, it is time to take some time to re-look into your "hunting" tools. Your "hunting" tools are your skills & knowledge in the industry. There are always more skills to acquire & more knowledge to learn everyday.
Are you at the top of your game within your peers?
If not, why?
Use the 5 Whys Problem-Solving Method and you will get the answer. (See video link below)
In summary, you should be doing more "farming" than "hunting" given the current circumstances. Of course, you can still be in hunting mode if there are opportunities to meet new people to share your knowledge.
For the rest of the world, "farming" is a good way for you to plan your harvest in the later part of the year. What do I mean by this?
"Farming" activities for sales consultants - New & Veteran
1. Re-look into your weekly work schedule and make sure there are at least 60 hours of work allocated per week in your first 3 years in this career.
2. Split your hours into Prospecting, Field & Office - 30%, 50%, 20%.
3. Hone your skills & knowledge in an area of interest to you. (Work-related - Example, Savings & Investments)
4. Sending out helpful & interesting messages via various social media channels or Whatsapp for personal branding purposes.
5. Do your potential prospects mind-mapping on a big piece of A2 paper. (Relatives, Friends, Schoolmates, Ex-Colleagues, Hobbies Mates)
6. Invest more time with your clients or prospects that are willing to talk to you to build high quality relationships.
7. Keep prospecting via non face-to-face methods - Email marketing, Social Media Presence, Tele-Consulting and Video Calls.
8. When this challenging episode is over, time to do your harvesting.
The 5 whys method
Final words, be both a hunter & a farmer.
Have a great year in 2020.
Performance Coach, Galvin Ang
Comments