Creativity in Sales (Your Secret Weapon)

Gaining attention is the first step in the sales process.

You need to get your buyer’s attention before you ever gain the opportunity to speak with them, never mind sell them something.

The question then is, what gets the attention of today’s busy buyers?

Everyone is so busy, distracted, and focused on the challenges in front of them.

Unless your product or service is an immediate need, chances are you’ll be dismissed or ignored until your buyer needs whatever it is you sell.

That is, if they remember you.

Here are some strategies that my clients are using right now that are gaining them attention, and plenty of it:

1. Couriering something direct to their buyer that relates to their product or service.
2. Using a sequence of physical mail pieces including postcards and lumpy mail.
3. Stopping by their buyer’s office (only between Tuesdays and Thursdays).
4. Gaining referrals from their existing or past clients to new buyers.
5. Participating actively in associations their buyers belong to (i.e., joining committees).
6. Running “lunch and learn” events in person that include several of their buyer’s peers.

Notice something here?

None of these include using the phone or email, other than possibly #6 to share the invitation.

Why are these strategies working? Well, there are several reasons.

They are different from what competitors are doing. (Their competitors are sending multiple emails.)

They offer something of value to the buyer (before ever asking for something – like a meeting – in return).

They are unique and creative – piquing the buyer’s interest.

Sales is a numbers game. But the goal is to MAKE SALES, NOT MAKE NUMBERS.

So, stop worrying about how many calls or emails you send, and instead use your creativity to find a way to stand out and gain the attention of new buyers.

Best,

Shawn

Sales Resources:

1. Interesting in discussing having me speak at your next event? Contact me here.
2. Looking for more in-depth sales training and sales strategies? I publish new blog each week. Read my latest blog here.
3. Want a copy of my latest book "The Unstoppable Organization" ? Grab your copy here.

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