So, you woke up this morning, looked in your wallet, and decided, or your significant other told you, that you need more income. Unfortunately, unless you’re the Wizard of Oz you can’t just wave your magic wand and make it happen.
There are certain cold hard facts that you need to understand as you move into your personal “income improvement project”.
- If you work for a major brand your target audience is limited by the number of technicians and shops in your territory.
- There are normally only eight to 10 selling hours in each day.
- Depending on the distance you must drive between shops you can only average a certain number of stops per day.
What I’m getting at is that you only have so many hours in a day and only so many people you can see per day. Fortunately, even with those limiting factors, you still have multiple solutions for your income improvement project:
- Close more sales with the technicians you call on now.
- Close sales with the technicians at your repair facilities who are not buying from you now.
- Close more sales of more expensive stuff with the technicians you call on now.
- Make sales calls on Saturday (ugh … OK, bad idea).
- Work on social media posts/emails harder and better.
From my point of view, the best way to solve your income improvement project is to close more sales with your current and prospective customers at your current stops.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.