Ways To Create Your Own Luck In Sales
You don't need a four-leaf clover to succeed in sales. The best salespeople believe that success is a combination of good fortune coupled with good old-fashioned hard work. They believe that good luck can happen at any time, so they stay alert for potential opportunities.
Christopher Ryan, CEO of Fusion Marketing Partners, says many sales professionals wish for luck instead of staying the course and putting in the work. While working in sales brings its fair share of happy successes and disappointing losses, Ryan says you can do a few things to turn the tables in your favor.
In this issue of Promotional Consultant Today, we share Ryan's strategies for making your own luck in sales.
Keep showing up. Woody Allen once said, "Eighty percent of success is showing up." However, Ryan says the problem with being in the right place at the right time is that there is no sign that says, "Make sure you show up today. Great things are going to happen." If you are not there (wherever there is), you can't be able to spot or respond to opportunities. The bluebird of happiness is not likely to land on your front porch. Whether you want a job, promotion, partnership or anything else worth having in marketing and sales, it usually works better if you go where the good stuff is happening.
Be visible. Modesty has its place, but you can help it a bit by spreading the good news about who you are and what you are doing, says Ryan. You can do this in person, via phone or through social media. People can't hire you, buy from you, recommend you or partner with you if they don't know who you are. Your job is to stay in front of influencers and decision makers in a friendly yet persistent manner.
Be active. Marketing and sales both require activity to produce results. People who work hard, especially when they go above and beyond expectations, tend to get lucky, notes Ryan. They say that "fortune favors the bold," but it also favors the hard-working.
Build your network. Ryan says he knows people who complain about their inability to find a good job and when he views their LinkedIn profile, they only have a handful of connections and very little activity. If you want to increase your sales, start building your network when you don't need it, and it will be there when you do.
Do good stuff for other people. Make it a point to answer queries, provide references, put people together and take other helpful actions, even if the individual requesting assistance can do nothing for you, says Ryan. Those who help others without expectation often find themselves the beneficiary of unexpected good fortune.
Give 10 percent more. If you really want to get lucky, Ryan advises practicing the "10 percent more" rule. Some examples:
- Make 10 percent more phone calls
- Spend 10 percent more time in front of prospects
- Devote 10 percent more effort to your email copy
- Drive 10 percent more leads from your website
- Allocate 10 percent more time to learning about your profession
If you're waiting for Lady Luck to shine on you, you might be waiting for a while. Instead, make your own luck by doing helpful things every day to boost your sales.
Compiled by Audrey Sellers
Source: Christopher Ryan is CEO of Fusion Marketing Partners, a B2B marketing consulting firm. Ryan has 25 years of marketing, technology and senior management experience.