Do you need to generate more sales urgently? If so, you’re not alone. Many businesses face the challenge of needing to generate revenue quickly, and it can be a stressful and overwhelming experience. However, with the right mindset, strategies, and actions, you can overcome this challenge and achieve your sales goals. Invariably, as an MSP process consultant, one of our newer clients will ask for help in adding more revenue. Our usual response is to coach them through our sales and marketing playbook. This includes concepts such as developing and illustrating a proven process and creating marketing lanes that cause suspects to volunteer as prospects so you can apply your proven process. Once I start down this path, this demographic says, “Allen, I meant I need to make more sales NOW.”
Oh, well that’s a very different approach. The title is more than just clickbait. It is the example. You see, I have capacity to fill, and every day I don’t fill it, it’s an opportunity cost. I know my marketing systems will fill it eventually, but I want it now (don’t we all). So, I did “this.” Not just wrote this article, published it, and promoted it, but also many other things. Spoiler alert, I ACTED!
Before we hit the NOW button, if you don’t have sales and marketing systems, you need to start working on them, even if it’s just some progress every week while you work the below steps. If you don’t, you’ll be working the below methods forever. We are not going to hide the evidence from you: these methods are effective, but not efficient. Your marketing systems will eventually produce more engaged clients who want to talk to you and buy your services, but it takes time over target. Knowing the required effort and activity to make sales now, we can start with activity that is close to the money and work our way out.
1.) Shift Your Mindset
While it may be Sales 101, don’t forget that desperation stinks and prospects can smell it from a mile away. These activities are not designed to say, “Will you buy from me.” Follow basic sales principles, such as developing rapport and adding value at every interaction. Shift your mindset from one of desperation to one of opportunity. Remember that the purpose of all businesses is to fill a need and that money is simply a by-product. This will help you approach the situation with more confidence and creativity.
2.) Follow Up on Past Leads
If you have had any interactions in the past with a contact or a prospect, now is the time to reach back out. Whether via email or phone call, a lot has probably happened since the last contact so don’t assume they are in the market for your service. Instead, contact them to find out how they are doing. Be specific if you can. If you have interacted before, leverage that knowledge. Do not offer them services. See how they are doing and start the rapport back up. You’d be amazed at how many times the contact will recognize you and go “Oh yeah” and voluntarily ask you for more information about how you can help.
3.) Leverage Your Network
One of the most effective ways to generate more sales quickly is to tap into your existing network of contacts. Reach out to people you’ve met at networking events, colleagues in your industry and clients. Don’t be afraid to be direct and ask for referrals or introductions to other potential clients. Even better, offer them a referral or an opportunity to learn more about each so you can refer mutually.
4.) Re-engage Your Past Clients
Don’t forget about your past clients. They already know you and may have left for greener pastures that weren’t; they may be very receptive to your contact. Reach out to them and see how they are and if they have any upcoming projects or needs that your products or services could address. Consider offering them a special promotion or discount to incentivize them to work with you again.
5.) Focus on Your Centers of Influence (COI)
Your COI refers to people or organizations that have influence over your target clients. For example, if you’re an MSP targeting small businesses, your COI might include accounting firms, business consultants, and other professionals who work with small businesses. Build relationships with these COI and see if they can refer potential clients to you.
6.) Be Seen
You need to remind everyone you still exist. I know that I sometimes crawl into my work hole, nose to the grindstone, and forget to be seen. Go to networking events. Hit that coffee shop or golf/yacht club where your prospects and clients go. Being in one of these places while dealing with your email may just get you seen by the right person.
7.) Use Social Media
This is last for a reason, but certainly makes the list. Social media can be a powerful tool for generating leads and closing deals. I’m not a fan of organic posting (posting to your own profile or your company’s profile), but you should still do it. It is better to participate in online forums and groups where your target customers are likely to hang out and engage with them by sharing helpful content and answering their questions. The reason for it being last is we also tend to hide behind social media and not engage specifically and meaningfully. Get in there and add value!
Generating more sales quickly requires lots of actions. While it may not be the most efficient use of your time, sometimes we just need to make sales now, and these activities will cause sales opportunities to break loose. By leveraging your existing network, social media channels, COI, and past clients, you can increase your chances of closing deals sooner and growing your business.
Don’t hide behind your sales and marketing systems and don’t neglect them either. If you need more sales now, take immediate action and get to work!
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Allen Edwards is an accomplished entrepreneur, speaker, MSP process consultant, and author with a keen interest in business. He is the founder and CEO of Eureka Process & MSP Hire. Eureka Process is a leading consultancy firm helping IT businesses optimize their operations and achieve substantial growth. MSP Hire is an IT recruiting and screening firm focused on MSPs.
He obtained his first IT job before starting and receiving his Bachelor of Science in Computer Science. Within six years he had moved from entry-level PC builder to networking manager, before founding his own IT firm. His business went through a successful sale ten years later after which he led two other IT firms.
With his knowledge and expertise, Allen founded Eureka Process in 2017 to provide comprehensive business consulting services to IT firms. Over the years, he and his team have helped 100s of IT firms across the world achieve significant improvements in productivity, profitability, and customer satisfaction.
Allen is known to be a skilled and passionate communicator and he believes in fostering strong relationships to help everyone achieve their objectives. In addition to his work at Eureka Process, Allen is an active member of the local and IT communities. He regularly speaks at conferences and events on topics related to entrepreneurship and leadership.
Allen enjoys traveling, skiing, mounting biking, scuba diving, and running with his wife. He also enjoys video games without her.
