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so you're a new sales guy at a manufacturing company or you're new into sales or fresh hire or whatever what are the first steps that you should take when you're trying to plan out your sales strategy and what you want to hit who you want to go after and what you [Music] [Music] the first thing you need to do is start with your existing customers so get a list of your existing customers and I want you to rank them a B and C or one two and three and go through it with whoever has some knowledge on the accounts or has some experience don't just take one person's word for cuz a lot of times that's not right one person may say there's no growth potential there with that customer and that's just that person's opinion they didn't actually put in the work to figure it out so first thing take a look at your existing customers put them on a list talk to some people rank them and figure out who has potential to grow so once you figure out who has potential to grow now you can prioritize who you're gonna start meeting with who you're gonna reach out to who you're gonna schedule scheduled conference calls with take a look at the the current stuff that they're doing take a look at any sort of quality issues that you have or complaints or any sort of historical data that you can get on that particular account and now you've got your marching orders to go into the second step step two you need to try and sell people that you didn't close before so selling the unsold you've already done the work to get somebody's attention previously or your company has if you're somebody that's new you've done the work you've gotten the attention you've got an opportunity to quote something a lot of times most sales people don't follow up enough pass the first few attempts to really close the deal so you need a circle back and get a list of all of the different people that you guys have quoted I typically say go back three years hopefully your company has that information and you can access it and start to put everybody down on a list the reason why you want to start with those people and reach out if you're new to the company or if you're new to sales at that company you can come in as a fresh face a lot of times you're gonna realize that a lot of these people might have left if it's been a few years or or have moved on to a different role and they're not the right contact but basically what you're trying to do is say is say that we've we quoted you a couple years ago or recorded this to you you wanted to check on the status of it that's kind of a Hail Mary to see if it's still even active but it's just a way to ensure reintroduce yourself if you're new or if you're handling the count for the first time maybe was a different sales guy just get back in front of them like I said you've already done the hardest part which is to get the attention of the person don't just give up and quote something and then nothing ever happens from and then you're like oh you know I guess that person is not interested keep following up with them so now that you're going through this process again get back in front of them and then qualify them again they know they know who you are they remember who you are so at least as a company level maybe not necessarily the individual but they remember the company possibly or you can at least reference hey I quoted this this was a project they will accept a phone call they will accept a personal visit don't just shoot them an email and say hey following up with this I'm new to the company or I'm new to the account wanted to see what the status says don't do that because if you shoot somebody in the email and they they can very easily hit you back and say oh that's dead I don't have any interest in them boom they're out so you need to try to get a call set up or just pick up the phone and call them or preferably a personal visit setup or pop in there if you have to if nobody's responding but first step try and get a call or a personal visit just revisit those people because it's so important that you may have a goldmine of potential pipeline opportunities that you can close much quicker because there is at least some sort of transactional history whether or not it was just communication transactions or you can come in as a Savior and say you know yeah hey you know John he really didn't do a good job that's why he's not here anymore I'm taking over this now I want to service you as a salesperson I want to follow up I wanted I want to see what we can do to help you guys out but going after those those people that were not sold selling the unsold so important and most companies just write that off as you didn't close them so it's no point of going back now those are just two of the tactics that you can use when you're new in sales are new with the company now a lot of times in manufacturing sales you know maybe you don't maybe don't get any existing house accounts maybe you've got to come in as a hunter maybe you don't get to talk to anybody that you've quoted activity for because the whole reason why they brought you in was to bring in connectivity if that's the case we'll cover some some other tactics that you can use in different blogs moving forward but for those guys that already have at least some activity you don't have to start from complete scratch you know once you get these these two lists together and you've got a good base of people to go after once you start going after them now comes in to follow up which is the most important aspect of it is that you've you've called them they have an answer you email them they have an answer you've emailed them 12 times they still haven't answered you'd call them left some messages not calling you back you stop buying them personal visits they're not responding you have to get creative with your follow-up that's where have to get to a point where maybe you're going into it from a LinkedIn standpoint extremely effective messaging I'm on LinkedIn hitting them asking them to connect with you on LinkedIn or you have to send them something in the mail but you have to get creative to where if somebody is not responding to you and you know for a fact that's kind of the first thing is you know for a fact that they use your services or your products or what are your competitors products and there is some pre-qualification that you've done there mmm if you know that then continue to not give up continue to push through and get creative with your follow-up now one thing is don't try and sell to the unsellable if if you don't know that then now you're just wasting your time you just spin your wheels if you don't know that they're in the market for what it is that you do services or products then essentially you're you're just gonna be you know hitting that brick wall over and over again and getting frustrated so if something comes up to where they're not a good fit for you or you're not getting through and and you don't know for certainty that the user product then just move on to somebody else you know hit them up six weeks later eight weeks later move them push them down the cycle contacting lists throwing on a drip campaign for email automation Pokemon LinkedIn and just at least you're in their feet at some at some point but the follow-up and the methods that you use that's what a lot of people just drop off and say I tried calling them twice or you know will talk to clients and say well what have you done to follow up and it's I've called them left in messages yeah but if you try to twelve other ways to do it so once you get those two things organized be persistent be consistent those are two things persistence and consistent keep following up don't overly follow up to where you're just an annoyance but don't just write people off you know put them in some sort of drip campaign automation and that'll get you going down the right path so as always guys like share comment subscribe if you want to know about hunting and how to get new people that you've never even talked to or how to find new people that you can sell to that'll be definitely in another vlog I've gotten a couple of messages recently about guys looking for some hunting tips on how to bring in new prospects into their pipeline so stay tuned to the next ones way boys and no Navy sweaters ball cap all my cuz sometimes I listen to mustache so much you just trying to keep just