So you finally decided to start following up with your customers. You have the inventory to sell, a list of customers to call, staff to do the calling and a calling script. Great! but how will you track progress? Do you have a sales goal? Is the campaign effective? Does the offer make sense to the customer? Reporting is a major piece of the puzzle when you are trying to manage a calling campaign. Here are a few things to consider when tracking what is most import.
Category: Managing Staff
Mar
“It is more powerful to be able to ask great questions than it is to have all the answers in the book.”
During my sales training sessions, I will say this at least twice and more often than not—repeat it three or four times. Perhaps it may seem counter-intuitive, but if your customer is talking more and you are talking less, you are on the right track to sell wine.
Feb
“You teach what you know, you create what you are.”
-Ancient Sufi Proverb
Some people might think that motivating your sales team is all about pumping them up and cheerleading. And they might go on to believe that they just can’t do that – it’s an act that doesn’t fit with their personality or style. But true motivation comes from actions that everyone can take and still act with authenticity.
Feb
The holidays are over and spring is fast approaching, which means it’s time to start thinking about your spring promotions. Calling your customers in the spring is important as it will:
- Help you keep your database up to date
- Build a stronger relationship with your customers
- Engage customers that don’t buy as often, giving your customers another opportunity to buy your wine
Have a plan. Wineries that organize spring calling campaigns see better sales when the holiday’s come around because they were able to update their database by calling before the holidays hit.
Oct
That was fast! Year-end is almost here and you are swamped with harvest, club shipments and holiday sales. Your customers are stocking up and the big question is, “will it be your wine they buy?” There is still time to call the top customers, show them some love, tell them a story and get their order in (as they are busy too). Here is what you need to do: