Be Proactive! You Can’t Afford to Wait for the Phone to Ring Anymore! By Ryan Stroup, Sales Manager, LandOpt, LLC

Order Taking vs. Proactive Sales You decide…

Order Taking vs. Proactive Sales You might be an order taker if… You anxiously huddle around the phone waiting for it to ring You blame the customer for just not realizing what it costs for service of this quality You constantly try to please the customer and feel as if you are chasing your tail When revenue begins to decline it must be the economy

Order Taking vs. Proactive Sales You might be proactive if… You are sharing your experience with someone that has never heard of your organization before You have identified the ideal customer and are seeking them You clearly define the scope of services that your organization is confident in delivering You apply the right energy at the right time

Proactive Defined Key components Key Actions Making the change Closing Agenda Proactive Defined Key components Key Actions Making the change Closing Q&A

Definitions Proactive (of a policy or person or action) controlling a situation by causing something to happen rather than waiting to respond to it after it happens Acting in advance to deal with an expected change or difficulty Being proactive is about being anticipatory and taking charge of situations

Today’s Context Context Sales Focus The setting in which an item of information appears Sales Focus Revenue vs. Sales

Order Taking Challenges Unpredictable Market Driven Customer (attempts to) define Solution Price Terms Creates a no win environment

Rewards Proactive Sales Predictability Applicable in all market conditions You (the professional) define Solution Price Terms Creates a system that can be managed

What is Proactive Sales? Not a BAD thing Defined process Apply Right Energy at the Right Time Allows a team approach Sales Plan The proper inputs will result in proper outputs Proper team member Mindset of the hunter

Proactive Sales Key Components

Process Clearly defined steps Application of resources at appropriate time Leverage expertise & knowledge to gain confidence Enhanced negotiating power Creates a customer that is truly excited to engage in services and values what you provide

Plan your work, Work your plan Sales Plan Plan your work, Work your plan Ratios – know them Leads 3:1 Intro 2:1 Verification 1.25:1 Proposal 1.5:1 Overall 10:1 Monitor results

Proper Team Member Physiological profile Build Provide Hunter not farmer Build Relationships Confidence Provide Solutions Negotiation

Proactive Sales Key Actions

Application Transformation Art not science Requires Strategy Willingness Discipline Systems Culture Solutions

What is Culture? Culture Empower your team the tastes in art and manners that are favored by a social group Empower your team with the tools, processes, training and support necessary to become a Customer Driven Business

C B A Systems Create or Invest P.S.A. Consider return on investment Be sure to include risk P.S.A. Proven Scalable Applicable A B C

Transformation Making the Change

Transformation of Your Team Implies a major change in form, nature or function Requires a significant investment of time, effort, resources and leadership to ensure adherence to the new way of doing things Do not take lightly

Proactive action Closing

Three Legged Stool Proactive culture Selling is only one piece Customer care Delivery Internal

Why Apply a Proactive Culture? You control Sales volume Quality of customer base Profitability Future You are Responsible for your success No excuses

Recap People don’t like to be sold… They like to buy… People do not buy products & Services… They buy outcomes… This is a journey with milestones not a destination…

Q & A Discussion

Are you a contractor that reluctantly went into business? Ask yourself… Are you a contractor that reluctantly went into business? Or Are you a business person that enthusiastically chose contracting as your career?