Do What Your Competitors Won't Do!
by Grant Cardone

A few weeks back we held a very successful webinar titled, "How to Gain Market Share in a Contracting Market". Later, I asked one of my guys, "What did people like the most about the event?" He told me that it was the segment titled, "Do What Your Competitors Won't Do".

Over and Over again managers, owners, and executives were asking for more information about this topic. So lets get a little further into this area and come up with some effective strategies to gain market share while others pull back and cling to ineffective ideas and practices.

Let's look at one area of opportunity that we can all relate to. Prospecting.

The first question you'd want to ask as a manager or executive is "What are my competitors unwilling to do when prospecting?"

Well, believe it or not, from what we've found, even in this economic climate, many sales teams and managers are not consistently prospecting for new and/or repeat business. That's right! One of the most essential and fundamental steps to ensuring future revenue is being severely neglected.

- Calling back unsold traffic
- Setting appointments with leads
- Asking for referrals
- Moving existing clients onto new products
- Mining company database for unworked leads

These are all great ways to generate business and I assure you that your competitors are not using them consistently and effectively.

Right now, management needs to insist that their sales teams prospect for business. It shouldn't be optional and it shouldn't be an afterthought. Advertising and walk-in traffic won't get the job done in this environment!

Last week I was talking with a General Manager who, after listening to my webinar, insisted that their ENTIRE database of leads and customers be called upon with the purpose of selling them product. Extreme? Yes! Unreasonable? Yes! He then informed me that this action led to the highest number of appointments set in one week in over a year. It also resulted in twelve sales!

How many of his competitors are doing that? Very few I think....

Let's commit to taking action on this. Start with putting in a program for management to run with the purpose of gaining market share through prospecting. Doesn't need to be difficult... You don't need a fancy computer program... Just a list of leads, a phone, someone to make the calls and the commitment to do what your competitors won't do.

Share your results with us. We always appreciate hearing about your success!

Have great success,

Grant Cardone
Sales Expert and Author
Call us at 800-368-5771

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