Whether it’s a system for making a cake, studying for an exam, processing payroll, or interviewing for a job, there is a process that we can adopt to improve our results and give ourselves the best possible outcome. And we do this because it works.
So why would you have your firm go about marketing your services without a system? Building your practice without a sales system is like driving your car with your eyes closed.
Think about it, would you sit for the CPA or EA exam without a process for studying? Would you make a cake for Thanksgiving dinner without a proven recipe? For you golfers, do you putt without a tried and true routine? Of course not…
What is a Sales System?
A system is simply a series of steps designed to achieve a specific result. It contains a set of principles, processes, strategies and approaches to deliver results day-in and day-out. It is far more effective than that “fly by the seat of your pants” approach we discussed earlier.
Not All Sales Systems are Effective
Because our world is constantly changing, it’s important to keep your sales system current with today’s marketplace. With the internet and do-not-call lists, a dusty old sales system from yesteryear won’t cut it today.
If you are serious about growth, here are three systems that are imperative for growing your practice:
1. System for Lead Generation
2. System for Converting Prospects
3. System for Selling More to Existing Clients
The easiest way to develop a sales system is to learn it from others who have more experience with marketing and selling techniques and have tested their effectiveness. And after you implement a system, you’ll soon realize how much easier it is to consistently grow your practice.