Diva Sales Tips

Before I launched The Sales Divas I was in sales and management for 2 of Canada’s largest national television networks. (For 15 years and I had massive success!)

And ohhhhh boyyyy – I had some amazing customers!  (In fact, some of them were GIGANTIC)

In my first few years of selling …I was STOKED by these HUGE clients and I spent most of my time on them.  I was lunching with big-time advertising agencies and loving every minute of it.

(This of course, led me to make the BIGGEST MISTAKE I ever made in selling…it was like I was about to collapse in a hole and DIDN’T KNOW IT)

My Biggest Mistake?

I forgot about the “littler guys.”

The smaller companies/people who had significant money to spend but they weren’t as sexy and glamorous as the BIG MONEY I was making from the large corporations and ad agencies.

In fact, the “old boys club” really encouraged you to DROP the “little guys” and only focus on the biggest accounts.

Until of course…..something happened to one or MORE of those big accounts ie/ They switched to a new network, your connection was fired or jumped ship, they shut down a division, they went bankrupt etc.

You get the picture.  And pretty soon my BIG CLIENTS shriveled and sizzled down to nothing and I was in full-scale panic mode!

Because when you were in straight commission sales as I was….no money means no food on the table.  Eeek!

Are You Making One of These 2 BIG Mistakes?

I learned a hard lesson all those years ago and from that moment on – I always made sure to have different levels of customers in my “pipeline”. (Remember -in order to make a turkey sandwich – you need some bread and butter and NOT just the turkey!)

I’d bet you’re either focusing all your efforts on:

• A few, big-scale customers. (You don’t have ANY “littler guys”)
• Many, too-small customers (who put together wouldn’t give you enough money to buy a sandwich.)

What can I say? DON’T DO IT.

Relying on just a few large accounts makes you very vulnerable.

Relying on too-small customers who can barely pay anything makes you exhausted.

You need a mixture of large and medium (A medium is a “littler guy” to me)

Remember – “littler companies” have a tendency to ALSO GROW into bigger companies too!

My Diva Dare Question For You?

Are you well-positioned with your customer base or are you on “shaky ground?” with only a few heavy-weights or a kazillion puny customers?

Time to figure it out lady.

So there.

Love from Your Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!