My wife and I are growing our first garden this year. Well, our first garden together.
I remember I used to help my mother in her garden and even planted my own sunflower that grew to be 1.5 stories tall.
It eventually broke in half by the weight of the gigantic flower on top. Not even kidding.
But gardening has a lot in common with nurturing your leads and customers.
There are a lot of factors that come into play when you want to make something grow in nature, and many of these factors translate into the professional world and how we act and interact with those interested in or in need of our products/services.
Nourishing your customers into a lush garden
1. Nutritive Soil
When growing a garden, the most important thing you can have, apart from the seeds, is good soil.
You can buy it, you can raise it, you can mix it and match it, but you need to have a good bed for your seeds to be able to feed and hold strong.
In sales, this means finding the right company culture and training your staff to follow customer service and customer experience procedure.
You want your sales soil to be free of rocks or anything that could hinder growth, and you want to make sure that it is a solid foundation where the seed will be able to take root and remain strong.
Once you have the place and the foundation set, you need to plant your seeds. These seeds are your outreach efforts in bringing new leads to your business.
With a nutritive soil, more seeds will find success in sprouting towards plant-hood and less will welt and die (in the sales sense, of course).
One of the 3 most important steps towards cultivating great customer relationships is water.
Water liberally and frequently, but without drowning the customer.
This is your sales pitch, your follow up, responses, correspondences, and interactions you have with the customer to move them every day a little bit further towards a sale.
Don’t let the seed or sprout dry up, use CRM to set follow up tasks and notifications and make sure you hone your process to provide your leads and customers with the water they need.
But it’s very, very important not to drown them with too much, as well.
As you move through the sales process, you’ll find doubts, ifs, ands, and buts along the way. Your leads won’t be sure or will have something that gets in the way of them saying, “yes.”
This is where you need to make sure you can identify the weeds in your garden and pull them out by the root.
Look for what those weeds are on a high level, try to find patterns, and see if you can address those concerns on your company’s website or within your outreach/marketing messages to cut down on weeds in the future.
When gardening, a lot can be done with your bare hands, but having gloves and tools really makes the job easier and more enjoyable.
Using CRM to manage your sales processes and operations will help you stay organized and make managing the process much more enjoyable.
That’s right, managing your sales process can be enjoyable.
Adding tools to help automate your process, create tasks and notifications, track and follow up with customers will get you further with the same amount of effort.
Part of growing a thriving plant means knowing where to trim in order to form the plant and help it grow even higher.
Trimming your process to hone it based on past experiences and data you’ve accumulated will allow your sales team to be more effective and achieve higher close rates without increasing the team size or level of work.
Find ways to fine tune your process and execution along the way and you’ll see your sales numbers grow even further.
The only thing left is to collect the fruits of your labors.
It’s your hard-earned nectar that even provides its own seeds to help your sales garden grow even further.
Take what you’ve gained from your current fruits and start planting some new seeds, spreading some water, and perfecting your process to nurture your customers.