Sometimes I have random surges of sales & business thoughts rummaging through my head. These ideas bounce around my cranium like ping pong balls until I can get them out. When this happens I will occasionally do a brain dump to relieve the pressure. 

If you follow me on social media, you likely saw this on LinkedIn or Twitter already, so I would like to formally apologize for the double up. They say repetition is the mother of all learning, so maybe it’s not a bad thing after all. 

Here is my official brain dump on how to grow sales without creating any type of business or marketing plan. By the way, you should still have a selling strategy, and you will need a really good product or service too. But following these rules will help you grow sales in spite of having everything else perfected. 

  • Respond to your customers right away. Even if you can’t get to them immediately, let them know you’re working on it with a quick email or text. 

  • Ask your customers what they want/need, then give it to them. Make sure you listen well and get their order right.

  • Offer options that your customer may not have thought of, or will keep them out of trouble, but only after you've asked a lot of questions. 

  • Don’t be afraid to tell your customer that you don’t have the right product or service. Then send them to the best place to get what they need, and give them a contact name and phone number. Do it, not because it will create more business for you down the road, but because it’s the right thing to do.  

  • Say please and thank you, a lot. Thank your customers for each order. Remember, they have a lot of options. Make sure your customer feels good that they gave you the PO.

  • When you make a mistake, own up to it immediately. Specifically say, “I’m sorry. That was my mistake.” Then fix the issue as fast as possible. You’re not fooling anyone when you don’t admit fault. Your customer knows it was your mistake, and if you don’t admit it, you look bad. 

  • Throw something in for free every once in a while. Give your customer an upgrade, or cover an unexpected cost. 

  • Catch up with your customers like you would a friend. Don’t ABC. 

What do you think? Did we miss anything?

Let me know your thoughts by commenting below!


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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