Sales staff and the self-employed know them: the acquisitionprocrastination. But "No (new) Customer“ isn’t either Solution! The unpopular acquisition of new customers is simply part of it. So how can the acquisition frustration be converted into acquisitionLust transform?

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No customer hole to arise

"Right now I've had enough customers', 'I'll do that tomorrow', 'I have too many other things to do right now', 'Today I don't feel able to have such difficult conversations', that's what it sounds like when salespeople put off their new customer acquisition . Although it is urgently needed. In order to grow, but also to "survive" in the long term, the existing customer base must be constantly expanded. Because a certain loss of customers also takes place permanently.

Customers switch to another segment, give up or give up their business for age or other reasons, or simply switch providers. So that there is no customer hole in which the Turnover is about to fall prevention hip, trendy, popular. And that means making new contacts that open up new sales opportunities. If one or more regular customers do fall victim to the turnover, the effects will be less threatening with a broad customer base. So it makes perfect sense to view new customer acquisition as an activity that is part of normal everyday sales.

Procrastination: What's behind the acquisition aversion?

We People want to be liked and fear rejection from others. The Anxiety of many sales people and entrepreneurs, aNo' to collect means that they do not bring about such a situation in the first place. A "no" is often perceived as personal and our self-esteem takes a hit. a healthy one resilience against current rejection and the ability to concentrate on the substantive reasons is necessary so that the acquisition does not become a burden.

A way of thinking like: "Great, another 'no', soon I'll have fulfilled my 'no quota' for this week and then the 'yes' will come!" helps. Without perseverance and self-discipline, however, it is not possible. Success in acquiring new customers is based on perseverance, even if it is sometimes tedious with your Sales-Persevere in activities. Another reason for passivity is a lack of a sales strategy: if you don't know who to address with which hooks and appropriate arguments, you'll have a hard time. Clarity about your own valuable offer and why the soon-to-be customer, that is Objective- or desired customers who have no idea that they could soon be a new customer of the acquirer will benefit from it, ensures a secure and motivated Appear.

The seller's drive as a key to the sale

The personal drive for acquisition decides whether customer acquisition is carried out with pleasure or frustration. In the Motivation lies the key for the Success. It is therefore essential to first think about it and ask yourself:

In many companies, new customer and sales targets are set externally and controlled by sales managers or management. This leads to a classic “away from motivation” because the sales rep wants trouble with his Executive avoid or even fear losses salary.

Motivation through the sense question

In order to achieve a "towards motivation", i.e. the sales and new customer goals positive Conferring attraction helps answer the Sinn-Question – for the Employees yourself and for the company.

Examples of meaning for active sales can be: Future viability of the Company, secured Workplace, more freedom in the design of sales work, Contact to interesting people, personal success, self-confidence or wishes that can be fulfilled with the salary.

Activity goals instead of outcome goals

Goals create clarity and measurability. Sales here are no different from other areas. It is important that goals can be achieved. My practice tip for acquisition goals is to set activity goals rather than goals.

So instead of “We're gaining XY percent of new customers this year”, rather “Every sales employee addresses XY new customer contacts per week”. Pleasure instead of frustration arises when these goals are realistic and at the same time somewhat demanding. In addition to the question of meaning, rewards, a Team-Challenge or other positive events may be linked to the achievement of the acquisition goal. In any case, the goals should be attractive to everyone involved.

Visualize motivation

Entrepreneurs or the self-employed are of course more likely to have one intrinsic Acquisition motivation as employed sales representative. To get this drive not just cognitively increase, a tip from Happy Sales helps:

Make a motivational poster, a so-called vision board, to show the positive effects of active selling visually and thus more emotionally. Who presents his goals so vividly Eyes can tackle the active acquisition of new customers with much more self-confidence and enthusiasm. The efforts will soon be rewarded with the first successes guaranteed by this new positive aura.