Plan a Blitzkrieg

Blitzkrieg is the German word for “Lightning Strike”. This is a concentrated period of intense and continued attack directed toward a specific objective. In business, that objective is usually a burst of sales resulting from an extraordinary number of customer contacts made in a short time period.

An effective blitzkrieg can develop as many leads as would normally take months to develop. Not only can this add a much-welcomed shot of revenue, but it serves as a tremendous motivating force to recharge and realign discouraged sales team members.

Good planning is essential for a sales blitzkrieg. Determine exactly what is to be accomplished by the attack, who is to be contacted, what interested prospects need to do next, and how long the blitz will last. Measure your success, and compare results of everyone making blitzkrieg sales calls. Also be sure to track results from campaign to campaign, and create a benchmark that you can use to estimate the value of future blitzkrieg campaigns.

The best way to ensure a successful campaign is to build your blitzkrieg around a strong hook or message. Tie your call in with a new product or service offering, store opening, sale, or other special event. If there are more people than just you calling, motivate your team by providing incentives for developing certain numbers of leads or reaching pre-determined sales volumes.