In this episode, Neil continues to unpack the methodology around building a constant stream of new business. Early on, he highlights the fundamentals of successfully securing new business: being able to build a working plan and being prepared to do what’s required, when it’s required.

Neil then explains the steps needed to build a working plan, that revolves around your territory plan. He dives into the metrics of a territory plan and how to maximise your productivity. Finally, he concludes with a simple formula that explains how many new opportunities you need to be in contact with, so that in-turn, you’ll regularly achieve your monthly new account budget.

Throughout the episode, Neil focuses on how to identify and secure New Business that’s a good fit for you and your brand – no matter whether you’re selling to Beauty Salons, Skin Clinics or owners of Hairdressing Salons or Spray Tan Salons.

In this episode you’ll learn:

How to build a new business acquisition plan that delivers results
How having a plan and consistent effort, achieves results
Examples of unproductive sales territory plans
The specific steps required to build your new business territory plan
The metrics and key numbers you need to calculate for your territory
How to calculate the number of new business contacts you need each month, to regularly achieve your new account target
What role your self-management and personal discipline plan in achieving your goal

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