Easy wins don't typically happen when you want them to. Generally they evolve after sometimes several months or several years. The easy win often happens in "the garden". That is, planting those sales ideas with your prospective client can start when you tell them what you do and hand them a business card. Just like any garden, some of those seeds sprout and some do not.

I recently met with a large dental practice about the services I provide. The office manager called me to set the appointment. During my meeting I asked her how she got my name. She indicated that I had given her my card at a human resource meeting two years ago. Little seeds grow into easy wins!

Soft Sell Works Best!
Early on in my sales career, I learned that easy wins don't often happen when your desperate. Your prospect can sense that you need to make that sale now. "Arm-twisting" is never a good sales technique and usually results in the client either not retaining the product or not retaining YOU.

Give Them What They Need!
The easy win comes through acting on an advisory capacity in that you are helping that client achieve a solution to their problem. A good friend in sales told me that I should never worry about how much commission I was going to make by meeting with a client. But, that I should concentrate on solving his/her problem and provide the best service possible. Build the relationships and commissions will come!

Service Always and Often!
Another important chapter in the easy win, is service. Once you have your client, you need to always take care of them. Returning a phone call, or email, and taking care of their issues immediately can develop an easy win in the way of referrals. I'm not good at asking for referrals from my clients, but the service I provide them generates calls from friends and associates. That feeds on the final piece of the easy win puzzle...

Have Fun!
Above all, easy wins come when you are having fun! Prospects can sense when you enjoy what you do and they like doing business with those type of individuals. I knew an individual that combined small magic tricks with his sales presentation. When I heard about it I thought it was kind of hokey, but after seeing his presentation, he had the personality to pull it off. The client loved it. I'm not saying you have to put on a show for your prospect, but a good smile and relaxed approach can help create an easy win.

Finding the right approach, networking, service, problem solving, and fun can all lead to an easy win in whatever sales endeavor you are involved in. Anytime is a good time to start your prospecting "garden".

Learn more about this author, David Shymkus.
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