As the new year has started many businesses look for new strategies to enable them to achieve better results.
Like the old saying goes: 'You can achieve new results with old methods'.
One of the key factors to consider when attempting to increase your sales revenue is your sales strategy.
What is a sales strategy?
It’s a system you can use to enable you to generate more leads and improve the quality of those prospects- better quality leads will generate more sales, and if you can increase the volume then you’re onto a real winner!
A couple of years ago we worked with a company called Astute HR, a fantastic Employment law firm based in London.
They were attempting to increase their sales but just couldn’t figure out how to unlock the door.
We worked with them for 12 months, were we focused aggressively on where the new leads were coming from and the quality of those leads- in the period of 12 months they managed to more than double their turnover and are continuing to...
A big question, which generates several different answers, that can range from:
More than last year
I don’t know
I would like to go from £300k PER annum to £600k
Four totally different answers and only one of them is correct. Can you guess which one?
Answer 4 gives us what we call a RESULT orientated goal. It’s a clear end result to be achieved within a certain time frame.
I'm going to assume for the purpose of this article that you (the reader) know what a SMART goal is. Because what I want to cover is this article is more the habit of goals setting and an incredibly useful technique to help you achieve those big RESULT orientated goals.
Let me give you an example. A few years ago we worked with an accountancy firm called Xceptional consultancy. When we started working with them the goal was to help them win more business, they were a new firm looking to grow their client bank. Wit...
I did a speaking gig earlier this year and followed up an attendee on the off chance they might buy by sending some case studies over. We traded emails trying to find a suitable time to meet to discuss a discovery session to discuss elevating their sales. I added value to the prospect by inviting them to events I was running and sending educational material and content.
When I write this out as a storyboard of contact between us I reached no less than 12 interactions. This includes the involvement of a separate prospect who was a mutual contact reaching out for a ‘reference’ from the previous prospect about my character and the service I provide.
Needless to say my patience and persistence paid off as the prospect is now enrolled on my Hypergrowth program and could potentially surpass their 6 month target of doubled turnover in month 2 if they continue to grow with the current rate for the rest of the month. I’m writing this 2 weeks into the...
So, how did you get on with writing out your detailed goals in Part 1? Easier than you thought?
If you went through and answered each question in detail, what you should have ended up with is a clearer picture of what your goal is, what it means to you, why you want to achieve it, how you will achieve it and by when… if you now have all of this written down… Well done! This is a huge step in the right direction…
In my previous post we were looking at the meaning of the word ‘optimise’, and as promised, we’re going to continue to explore this phenomenal word in a bit more detail…
*To plan or carry out (an economic activity) with maximum efficiency
This is easier said than done for some of the activities on the ever-growing to-do list, however, I’ve found that by allocating time in my journal to start/complete ‘said item(s)’, helps me to be present & focus on what I want to achieve in that given time.
Do I complete everything every day? Absolutely not! Life is unpredicta...
So who feels like they could do a better job of managing their time? Every single one of us…
I love quality time with my nearest & dearest, letting my hair down, great food & wine and going on some sort of holiday 6 times a year — so you could say I’m on a quest to prove (to myself more than anyone else I hasten to add) that you can have it all!
Now ‘having it all’ will mean something different to each of us… and usually compromises of a number of things…
For me it means having a work/life balance, quality time with those I care about, enjoying the work I do, experiencing as much of life and this world as possible, making a difference, funding a fabulous lifestyle, whilst doing sensible things like investing & put savings away so that we have more than just a pension to retire on!
Now going back to the title of this blog, you may be wondering why I chose the word “optimise” instead of “organise”… to be frank when I read the dictionary definition of ‘organise’ I wa...
Value can be described as the extent to which a customer is willing to go to buy your product or service. This isn’t always dependant on price. Have you ever considered two products with similar attributes where one is more expensive; somehow you consider buying the one at a higher value believing it to be a better product.
Something can be seen as having value even at a higher price. The fact is, most people see a products price as an indication of its value. Something higher in price is more often seen as better quality or will at least hold its worth in comparison.
I spent years in the furniture sales industry, famously always in a 50% off sale; people would see the before and after price; but the first thing they would ask when you put a package together was for more discount. Lowering your price does not increase value, it actually looks to cheapen a product or service. The constant drone of customers saying, ‘If they’ve taken 50% off of the price, what’s wrong...
It doesn’t matter what business you think you are in; YOU ARE IN SALES! Whether you are someone selling a product, or a service or simply selling yourself. You must sell. You need to think this way to grow your business or strive for success within the company you work.
Sales is a tough business. Fact. When the economy is down, or the competition is tough, or the weather is too good or it’s the summer holidays soon there is always a time when selling is tough. Hearing a lot of “NO’s” can be demoralising in your professional life and devastating to your personal life; and it’s all too common that people lower their ambitions or make excuses for losing out on a sale or a potential client; they even start doubting their abilities; STOP; you are good at what you do; you just need to reassess your mindset. Highly skilled and successful people do not allow for temporary setbacks to define their sales results. This is what makes some people very successful. It is also wh...
Those of you that saw my latest video on communicating value (Adding Value video) will know that recently my mindset got blindsided, I received news affecting me in a way that I didn't expect. I followed up on a prospect I met some months ago, seemed like a promising opportunity for me, the director was torn between running the company and keeping his hand on training his new sales recruit. A gift opportunity for a sales consultant:
"Enlist me to train your staff, you can run the company and hire some more sales and implementation staff when we're done because you'll need them at that time and together we will make this company fly!"
I made the rookie mistake of taking the director - being self-proclaimed at 'good at sales' - at his word and didn't feel it necessary to follow through to show the value I had to give and highlight WHY there was a NEED to utilise my service.
There was no urgency created which I would normally raise, there was a finite amount of passion...
How do you break out of your niche? How can you plan to double or triple your sales and get a decision from every customer? How can you treat every customer the same if everyone is different?
The last time you went on a trip, part of that probably involved some form of planning or itinerary of the journey. You will have mapped out how you were going to get from Point 'A' to Point 'B'...and maybe if like me you have small children had to include stops 'C' through 'K' just to drag things out a bit. I just made a basic analogy for a route through life didn't I? Maybe you believe in fate or destiny: what will be will be: Que sera sera etc. Maybe you think that life and your level of success has glass roof or that you have a niche and stuck where you are in life and your business or skill-sets ultimately have an anchor to your activity stopping you from 'making it' or getting there.
If this is the case, you need to develop your sales mindset: there is no room without doo...
Is it a secret? No! Is it painstakingly obvious? Maybe...like an optical illusion, the one that's all black and white squares hiding a picture of a boat which takes a few minutes to see. Do you need to know this? Yes!!!
But like most things: it's simply the case of looking at the same thing you always do from a different perspective or "frame of reference" as my Physics teacher used to say.
I felt it important to write this article because once I started to appreciate this formula I started seeing a huge difference in the way I conducted myself at work. My focus-targets shifted, I did a self-analysis (the hardest analysis there is) and cut myself away from ankle weights that were stopping me from reaching my potential. You might say I cleansed my sales attitude and put some premium "motion lotion" into my "get-up-and-go" engine.
I was meeting prospects and passing on the passion I have for what I do and helping them to see the difference between where they are and wh...