In this lesson you will get some ideas around:
- VIDEO: Asking the right sales questions
- PRESENTATIONS – In June of this year, I attended a conference where my mentor Roger Pierce was speaking about ways to increase sales and techniques you can use. His sessions were excellent and I asked him if I could share them with you and he gave me permission. I think there are are some excellent tips in here.
- TOOLS – You will find a few tools that I use in the sales process
- Tips – A list of tips to help
Tools for your Sales Process
- Create newsletters for your community/customers with articles they will find useful. They don’t all have to be your own. You can share and link to other resources. E-mail newsletters for your customers – I use Mailchimp as it is free and is easy to use. It also works with a variety of CRM (Customer Relationship Management) Tools.
- Use a CRM system to manage your sales process. I use ZOHO CRM which always has a free option to use as your base model. Create tags for your customers so that you can easily differentiate by lists. For example, you could tag clients that you met at trade shows, networking events, or referrals. Note trends. Try to gather useful info like birthdays or personal info about prospects when it is fresh in your memory. For example, if you had a conversation with someone at an event just notes and then record into your CRM after. Examples include: How you know them, whether they have children or interesting info about a hobby or interest. Surprise them later by sending a relevant article or event that they might be interested that isn’t self-serving.
- Create a plan for how many sales you want to land. Here is an Excel template to use: Template-for-sales-forecasting (Excel format)
1. Let customers know you.
Good relationships are built on trust. So it’s natural that customers want to learn as much as they can about your company and the people that stand behind it. Women shoppers, in particular, look for deeper information when deciding on which company or service to choose, and the vast majority of both male and female shoppers do research on the web before making a purchase. Having a company website is a smart and affordable way to convey in-depth information about your service business.
- Showcase your service benefits on the main page, just as you would in an effective company brochure. Include your company’s story, photos, bio and affiliations. And show how well your company delivers on its promises by providing testimonials, case histories or work samples.
2. Compete based on value.
What will make customers or clients select your company vs. your competitor’s? Most choose the service provider that offers the greatest value for their money. In many competitive markets, there’s price parity among the principal players. So the best way to win business is not to cut your prices or rates, but instead add products or services that elevate your offer–making it too good to resist. This is called “bundling.”
Take time to develop a service bundle that you know will appeal to your best prospects. You may need to test various offers until you find a winning combination; then modify your offer periodically to keep your incentives fresh.
3. Tempt customers with incentives.
Customers who’ve had positive experiences with your company’s services in the past will happily return. But tempting new customers requires making a special offer.
4. Keep in touch.
It costs considerably less to keep a customer than to win a new one, so it’s smart to maintain a campaign to upsell or resell existing customers. In fact, if you’re not communicating with your customer database at least every four to six weeks, you’re missing opportunities to grow your business. Use a combination of sales and marketing tactics to stay in touch, such as alternating sales calls with e-mail and postal mail. Even with the best of offers, you can burn out your list if you pitch customers too often. So rather than sending only communications with hard-sell offers, intersperse them with e-newsletters containing useful articles, resources, or other soft-sell but relevant and valuable information.
- Make a habit of periodically using your marketing communications to ask for referrals. You can e-mail a success story, for example, and ask the recipients to forward it to friends or family members who would like to achieve similar results. By providing deep information about your company for new customers and ongoing offers and communications with existing customers, you’ll create a synergistic campaign that builds strong relationships.
- Use online calendar system to schedule sales calls or exploratory sessions. I use You Can Book Me. Be sure to be spending a good portion of your week adding to your sales funnel. Look to schedule calls and meetings at least 30% of your weekly time. Ask for recommendations to hire an admin person to help you with overflow (Have person ready to go should you need them – you can also consider a VA service) so that you can keep the sales process going and not pulled down with the administration that slows you down from selling and completing sales.
- Have a goal for weekly and or monthly networking. Find out where you can network that will lead to quality leads within your niche market. In the fall I try and spend one day a week where I can easily meet with people. I also look for 1-3 events to attend a month. Be sure that that your target market will be there. This may take research and time to establish.
- 40 Things to do when business is slow post
What I need from You
- Review 40 things to do when business is slow.
- Schedule a call with a Marketing Mastery Participant and brainstorm if you might have some referral opportunities for each other. I will connect you through e-mail.
- Think of five people you could contact this month about your business. Try and schedule introductory calls. Think of offers, bundles or other ways you can serve them and start driving revenue. Reach out to me if you want to schedule a call to help with this. Ask for ideas from contacts in your industry for ideas.
Source: Entrepreneur Magazine