Monthly Archives: August 2015

Make Your Customers Sell For You

Customer_Success_Map

Raving fans are customers who are so over the moon with the business and the service you provide that they will not only tell all their friends and colleagues about you, but actually bring them to you and help you make sales to them.

It’s a frightening fact that we spend six times as much money attempting to attract new customers to our businesses than we do to up-sell, on-sell and generally care for, and retain our existing customers.

Another frightening fact is that 68% of customers who stop buying from an organisation do so simply because of a perceived indifference. The business actually didn’t do anything wrong; the customer just thought the organisation didn’t care enough!

Would you like your customers to shout your name from rooftops telling people why, if they’re not dealing with you, they’re missing out on something amazing?

Here are some simple tips that you can introduce in your business today. These tips will help keep your customers not only coming back with more repeat business, but bringing their friends with them as well:

  • Use their name frequently.
  • Send them thank-you cards.
  • Ask them to come back.
  • Sell them everything they need to gain maximum benefit from the purchase.
  • Call them just to make sure everything is going well.
  • Call them when something new arrives in stock that you know they would like.
  • Follow-up & follow-up again.
  • Under-promise and over-deliver.

Try to implement just a few of these tips. As a Business Owner, you must lead by example; your team will do what they see you do.

The bottom line is that if you care for your customers, your customers will care for you and help you grow your business. It really is as simple as that.

If you would like to learn more about Sales and then come along to our half day Sales Success Workshop Friday 4th September.
Click here for more details and to register your place today.
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The Checklist and Questionnaire Techniques of Selling

The Checklist and Questionnaire Techniques of Selling

It is a good idea to try using a checklist or a questionnaire in order to increase the average euro sale.

Use a Checklist:

Similar to Add On Selling, you simply run through a checklist with your client whenever they purchase a particular type of product. This list should be prepared in advance and used with as many different products as possible. For example if a customer buys a tin of paint, run through the list to see if they need brushes, thinners, drop sheets, stirrers, etc.

Here are some useful hints and tips on using a checklist:
  • Make sure every team member has the list.
  • Check to make sure it’s being used with every customer.
  • Have a reward system in place that acknowledges team members who make additional sales off the list.
  • Test and measure – if it isn’t working change the questions.

Use a Questionnaire:

Dig as deep as you can. Make sure you ask enough questions to leave no stone unturned. The more questions you ask the more chance you have of finding another need or want that you can fill.

Also, if you’re unsure of any additional products or services that you could sell, a simple questionnaire can be effective. Use it to ask your customers what else they would like you to sell. Don’t limit yourself too much. Ask the customers to get a little creative… who knows, there could be a whole new opportunity just waiting to be suggested.

Here are some useful hints and tips on using a questionnaire:
  • Make your questionnaire simple but effective as a sales tool.
  • Offer customers an incentive to participate, or just explain how what you’re doing will help them.
  • Fill it out on the spot with you acting as a sounding board, don’t be afraid to ask more questions to dig deeper.
  • Ask for their suggestions, and act as quickly as possible.
If you would like to learn more about Sales and the Sales Process then come along to our half day Sales Success Workshop Friday 4th September.
Click here for more details and to register your place today.
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Increase Your Sales In 6 Easy Steps

ActionCOACH Business Coaching Ireland Increase Your Sales in 6 Easy Steps

Without a doubt, sales are the lifeblood of any organisation. How well – and how often – your business makes a sale, determines its success.  It follows then, that the proper management of the sales team and the sales process is critical.

There are a number of common mistakes that business owners consistently make when it comes to managing sales. Sadly, these mistakes inhibit growth and long-term success. Below, we look at what many business owners are doing wrong – and how they can fix their approach to sales…

1. Sales Targets 

The number of companies that do not have clear sales targets in place is constantly surprising. It comes down to simply planning for success. Sales targets have to be developed to demonstrate the following:

  • The overall financial sales target for the company for the year.
  • Sales targets then need to be broken down by quarter, month, week as well as daily sales targets.
  • Sales volumes: it is a very good idea to break the sales target down into the number of products to be sold by product category as well. This way, sales teams can obtain a very clear view on what products to prioritise.
  • Sales targets need to be detailed by region as well as by sales representative, so that sales management can track the actual versus plan on a daily, weekly and monthly basis.

2. Sales Implementation Plan

Once the sales targets have been clarified, the next step in the process is to develop a very clear but simple sales implementation plan.  This should include the sales call cycle, new business opportunities and how you plan to convert those opportunities into sales – as well as reviewing the progress being made in this regard. Here, a good idea is to develop a set of Key Performance Indicators (KPIs) that would include lead as well as lag indicators to success.

3. Clear Sales Process & Scripts

Too many companies do not have a clearly defined sales process. The importance of this element cannot be over emphasised.  Having a clear process in place means that a sales manager can be confident that all his/her sales staff are following a common sales process.  As a result, the company can now track sales conversion rates across various stages (e.g. Lead, Suspect, Prospect, Buyer) of the sales process – and is then able to take corrective action in order to increase conversion rates.

 4. Sales Pipeline Tracking

Ensure that you are using one of the many robust CRM systems available to be able to track the progress of each lead in the system.  This will ensure that you are keeping track of the very important next steps in the sales process, whilst also giving you the opportunity to build a trusting relationship with each of your prospects.

5. Identify Your Leads Personality style

It is very important to identify your lead/prospects personality style as early on in the process as possible. This enables you to adapt your sales style to meet their personality style:  e.g. highly driven people do not want to be bored with all the details, and once they see the value will quickly ask what the next steps are.  Alternatively, people who have a high attention to detail will naturally ask for more information, facts and testimonials before making a purchase decision.

6. Selling is about empowering prospects to make a purchase decision 

There are three main parts to any sales process:

  1. Build the relationship
  2. Develop trust
  3. Allow your prospect to make a purchase decision.

This process applies to any type of product, and every business must try to ensure that your marketing message and sales process takes a prospect through each of these steps if you want to ensure a good conversion rate. Increase your sales and take your business to the next level!

If you would like to learn more about Sales and the Sales Process then come along to our half day Sales Success Workshop Friday 4th September. 
 
Click here for more details and to register your place today
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by Pieter Scholtz ActionCOACH

How to Boost Your Sales Conversion Rate

 

ActionCoach Business Coaching Ireland Increase-Conversion-RateBusiness owners are always looking at ways to maintain, if not increase their sales.

One of the most common way’s businesses look to do this is to spend more money on lead generation /marketing, through advertising, mail outs, networking, telemarketing etc.

While there are certainly some fantastic lead generation strategies businesses should be implementing, these can be among the most expensive business growth strategies to use. Therefore, it is worth noting that there are some far more cost effective ways to increase your revenues.

One simple way to do so is to look at your conversion rate and work on  increasing it. Having a good conversion rate is the foundation of high sales volume.

There are lots of great conversion rate improvement strategies. Of these, here are five we recommend that are free and crucial for any business to implement:

1. Follow up

It is amazing how such a simple strategy can be so effective. Every quote, introduction, tender you do is just the start of your conversion process. So many businesses spend hundreds of euro’s getting a lead, many hours preparing a quote and then, if they don’t hear back, just say “oh well,” and move onto the next lead. This is such a waste of time, effort and money for any business.

Just think of how many times you have been offered something and then life has got in the way so you did not get around to ordering it. How pleasant would it have been if somebody had reminded you and helped you complete the purchase? Also remember if you do not follow up, your competition will!

2. Unique Selling Proposition (USP)

Ask yourself, why should somebody buy from you rather than your competition? When times get tough you may find more people in your sector trying to compete on price. Educating your prospects about your uniqueness and how you add value is the only way to ensure you get the business and still make a good margin. If you can communicate with your prospect all the benefits they will get by buying from you, why would they go anywhere else?

3. Guarantee

One of the main reasons people don’t buy is that they have a fear they will be let down at some point in the process. It is your job to identify in what areas these fears may lie and then to guarantee that by buying from you they will not be let down. Just look to the big companies like M&S, Domino Pizza and DHL for great examples of this.

4. Benefits and testimonials

Another great way to lessen people’s fears of buying from you is to show them what benefits your existing customers have received by buying from you by simple asking for a short testimonial. Remember, these should emphasise the real benefits to your prospect, not just “they are great people to buy from.” Here is an example of our latest client testimonial:

5. Measure it

It has been proven that just by regularly measuring your results, they will improve by up to 5%. This works because by monitoring your results you are setting your subconscious brain to look for ways to improve that factor.

Just by working on these strategies you can make an amazing difference to your revenues.

So go on, take action and increase your conversion rate today! Good luck…

Business coaching from the world's #1 business consulting firm: ActionCOACH. Professional Coaching and Training for Irish SME's, Executives and Corporates