I know it may be tough out there, but don’t scream uncle yet! Here’s three ways to increase your business
September 27, 2011
Building strong futures through sales training and marketing strategies
First I want to thank and WELCOME my new subscribers! I hope you find this blog REALLY helpful. That is my true commitment to you! If you ever want me to cover something you’re not seeing..feel free (and I encourage you) to write me a note in comments!
I have been at a couple networking events and a couple of client meetings this week and it seems that we are all falling down that rabbit hole again. Our outlook is getting gloomy again and our faith and trust are waning.
Well I am not a Pollyanna by any means, but I do know there IS business out there, there ARE busy people making money in our industry. I am making a short video which will be posted soon on my website and it shows both people in our industry and outside of our industry that are not only surviving but flourishing. This isn’t meant to make anyone feel badly, just to say..there is business out there!
I know it’s tough, I know the sales cycle is longer, it’s taking people longer to make a decision, but there is business out there. We just need to find it! I know you know that, but I am just reminding you. We need to just turn over more stones uncover our clients real needs and then SOLVE THEIR PROBLEMS! This is a value based economy and people want to know they can HAND things off and it will get done! They don’t have time to think about the process.
AND dig DEEPER not WIDER! We truly have to define what we offer so our potential clients are CRYSTAL CLEAR about what they are getting!
Lisa Sasavich is one of my favorite online trainers and she says to make your presentation 20% HOW and 80% RESULTS! That makes so much sense!
So here are a couple of reminders of what you can do right now! (I always love reminders because sometimes I forget those core skills while on our hamster wheels!)
(1) ANALYZE: See if there is ANY other business from your current client base. Find that core of loyal people.
- 20% of customers provide 80% of margin
- 85% of margin comes from only 4 products
- More than 50% of the customer base uses only one or two products
SOURCE: accenture, The Point, Vol. 4, Issue 4
(2) ANALYZE Can you “value engineer” your services or products. This is a tough economy and you DO NOT want to bring down your prices on your top of the line items, but value engineering is a very familiar way of giving your clients something that might be more “budget friendly”.
(3) GET IN FRONT OF PEOPLE! Nothing sells like getting in front of people. They may not give you business right at the moment, but believe it or not, this too shall pass. You will then be on the top of their minds when their business picks up! There are those that disappear until there is business…people see right through that. Who will they be loyal to? The ones who were loyal to them through thick and thin!
(4) SHARPEN YOUR SKILLS! All of the above tactics should be used in ANY economic time good or bad, but now is the time to sharpen those skills. If you want a FREE white paper on my 10 TOP TIPS TO SELL MORE NOW, log on here and just fill in the contact form and they will magically appear in your email!
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