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May 2009
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July 2009

Simple Steps to Creating Sales

IStock_000004705569XSmall Creating sales is often viewed as very difficult by small business owners. If you suffer from feeling overwhelmed by sales the reason is simple to understand. You don’t have a process in place to follow.

In working with small businesses, I’ve found that simple sales processes work best. Here are the basic steps that need to occur, in order, to create sales consistently for any business.

Step 1: Sales Lead Attraction.

This step is commonly called marketing. Business owners often confuse marketing with advertising, when in fact, advertising is simply one tactic of 100’s possible in the marketing mix.

The most effective marketing and the quickest way to attract people to your offer is by establishing yourself as an expert. Try conducting monthly teleseminars as a way to educate interested buyers.

If you combine teleseminars with telephone outreach as a way to get your message out quickly you can expect to experience a lower cost per new client acquisition and results that grow consistently over time for the effort you expend.

Step 2: The System of Selling.

Once you have gained interest from your attraction/marketing campaign, you must convert that attraction into revenue at least one in five times. This is done through your sales system.

Direct sales can be done one-to-one or in mass via the internet or some other automated sales closing method. A good rule of thumb to follow is the higher the price point of the item you’re selling the more important direct contact becomes.

Start your sales meetings by understanding the value your prospect hopes to gain from talking to you. Understand their challenge, be sure you’re clear on how they go about making a decision and then recommend services that solve the challenge.

As you present your recommendation make sure you show the dollar value or Return on Investment (ROI) your solution provides the prospect.

Always remember, people buy solutions to problems that provide great value. Prove that value in your sales meetings and you’ll be on your way to more sales in less time. 

Step 3: Client Relationship Management (CRM).

The majority of businesses completely ignore clients once they purchase. A ‘hunting’ mentality ensures that small businesses have to keep working hard for every sale they generate.

An easier way to grow a business is by “farming” your existing client base. In other words, create ongoing sales by continuously providing value to existing clients instead of always having to look for new people to work with.

A big part of a successful CRM program is staying in touch. It can be easy, with many steps automated.

A weekly or monthly email newsletter will help you maintain top of mind awareness with clients.

Sending greeting cards to announce specials, provide tips or to let clients know you appreciate their business works very well.

You can even go low tech by picking up the phone and calling once in a while. Just remember, if you don’t stay in touch you will quickly be forgotten.

A winning sales process combines all three step into one distinct strategy. Taking a little time to accomplish this step now will ensure healthy sales today and in the years to come.


Blog Writing Made Easy

34527612_thb If you’re new to blogging or if you haven’t yet caught the blogging fever, you may find it challenging to write consistently.

The first thing to realize is that blogging is a habit that has to form before it will gain true momentum.

At first, it’s hard to find things to write about. You may sit in front of your keyboard wondering what to say or in some cases why even bother.

It takes a shift in perspective to gain blogging momentum.

Every day you notice things in your local area, nation or world that catch your attention. Make a note of it and blog about it.

You have a great shopping or customer service experience. Blog about it. Share the story of what happened with your blog readers.

The same holds true of experiences that aren’t so good. Blog about them too.

You have a “break through a  barriers” moment occur. Blog about  it.

Something in the news or events in the media catch your attention. Blog about why you found the story interesting.

Blogging  is really a conversation from you to the known world. Show your readers what you see. Share your  ideas. Point out what you notice. Give your opinion.

Once you start blogging, before you know it, you’ll be on fire; watching for new ideas to blog about constantly.

All it takes is the first step. Share your vision with us today on a blog – will you?


Focus on Just One Thing

IStock_000005752016XSmall(2) In today's competitive sales and marketing world, gaining attention is often quite a challenge.

In interviewing independent professionals for my new book, Human Touch Marketing: the Sales Strategies You're  NOT Using Today, I am finding that the happiest and most successful professionals are those who have a very tightly defined niche.

For example, I ran into one person who is focused only on serving one specific not for profit niche. The energy of that focus is helping helping him gain attention in a crowded field of NFP experts.

Because he's focused on providing one service to one specific group of people his marketing message is heard over the crowd.

Niche focus will lower marketing costs, make gaining attention much easier and lead to sales lead generation success in less time than you may think possible.