Sales are all about customer relationships, so maintaining a database of your leads and clients so you can develop those relationships is a no-brainer. After all, you invest a lot of time, effort and money into getting leads into your business, so failing to keep in touch with people who have shown an interest in your goods and services is a waste of that investment. Read the rest of this entry »
Marketing is an essential tool that you need to master, in order for your business to succeed. Marketers help you target the right audience for your business, consequently turning passive customers into active buyers. Marketing is the best way to increase your engagement with customers and in turn, your profits, referrals and repeat business. Read the rest of this entry »
In today’s ultra competitive world, having something that makes your business stand out from the crowd is more important than ever. However, for my clients, identifying their Unique Selling Proposition (USP) can be one of the hardest things that I ask them to do. Read the rest of this entry »
These days, thanks to the internet, it is easy for people to become professional buyers of just about anything. All the information and opinions you could ever need are available if you just Google for them. You can even spec and price a new car without going anywhere near a car showroom! And through some simple online comparisons, you can probably buy many products cheaper than if you went to the usual retail suppliers. Read the rest of this entry »
The quickest way for any business to make 10% more profit each year is to put its prices up by 10% each year, but if it were as simple as that, then we’d all doing it, wouldn’t we? The reason we don’t make price increases is that we have the fear that if we do so, we are going to lose our customers. Read the rest of this entry »
When we talk with professional business owners about building their business, we often get an interesting response … “No more! Please! I couldn’t handle any more work; I’m flat out as it is.” This seems strange, because in many cases, their business is far from what would be considered massively profitable, and by their own admission is often not a fun place to work. Read the rest of this entry »
Do you measure your business’s sales conversion rate? (That is the percentage of “shoppers” interested in your products or services that actually go on to buy from you.) If so, is it as high as you would like it to be? The chances are that, for most businesses, there is room for improvement in this area. If you are spending money on advertising and marketing to effectively buy prospective customers and not then converting those prospects into buying customers, you are wasting money. Read the rest of this entry »
Sales is the oldest profession in the world. From the moment there was a product or service to be offered, there was somebody trying to sell it to other people. It is also probably the one area of business that has been most written about, taught and coached. I have read countless books on the subject over the years, and to all intents and purposes, they say the same thing: “People do not like being sold to but they love to buy” and it is the sales person’s job to “professionally help people to buy.” Read the rest of this entry »
In this brief video, ActionCOACH Kevin Stansfield talks about how to move a potential customer up the “Ladder of Loyalty” by giving them a taster of how you do business.
Business Coach Kevin Stansfield explains how you can use behavioual profiling to increase your sales team’s conversion rates.