I had a client recently that asked me for help because she had put out a proposal to a client and they seemed really enthusiastic at the beginning but then nothing. They didn’t return her calls, they didn’t ring her back, they didn’t answer her emails, So what should she do? [Read more…]
Today is my 21st wedding anniversary!
I was thinking about why we are still happy together and what makes it work. And it is the little things that he consistently does for me – my cup of mint tea first thing in the morning, doing the supermarket shopping at the weekend, guessing correctly what I want to order when we go out to eat, and the important things too like always organising a surprise day out for my birthday and being a fantastic dad to our daughter… I really can’t complain, can I?
To share this celebration with you I’ve been thinking about ways to show you care for others, particularly your clients. A lot of focus in sales and marketing is on getting new clients, finding new people to build relationships with. But often the most satisfying, the most profitable are the long term clients, those that stay with you for a long time, or sign up to every new programme that you run or read and respond to every email that you send. [Read more…]
Imagine you are having your perfect summer – lovely weather, time with family and friends having fun AND no worrying about bills as your business is running well, clients are re-booking and you are bringing in new sales even while you are on the beach.
Nice, right? In your fantasy, you didn’t imagine the time and effort to put in systems and plans to make that work, did you? You didn’t come up with technical issues or critical thoughts. Not initially, at least.
When I asked you to “imagine” an outcome, your brain unconsciously skips over worry and critical analysis, instead focusing on the fantastic feeling of the reality in your mind. For a moment, fantasy becomes reality, and doubt disappears. Imagine that. [Read more…]
It takes a lot of effort to win a new client or launch a new product. With the same effort you could be setting up a system to bring you in new clients on a regular basis. Here are 3 simple but effective systems you could put in place in your business to have new clients queuing up.
Focus on the marketing you are really good at
If you want new clients, then you need to be out there, be out there and visible, and doing what it is that you love doing. As business owners, we can get really bogged down with EVERYTHING that we need to be doing. We need to be live on Facebook, we need to be out networking, we need to be on Twitter and LinkedIn and Facebook and Pinterest, and everything else.
Focus on what you’re really good at and master that before starting on another marketing platform. [Read more…]
You may have heard people say that salespeople will say anything, promise anything, to get the sale. Actually good sales people are very mindful of their language as it is the most important tool of their trade.
So they will choose language that helps them connect meaningfully with their custoemrs and prospects. Every Monday I’ll be sharing some “magic words” that help you connect with your clients.
Today let me share with you two of the most powerful magic words that you can use to get the results you’re looking for, ie. Engaging with people and creating a reciprocal feel good emotion.
A lot of the clients that I work with have personality profiles that are really sociable, and creative, and love variety and doing new things. So the thought of doing something consistently, something over, and over, and over again is exactly the reason why they left their job in the first place and went to start up their own company.
But in sales, consistency can actually be fun and rewarding because doing things over and over again doesn’t necessarily have to be dull and boring, particularly when that thing that you’re doing brings in consistent sales. Imagine, consistent emails on a regular basis bringing you in news that you’re going to be working with new people, that you’ve got people who value you on a regular basis that are willing to pay you on a regular basis, you’ve got money going into your bank in a consistent way. So consistency when you look at it from that point-of-view is actually really fun and rewarding. Do you agree?
How can you be more consistent in sales?
That’s how the majority of men sell. They have something. They meet someone who wants to buy it. They sell it. Done deal.
- “It was easy for me to do, you can have it for free”
- “I don’t think it’s ready to be sold yet, I just need to finish the website first.”
- “I just need to get the colour exactly right before I tell you about it”
- “I don’t know if it is good enough. What if they buy it and want their money back?!”
- “People really need this but can’t really afford it – maybe I should make it cheaper.”
- “You want it? Great – let me give you a discount.”
- “You want it great? What else can I give you as a thank you for buying it”
If you have, think about why you are allowing yourself to get in the way of serving a client who wants and needs what you have to sell. [Read more…]
It is shocking but not surprising that UK Women’s businesses are more likely to close than men’s and less likely to attribute closure to ‘business failure’ and more likely to cite ‘personal reasons’ (Women in Enterprise: A Different Perspective, RBS Group 2013)
I have spoken to a number of women recently who have taken a step back from their business to care for elderly relatives or just found the experience of running a business too hard, too difficult and not enough revenue in return to support their efforts.
Which is such a shame when they have a great service or products to share, that the world is slighter duller without their transformational qualities and gifts doing what they do best.
And business and selling their services doesn’t have to be hard. We are so fortunate today that we have so many free resources at our fingertips than we did 5, 10 or 15 years ago. [Read more…]
Christmas is just around the corner – really. Chances are you’ve already heard your first Michael Buble track (the human Advent calendar). Decorations have probably started to crop up in your local pubs, and coffee shops seem to think it’s Christmas Day already. While the slow trickle of the season may have already begun, the floodgates of the Christmas season really open up on the newest of British holiday traditions: Black Friday. Will you be ready? Do you care? Is there a different way?
A lot of effort, time and money is spent on finding new leads. But looking after and nurturing your current leads, your past clients and new clients they could refer you to, could be a lot more valuable to you and more profitable to work with than any brand new people.
You’ve probably thought at times why is my bank giving a better deal on a mortgages or savings accounts to new customers than me when I have been with them 20 years? A lot of companies still put new clients first at the detriment to their current clients. It’s the leaky bucket syndrome – however many new clients you bring in, if you don’t look after them once you have them, they leave and go elsewhere. Better to fix the leaks first and make sure you have a good client retention programme. Have you?
Companies are starting to realise this and pay attention to retention as well as new clients. Trusted selling rewards loyalty – clients who are currently with you as well as new ones should benefit too.
But let’s assume you have done everything you can with your current list of ideal clients and you’d like more people to know about you. When the referrals and the word-of-mouth business starts to dry up, that’s when a lot of clients come to me for ideas on how to drum up new business. [Read more…]