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…]
“Why” is a fundamental question we naturally seek answers from from a very early age. Who else has been trapped in that seemingly never ending series of questions from children when every question starts with “why”?
Your answers would always begin with “Because…” and invariably end the series with “Because I say so” or “ Just because” to try and stem the flow of increasingly tricky questions.
Our natural search for reasons and explanations can be used in sales and persuasion so this week’s magic word is “because”. [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…]
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?
So when it comes to selling, don’t blindly follow trends and fads that
(a) don’t suit your personality so become hard work, they may have worked for someone else but they may well have a different personality and skill set so think first what you enjoy doing, what comes easily to you – speaking, writing, designing, performing, checklist making?
(b) don’t suit your clients and what they need from you so they don’t engage with you. If you spend all your efforts, time and money on Facebook but your ideal client is actually paying more attention to Linkedin, for example [Read more…]
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…]
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…]
I put this together for my own benefit but thought I would share this with you. Have I missed any critical ones out? What would you add to this list?
Leave your desk as you would like to find it!
Don’t leave any important tasks sitting on your desk. Finish them before your holiday, so you don’t have the distraction of a nagging to-do list in the back of your mind. Clean out your inboxes, voicemail, and physical paper piles, too, so you can come back to work with a clean desk and fresh attitude. That makes the world of difference.
That “organised chaos” you see before you makes sense now but will it make sense when you’ve been away for days or weeks!? Today I’m running a JUST GET IT DONE day for myself and my clients to boost productivity by doing it as a group and being accountable to the group. It works wonders. [Read more…]
It is standard business practice to ask for feedback on service or products and we’ll look at practical ways of doing this in the next blog. But what if you find that icky, or uncomfortable or feel like you are just fishing for compliments?
Well let’s think about what we are asking them to do. If they have benefited from working with you and are feeling grateful and appreciative, then they will probably be happy to be given a structure and a platform for sharing that.
If you don’t feel they have benefited from working with you, or it hasn’t gone as well as you’d hoped it is still worth asking as you will learn from their answer (a) what went wrong so you can do differently next time – no such thing as failure, only learning (b) you might be pleasantly surprised that it was not as bad as you thought.
So ask with an open mind and an open heart to hear what it is they have to say about working with you. Here are some ways you might find easier than what you’ve tried before. [Read more…]