5 Steps To Double Your Sales

Transcription

1 5 Steps To Double Your Sales The proven 5 step plan to get more clients and make more money

2 CONTENTS Introduction 3 Here are some quick and easy tips to formatting your free report so it will be read: Attract the right prospects 4 Stand out from the competition 7 Set up a system 10 Create a follow up plan 12 Create customers for life 14 Summary 17 Further resources 18

3 INTRODUCTION Welcome to my 5 step plan to gain more clients and make more money I have worked with literally hundreds of small business over the years, many of which have fantastic products and services but are left feeling frustrated by the lack of sales compared to the time and effort they are putting in. What I came to realise over time was a recurring theme amongst those who just weren t getting the results they wanted despite their best efforts. Therefore, I have put together my 5 Steps To Double Your Sales which if followed and implemented, is guaranteed to gain you more clients and make you more money. These steps have been written from my own personal experiences and those of others that I have helped over the years. The businesses I have worked with who have put these steps into practice have seen significant results and most have more than doubled their sales. Following these 5 steps will most certainly set you on your road to success. I sincerely hope you put these steps into practice so that you achieve whatever you have set out to. When you complete the steps I would love to know how you got on. Let me know at: FB: /Thesmallbusinesskit or contact@angietaffs.com Angie x By following my 5 steps, you will have the knowledge to take action, get clients, make money, and become a thriving entrepreneur.

4 1STEP ATTRACT THE RIGHT PROSPECTS All too often our marketing message is unclear and we then end up getting enquires from people who are the not the right fit for our products and services. Or We don t get enquiries at all because our marketing message is not clearly defined enough Before you undertake any marketing, you first and foremost need to identify the customer groups that are most likely to need or want your product so that you can tailor your marketing message to attract them to your business. You then need to think about what problems they have and how your product is going to be able to solve this. The first step is to know who you are selling to, what problem they have and how you product/service helps solve this Before you do anything else, complete the exercise on the following page.

5 1STEP ATTRACT THE RIGHT PROSPECTS (Continued) Who is the ideal fit for your product or service? What problem do they have? How will your product or service help them?

6 1STEP ATTRACT THE RIGHT PROSPECTS (Continued) Once you have identified your ideal client and how your product/service benefits them you then need to create a message specifically tailored to that client so they sit up and notice you and get in contact. As a simple starting point a formula for creating a marketing message is as follows: For (target audience), with (problem they have) the (product or service you sell) will (the benefit your product/service provides) As an example a personal fitness coach targeting unfit women who lacked confidence could use the message For women who want to improve their fitness but are intimidated by regular gym classes, Annie Other offers one-on-one personal training and a variety of a la carte exercise classes that allow you to build your own fitness program to reach your personal health and fitness goals. Your message needs to clearly explain who your product/service is for and the specific benefits they will get from using you (with no room for confusion). Do remember to make sure all your marketing is positioned to attract your target market. This doesn t just mean the written message but will also include the style of language, colours and type of images you use. If you get this right, your marketing should attract the right type of prospects to your business who are looking to buy what you offer.

7 2STEP STAND OUT FROM THE COMPETITION Why should your prospect buy from you and not someone else? There are very few businesses that have the luxury of being one of a kind and without any competition so you need to find a way to differentiate your business from the other options out there. You need to find your USP (Unique Selling Point) What can you provide more effectively, more quickly or more cost effectively? Can you give some form of added value that your competitors don t? 1. Define your target market 2. Define how your product/service solves their problem 3. Analyse who else can solve their problem 4. Find ways you can do it better/differently/be more attractive 5. Market your USP like a mad woman! Can you put a guarantee on your product/service that others don t or offer free after sales support and advice? Sometimes it can just come down to how you make your prospects feel that makes all the difference. Simply by listening to their specific needs and giving them what they want rather than what you want to sell them will win you their business. Unless you can pinpoint what makes your business unique you are in danger of being lost in the shadows of all the other options available to your prospect. Go do some market research and ask your target market what they would like that they don t currently get. Think of any ways that you can stand out from the crowd.

8 STEP 2STAND OUT FROM THE COMPETITION Worksheet What do your competitors do well? How could you do it better? What could you offer that is different and that would be of value to your prospects?

9 2STEP STAND OUT FROM THE COMPETITION (Continued) Market your USP Once you have defined your USP write down how your customers will benefit from choosing you rather than the competition. Tell them how you will help solve their pain point in a more satisfying way. Let them know how you are going to help them in a way that others can t. Put your USP on all your marketing material. Use it when speaking to people. Put it on your website, business cards and anywhere else people may see it. Let everyone know why they should choose you. Where to promote your USP Blog Social media Media release Print advertising Online advertising Leaflets Business cards Website Newsletters Promotional materials Signage Don't just make your goal to be better than your competition, make it to be different. Define your USP and then promote it.

10 3STEP SET UP A DATABASE The importance of setting up a Customer Relationship Database Having just a basic customer database such as a spread sheet can help your business increase sales, become more efficient and improve customer retention. If you go further and choose a full Customer Relationship Management (CRM) system, these allow you to keep track of the people you have contact with, record all the communications you have with them in one place, see what future opportunities you have in the pipeline, and set up reminders of what needs to be done and when. A basic system should be able to: 1. Pull up information instantly 2. Record all details of client interaction 3. Segment information to target specific prospects by location, age, gender, interests etc. 4. Set next contact date and/or tasks 5. Integrate with software for marketing purposes 6. Run reports or extract required information to measure performance and results How you gather, manage and use information will determine whether you win or lose. -Bill Gates A CRM will also allow you to record as much information as you want about your prospects so that you can tailor your marketing to specific customers in the future such as by location, age, gender or interests. Another important benefit is that you will be able to track your conversion rate of how many prospects you attract and how many go on to buy so you can measure how effective your marketing is. If you don t have a system in place already, then seriously think about getting something set up now. A CRM can make all the difference to having a professionally run business with increased customer retention and new sales.

11 3STEP SET UP A DATABASE (Continued) You need to set up a task reminder system so that you never forget to contact a prospect again. This can be a one-off task or an automated series of tasks. You may decide to a new contact 48 hours after meeting them and then make a follow-up call one week later. This can then be progressed to sending out information, chasing up outstanding quotes and enquiries etc. where relevant. Without a system in place you are bound to forget to do something or contact someone and prospects will be lost. The type of CRM package you choose will depend upon the complexity of your business needs. At the most basic level you could create your own using a spread sheet or paper system. However, there are some superb online systems, many with free options available that can be set up simply and quickly. At the higher end and for more complex needs, a custom CRM can be built for your business. Regular, continued use of a well thought out CRM system can really help streamline a small business and increase productivity and sales.

12 STEP 4CREATE A FOLLOW UP PLAN Worksheet Only 2% of sales are made at the first point of contact yet 99% of small businesses do not consistently follow up with their prospects and customers Did you know that you could actually double your sales by simply following up with prospects and leads in a structured way? There are various studies that have been carried out that all reveal it can take anything from five to more than 25 follow ups with prospects to convert them into paying clients. Yes, you heard right. It can take at least 5 follow ups before prospects will be ready to buy from you!! Far too often, when we present our offering and don t get an immediate yes, we either think the prospect isn t interested or are afraid of seeming pushy if we go back to them again to see if they have changed their mind. But prospects can be nervous, indecisive creatures and unlikely to buy after their first contact with you. They like to test you and try you out to see how comfortable they feel and to see if you are a right fit for each other. They like to compare prices and service on offer and shop around before making a final decision. So often in small businesses, prospects are contacted once or perhaps twice and then filed away as not being interested. But these prospects could still be excellent potential future customers but they simply do not receive enough contact to be converted. You need have a structured plan in place to maintain contact and nurture your prospects so that you remain fresh in their mind until they are ready to buy.

13 STEP 4CREATE A FOLLOW UP PLAN (Continued) This step alone can help you double your sales. Become a member of The Small Business Kit now where I walk you through in detail how to double your sales in 90 days by using and implementing my very own follow up plan. JOIN NOW

14 5STEP CREATE CUSTOMERS FOR LIFE Keep customers who have purchased coming back for more and bringing their friends with them All too often small businesses make a sale and then move on to the next. As with following up prospects, they do not maintain contact with past customers. This could easily be costing them significant future sales. These customers have liked and trusted you enough to make a purchase so you should really take time out to nurture this relationship and build on it. First and foremost, deliver on what you promised and if possible exceed expectation. Remember the old adage Under Promise and Over Deliver. Nothing will lose you customers faster than promising something and then not delivering upon it. If you hit a problem with an order, be honest and transparent and communicate this to your customer and tell them what you are going to do rectify it. Once the purchase has been made, something as simple as sending a thank you note after the sale is complete or calling to make sure they are happy can go a long way. Make your customer feel that you truly appreciate their business and go out of your way to make them feel special. People don t remember what you say or do as much as how you make them feel. Simply by making your customer feel appreciated can reap huge awards. They will remember this and tell their friends and family which in turn can bring you future business. They will be more likely to buy from you again in the future. If you have the right information, send your customer a small gift on their birthday. Drop them a line to let them know about any complementary products or services on offer to what they have already purchased. Use your CRM to record the small details that you pick up in conversation such as an upcoming occasion that you can send them a note to wish them luck or ask how they got on.

15 5STEP CREATE CUSTOMERS FOR LIFE (continued) The top benefits of creating customer loyalty Loyal customers will buy from you again and again They will do you marketing for you for FREE by telling their friends and family and posting on social media They are more willing to help you with developing future products and services Top Tips to create customer loyalty Under promise and over deliver Communicate through the sales process Be honest and transparent Say thank you for their custom Make your customer feel valued Keep in contact post purchase Create a loyalty programme

16 5STEP CREATE CUSTOMERS FOR LIFE Worksheet What immediate thing could you do to improve your customer service? What customer complaints did you receive over the last year? What can you do to stop these type of complaints happening again?

17 Are you ready to take it a step further? System + Strategy + Implementation = Success So there you have it. My 5 steps to gain more clients and make more money. Now go put them into place. If you just read this and don t take action, you will be no further forward. As the saying goes, if you keep on doing what you have always done, you will keep on getting what you have always got Commit to putting these steps into practice and making your business dream a reality. If you are ready to build on what you have learnt here, take a look at the resources available on the next page that will give you step by step guidance and support to gain more clients, make more money and truly have a successful business. Much love Angie x A year from now you will wish you had started today

18 Are you searching for the skills, support, and secrets to building a flourishing business? You ve got a gift lady, and the world needs it. So whether you re starting a business from scratch and need instant support or you re an ambitious female entrepreneur, looking to move past money blocks and create a millionaire mindset, The Small Business Kit is where your business dreams become reality and you finally step confidently into your purpose and passion in life. Choose your level of membership to turn your passion into profit From standard membership to full VIP access to personal hands on support from me, there is something to suit your needs and your budget. Wave goodbye to confusion, doubts, and dithering. Say hello to more confidence, more clients and more cash in the bank. It s easy to join the Small Business Kit and you get instant access to all of the business, advice, support and training you need to go from being a business mess to a mega success! contact@angietaffs.com