It’s a common problem. One minute you’re flooded with work, the next there are weeks…or months…of nothing. Perhaps your business is fairly new and you aren’t seeing the sales you want despite your best efforts? So many business owners tear their hair out – or worse, in those times of drought think that their business is failing – if this happens enough times, it can make you want to give up entirely. The only way to stop ‘the revenue roller coaster’ is to ongoingly evaluate what you are doing and have done and look for patterns so you can take action to fix the problem at it’s route. The most common trap that people fall in to is that they’ll work really hard marketing/selling their business from which they get some great results and find themselves quite busy. But because they’re a small business owner which effectively means that in …
Creating a Marketing Strategy….that works!
So often overlooked…but fundamentally the most critical element to the success or failure of any business….your marketing strategy. Does the word ‘marketing’ scare the pants off you? If so – you’re not the only one. For many small business owners, the term ‘marketing’ refers to having to spend a great deal of money on advertising that is entirely hit and miss and probably won’t yield any addition to their bottom line. What you may not realise however is that ‘marketing’ doesn’t just refer to advertising it’s so much more than that. Furthermore, you don’t need to have a huge budget to market your business successfully. The main thing when it comes to marketing is that you do it continuously – when you’re trying to build your business, you market it, when things are going badly you hit the marketing…and when things are going well…guess what…you need to keep marketing. Now, …
Handling Objections
Handling Objections Don’t be frightened of objections – this is a completely natural part of the process and should be expected. Your client isn’t being negative – 9 times out of 10 they are actually just asking for more information or a bit more time. At the same time, when they are giving an objection it’s a critical time to listen to what they are saying. Knowing how to handle objections when a potential customer is genuinely interested in….or doesn’t understand and would benefit from…your product/service is one thing – pushing and pushing someone who is clearly not interested at this time is both fruitless and will give you no chance of getting their business in the future. It’s just as important to know when it’s time to back off. Here are some of the most common objections and how to respond. ‘It’s too expensive = ‘Tell me why …
Top Sales Tips
Top Sales Tips Here are a few of the best sales tips I’ve picked up along the way that hopefully you’ll find helpful: When talking to a customer, don’t ask questions that they can answer with a ‘yes’ or ‘no’. You’ll get a lot more information from them this way. It’s not what you say – it’s what your customer believes. Don’t ever make a phone call or send out a communication without an end goal. Don’t bother trying to sell a product or service that you can’t get passionate about or don’t believe that you’re offering a quality product or service that will truly benefit your customers. Don’t be late – EVER Stay standing when greeting a customer – or stand as they enter the room. ALWAYS shake hands standing up with a nice firm, purposeful handshake. Ensure that every sales call starts with letting the customer …