Are you struggling to convert your hard-won sales leads into paying customers?
If so, this is a clear signal that you’ve reached the stage where a sales training solution is needed.
It’s well known that many small business owners and entrepreneurs have a hard time “closing” the sale.
There can be multiple reasons why sales don’t close.
So it can be very frustrating when you feel like you’re working hard, you really believe in what you offer, and still, you don’t land the customer.
Some of the reasons this could happen for you are …
- you are marketing, not selling
- you’re targeting the wrong type of buyer
- the person you are targeting is not the decision-maker
- there is no urgency for them to buy right now
- there is a better alternative out there in the marketplace
- they don’t have a good enough reason to make the switch
Just a few tweaks to your sales process could fix the problem.
Many of my clients, prefer to hire a sales guru to work alongside them in their business, giving them support and advice as and when they need it.
Here are 3 top ways I help my clients to grow their business:
#1. Develop profitable partnerships
Leveraging partnerships as a business growth strategy.
I help my clients seek out opportunities for growth by building strategic alliances with like-minded individuals who are not in direct competition.
But who sell complementary products and services.
Introducing your services to them provides an opportunity to add value to their current product and/or service offering.
That which increases customer satisfaction and their bottom line.
This can be an incredible way to get introduced to new audiences.
And, while not every contact you make may result in a sale, every time you reach out to somebody new, you’re expanding your network.
Finding the right strategic alliance or joint venture can transform your business quickly by helping you …
- get immediate access to well-qualified prospects
- create more revenue
- build your brand
Are you a business owner with assets that another business would love to share with their audience?
What companies would grant you access to customers on their list in exchange for a referral fee or an affiliate commission?
Keep in mind that the secret to success is in the preparation.
Get your strategy right, do your homework, and the right partnerships for your business are sure to deliver outstanding results.
#2. Lead generation and appointment setting
I help my clients to define and fully understand the group of customers for whom they are best positioned to achieve maximum results.
Ideally, we all want to work with people who have similar values and create client relationships based on mutual respect and admiration.
It pays to be particular.
So set your standards and your limitations, and refuse to compromise.
Working with exactly who you want to work with will make you happier.
You’ll feel more fulfilled, and you’ll be more productive.
You’ll become a perceived expert in your field.
And you’ll be able to charge a premium price for your services.
There are so many people marketing themselves out there.
Many probably do the same things as you.
Evaluating the competition and speaking with genuine customers will uncover what matters most to them.
It will uncover what specific needs are not currently being met or not being met well.
There’s no need to reinvent the wheel.
Sometimes all it takes is to find something that is already working and make it better.
I help my clients find a gap in their market where they can position themselves to effectively meet the needs and desires of their target audience that their competitors will find difficult to imitate.
Together we create a competitive advantage.
We put together a plan of action.
And then I assist them in their efforts to gain introductions to decision-makers and major influencers.
#3. Selling and sales training
Many entrepreneurs use their sales presentations to tell prospects about every benefit their product or service has to offer.
But this can actually lead to losing a sale you otherwise would have won.
The truth is prospects only care about the aspects of your product or service that address their specific challenges.
Regardless of the specific structure you choose for your presentation, your story needs to accomplish three goals:
- frame the issues
- present the challenge
- explain how you will solve the problem
I help my clients improve their presentation skills and enhance their presentations with compelling, visually engaging PowerPoint slides or videos to get the results they want.
I help them achieve their full potential by setting into place a rock-solid sales system.
By helping them structure a systematic, repeatable and scalable series of steps that map out and track the actions they need to take from lead qualification to deal closure.
Also, I help them get some sales on board and share effective techniques to keep their customers happy.
And, when things go wrong, how to win them back and discourage them from defecting to the opposition.
Here’s the truth …
It takes time and effort to produce results.
Each individual entrepreneur has their own concept of the perfect business.
We all know that as determined and as enterprising as we may be, no-one can be good at everything.
And in any case there are only so many hours in the day.
Many of the service business owners I work with are very much aware of their strengths and their weaknesses.
They know it’s important to work on their business in order to grow.
But they genuinely enjoy using their specialised skills and expertise to produce outstanding results for their clients.
Just like my sports physio friend Ian …
The very reason they went into business in the first place.
The truth is that not everyone is going to enjoy sales.
Not even after they’ve learned how to master the process.
A lot of my clients feel this way.
They prefer the satisfaction they get by focusing on what they do best.
And outsourcing the rest.
Outsourcing improves their productivity and gives them time freedom.
Outsourcing provides access to professional, expert and high-quality services when and where they need them most.
If you found this article interesting, here’s another you might like to check out: WHAT CUSTOMERS REALLY WANT