I was recently asked to speak at a business networking group, and chose the very popular subject of sales (tips). It was interesting, some of the participants said there were some items in my presentation they knew, but they were not doing. The reminder was timely. Even if you feel you’re good at sales, still have a read; you might find some useful reminders that will help you sell better. You might even discover a couple of ‘aha’ moments that will really make a difference in your own sales processes.
However, before I talk about how to improve your sales systems, why is a good sales process important?
- Frequently you get only one chance to make a first great impression; don’t waste it!
- You’re not throwing away your marketing dollars
- You’re not missing out on future business
- More sales (usually) mean more profit
- Often good time and money is invested in a quote; give your quote the best opportunity to succeed.
1. Get the Right Headspace
Ok, before you even start on ‘sales’ get the right headspace; sales is NOT a dirty word (and if you believe it is, read my blog on this). The reality is that if you’re in business, you’re a salesperson. Also, sales does not have to be a bad thing. When I’m teaching sales, I’m teaching how to be effective and helpful, rather than pushy or aggressive. I had a business coaching client years ago who provided therapy to disabled children. It was a great service, but she didn’t want to sell or promote herself. I asked if she provided value and there was a resounded ‘yes’. I asked if children with needs deserved her help. Yes! So, why are you hiding your service from them and not letting them know you can help them? That’s another point – you can’t sell a secret!
2. Eliminate the Unsuitable
Don’t try to be everything to everyone. In fact, often taking on a job which is not in your wheelhouse, you don’t know (well) how to do can mean you lose money and/or reputation because it’s not done well or needs rectification. If you’re an accounting firm who only services businesses and investors, then why not say this on your website? Wording nicely and warmly of course. If you’re an electrician who doesn’t do solar, then why not have a FAQ page, which covers questions about licensing, areas you service and a question “Do we do solar?” … which might have a response like: We specialise in xxxxx, however no, we don’t provide solar services. By being clear about what you do, or do not do, then you don’t waste your time, or the time of your unsuitable prospects in lengthy discussions which end up with you declining the work.
3. Have an Awesome Proposal or Quote Doc!
Regardless of your industry; if you’re providing a quote, make it more than just what you’ll do for what price. I’ve seen quotes on the back of business cards, part of an email and even via text. Again, whether you’re a landscaper, orthopaedic surgeon, architect or coach, your quote or proposal should be much more. Firstly, the presentation should look good with your branding in place. Next, include your credentials, expertise, brief background and how you help your clients. After that, include the ‘guts’ of the quote with pricing, inclusions, exclusions and T&Cs. Finally, include some exceptional testimonials. I realise many accounting programs are somewhat limited in this respect, however other programs, like Fergus, Tradify and Quoter do allow attachments. One business coaching client of mine said that his conversion rate went up massively after he started to use a quality program template.
4. Track Things!
It’s important to both track your leads and opportunities as well as to track where those leads came from. In both, it’s not just about stats, but when you track your leads, that will make it easier to manage and nurture the lead, rather than let it slip through your fingers. When you track your lead sources, then you know (as a fact, not a guess) what aspects of your marketing are working, or not.
5. Have a Great Process
I cannot stress this enough. A sales process is incredibly important. Having a great system, and using it consistently will increase your sales conversion rate, your level of sales and therefore your likely level of profit. But as important as having a great process is consistently using it – by all the team. As soon as you go missing steps, that’s when the sales conversion often decreases. Have a system and always use it!
6. Be Thankful!
Often in business, someone will connect us to a lead opportunity. They didn’t have to do this, but they did. It might have been a client who loves your service, associate, supplier, staff member, ex client or friend. It doesn’t matter who – show appreciation! Appreciation is not a three-word text or email either. Take a moment to actually thank them properly. I love sending a handwritten thank you card in the mail (yes, old-fashioned snail mail) with a couple of my business cards and a scratchie. It’s low tech, but it stands out and that person might be inspired to refer again, or at the very least, feel appreciated.
7. Follow Up
Time and time again I’m guiding my business coaching clients to follow up. This is not ‘hassling’ people. In fact, 80% of people expect the person to follow up. You’re actually doing them a favour; they might be busy, or have lost your contact details or have a question. You’re the salesperson; it’s your job to educate and assist them in buying from you. I should stress that the first follow up, should be a text as soon as you email over a quote or proposal to let the person know you’ve sent it, and if they don’t see it, check spam and if not received, let you know. The amount of things which end up in spam boxes is getting ridiculous (but sadly, necessary). You spend hours quoting, promise to send it in a timely manner and then they don’t (to their knowledge) get your quote (because it’s in spam). Firstly, they think less of you, in that you didn’t follow up on your promise and so must be unreliable, but you’ve also completely wasted an opportunity and potential business. Sending a text is such a simple thing, yet something few businesses do.
A couple of facts I found on Google today:
- 85% of emails are deemed as spam
- 49% of all emails end up in spam boxes
In Conclusion
As a business coach (who services clients Australia wide) I work with clients in all aspects of business – including finances, systems, marketing, sales, operations, time mastery and staff management. Sure, I have qualifications in Accounting, Marketing, Training and Small Business Management, but it’s the decades and decades of real-world experience that make me an expert. I love helping clients grow and improve their systems and especially become more effective in the important aspects of their business – such as marketing and sales. My guidance is borne of experience and is practical, tried and true. If you’d like to discuss how I can help your business (or your sales process), reach out to me via contact page. My passion is your potential!
You can Book Your Free Sample Session if you are interested in Business Coaching, Leadership Mentoring or Life Coaching.
