how to improve your sales
TRANSCRIPT
The objective for the next 2 hours
To overcome your fear of sales and create a process that;
• Feels right for you• Is easy for your customer to engage with
• Will Increase sales • Looks to the future
The Workshop ApproachThe Value Proposition
Customers
7-steps to a sale
Introductions
Please answer the following in no more than 60 Seconds
Your Name:Name of your business:Reason for attendingTell us about your business
Value is the Experience of the Consumer - Bottled
If sales is a concern let’s talk about it?
Is it – Prospecting for leads?Is it – Cold calling?
Is it – Handling objections?
Is it – Asking for referrals?
Is it – THE CLOSE?
Step 1
The Value Proposition
Let’s talk about ‘Why’Simon Sinek’s – Golden Circle
What
How
Why
What: The way the sales process normally starts. “Our product is….
How: We then normally go onto “How we are different or How the product or service works” – those benefits and features
Courtesy of Simon Sinek: “Start with Why”, 2009
Start with WhyValues Passion
Emotion Purpose
Why is this important?
Take 5 minutes to collect your thoughts.Now Introduce yourself but this time – start
with Why
I will go first…
What’s your Business Model?
“A Business Model describes how an organisation creates, delivers and captures value for you, your customers and
society”
What is a ‘Value Proposition’
A statement that defines the value of what you do in terms of: • The problem you are solving
• The needs that you satisfy
Take 10 Mins and Answer the following
1. What problem are you solving for your customer?
2. Articulate the solution to this problem in one sentence
3. Why is it a problem ‘Worth’ solving?
What is FAB?Service / Product Feature Advantage Benefit
Complete the sentence
This (………..) means you
gain the advantage of (……………) that has
the benefit of (…………..)
Write down 1.2.3.4.5.
1.2.3.4.5.
1.2.3.4.5.
Select 2 from the above - what makes you stand out from the crowd?
1. 2.
1. 2.
1. 2.
From the customer’s perspective
I want to buy this product or service because it will …….
The thing I value most about this product or service is ……
It is better than the competitors product or service because ………
Now turn it round into a value proposition
Our service or product is unique because …………………………………………… . It has the(feature) which gives you (this advantage) so that you
can(benefit by)
Now we have defined it we can talk about it
But to who?
Customers
Know your CustomersNurture your Customers
SegmentMarket Place
Focus
Segmentation1. Understand
Customer’s needs
2. Group customers by
needs
3. Identify most ‘attractive’ segment
4. Develop a Value
Proposition for each segment
5. Map each segments
touchpoints to needs
Empathise
3-areas to investigate
Where does the information come from?
What information does a customer require?
Where is the information accessed?
Is it clear, easy to source – purposeful?
1.Information
2. EmotionsWhat emotions does your customer feel at the start?
What emotions might they feel during the decision process?
What emotions could they feel afterwards?
What could you do to make them all positive?
3. BehavioursWhat economic sacrifices have they made to buy?
What does the purchase say about them as a person?
Have they been coerced into buying?Is this the first time or is it a repeat purchase?
How do your customers buy from you?
Make them feel part of it
Take your customer’s journey
Colbea TouchpointsCustomer Segment
Information Emotions Behaviours Touchpoints
Start-ups A need for knowledge, How to start, Grants and finances
Fear, uncertainty, trepidation, excitement
Free 1:1 session, follow-up, BIG, Planning documents
Booking process, Website, payments, accessing downloads, training
Pre-starts Overcome challenges, increase customers, achieve goals, find & raise finance
Frustration, fear, doubt, overwhelmed, motivation concerns
On-line access to Coaching, workshops, emails, accountability, BIG
Website, Coaching, Advice, networking, Training, 1:1 advice
Established businesses
Improvement, Overcome challenges, Decision making, change management, Finance
Overwhelmed, need for new direction, fear of change, paralysis
1:1 sessions, consultancy, booking workshops, on-line courses
Website, Coaching, 1:1 Advice, networking, Access to finance, Growth mentoring
Chose a segmentCustomer Segment
Information Emotions Behaviours Touchpoints
Lead NurturingGetting ahead of the buying process by educating and communicating with leads what the brand value and promise is
Lead Nurturing
Educate
Inform & Understand
CommunicateConvert
Keep Alive
Without effective nurturing, 79% of marketing leads never become
prospects
Lead Nurturing
Educate
Give them the tools to make independent decisions
Align their education to your solution
Inform & UnderstandEmpathise
Benefits aligned to needs
Relate their concerns with previous experience
Start the conversation
Communicate
Convert
Keep Alive
“63% of people requesting information about your company today will not purchase for at least 3 months (and 20% will
take more than 12 months to buy”
That is why
Retain
According to BusinessBrief.com
On average you will lose 14% of your customers each year
According to Bain & Co
My 7-Steps
Step 1Respond to every lead you get with honesty, passion and
enthusiasm QUICKLY
Top Tips to break through
If you follow up on a lead within 5 minutes, your 9X more
likely to convertInsideSales.com
My 7-Steps
Step 2In your process make things
personal by creating every touch point an experience that can WOW
them
People do not leave a message – get an answering service – it’s
cheaper than you think!“Tone is 86% of our
communication – words only 14%”
Top Tips to break through
My 7-Steps
Step 3Listen with a deep concern to understand, learn and help
Top Tips to break through Have a listening process • Plan your questions • Be responsive• Finish with actions that demonstrate how much you have learned“Expect the best, prepare for the worst. Capitalize on what comes” –
Zig Ziglar
My 7-Steps
Step 4Make sure every piece of
communication is designed to inform and help – make it easy
to contact you
95% of buyers chose a solution that provided them with ample
content to help navigate through each stage of the buying
process.
Top Tips to break through
My 7-Steps
Step 5Make things personal and
interesting – we are ALL HUMANS
Personalised emails improve click-through rates by 14% and
conversion rates by 10%Aberdeen Group
33% of email recipients open the email based on just the subject
lineConvince and Convert
Top Tips to break through
My 7-Steps
Step 6Be persistent but not intrusive
93% of converted leads have come from the 6th call
Velocify
Top Tips to break through
My 7-Steps
Step 7Now you have provided them with a great service or product – ask
them to help find the next beneficiary
91% of customers say they would give a referral whilst only 11%
of people ask for oneDale Carnegie
Top Tips to break through
Finally
After a presentation, 63% of attendees remember stories. Only
5% remember statistics Dan and Chip Heath – Made to
stick
Tell me one thing you have learned this evening
Any Questions?
Surveys will be sent to everyone asking for Feedback.
Video testimonies
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