One mistake many businesses make, is pinning all their hopes on "my next ad will bring 'em all in". The truth is, an increase in enquiry is only a small part in the equation of increasing sales and profitability.
If you have an increase in enquiry, it does not necessarily mean you are going to have more sales. Your ability to sell is directly correlated to your success, so it pays to invest the time in the development of strong selling and marketing strategies that work together, that are easy for your team to follow and provide reliable, consistent and repeatable results.
Before we look at making any changes to the way your business sells, the first place we start looking is at your existing sales steps and processes. This is normally done in a team session to explain what we are looking to achieve and to find out what the best sales people are saying and doing already. We also use this time to break down each of the conversion steps/touches in the process.
We will teach you the four simple steps to building better relationships with your customers, converting more sales, and boosting repeat business. You don't have to be a slick sales person to be good at selling - you just need the desire to HELP your customers get what they need.
The next part in the process is to define each of the individual conversion points and write an easy-to-follow sales system. A typical sales system includes the sales techniques including scripts, workbooks, templates, supporting material, etc that the team can follow. This also provides the foundation for your future recruitment and training systems. A good sales system gives you the ability to have a 'birds eye' understanding of each lead's progress so that you can monitor how they are progressing through out your sales funnel. This system can also be integrated into your existing CRM (Customer Relationship Management) system or a new one that we can help build with you if required.
Once the system has been written and tested, we then train your entire team to commence implementation.
Like everything in marketing and selling, we need to make sure we put necessary steps in place to track and measure the system's effectiveness.
All systems in your business should be reviewed constantly and tweaked along the way to ensure they remain valid and effective, but also relative and up-to-date with all your products and services.
As part of our on-going training, coaching and monitoring programme we work closely with sales people to teach helpful closing and objection handling techniques. In addition we also offer insight and training on how to recognise different personality types and use them to your advantage when selling and managing sales people.
The team at Holloways did a great job when marketing to us. Their approach to growing their own customer base made us think ″well if they can do the same for us, let's get on board″. We like their integrated approach; they quickly became part of the team and help drive our sales and marketing strategy as well as keep us on track.
We are seeing results with a much more focused sales process. This wasn't the easy way out for us, it does involve change and effort, which was made clear going in. It feels good to be winning.
As well as this, they have shown us a different approach to integrating our sales and marketing strategies. They've trained all of our sales people and written, designed and coordinated all our marketing efforts (online, digital, TV, print, radio and more).
Holloways play a vital role in our overall success and ongoing growth.
PF Olsen is New Zealand's largest independent forestry services provider... Holloways has assisted PF Olsen to develop and implement our marketing strategy for several years. I am impressed with their hands-on approach and practical solutions.
They interact well with our staff at all levels and locations throughout our business and provide a consistent approach to new work development. They provide an excellent sounding board for our ideas as well as providing innovative ideas of their own. They have quickly grasped our situation and sector, which has enabled them to provide workable solutions rather than just marketing ideas.
HHB is a unique Business Growth Consultancy founded in 1986. The company was formed to help privately owned businesses achieve measurable growth through their sales and marketing efforts. We help businesses across New Zealand and Australia get consistent, reliable and sustainable improvements from their sales teams and marketing.
Unlike others who try to occupy this space HHB have shown proven expertise in all three disciplines required to increase profitable sales (1) sales systemisation and coaching, (2) measurable marketing, and (3) strategic yet practical business advice.
There are three parts to your business, 'Getting the work', 'Doing the work' and 'Getting the money'. If you want reliable long-term growth 'Getting the work' needs to be just as systemised as 'Doing the work' and 'Getting the money'. In most businesses this isn't the case which is why companies hire HHB to achieve long-term sustainable growth. To make that happen we systemise your sales processes, regularly coach your sales and customer service staff and test and measure your marketing until you are spending less for every sale it brings in.
When getting the work is systemised you can turn the workflow on, and off as needed. This allows you to stay ahead of your competitors and reduces the risks normally associated with investing in growth - you can go ahead and invest knowing you have control over how much work comes in. Accountants love our tested methods of making growth more consistent, reliable and sustainable.
The answer to that is quite simple: We do what sports coaches do to help the best athletes get even better - they study what the athlete is already doing right and get them doing more of it. In the example of HHB, your business is the athlete and we work alongside the people in your company who already sell the most. We draw out their strengths (which are often unknown to them) and get other team members doing what they do - then we coach them to make sure they keep doing the things that work.
Plus, we use low cost marketing to tell the selling stories your best people already tell. Marketing always works better when it says to lots of people; what your best people say to one person at a time.
Reductions in workload, better bottom lines, sales teams that are easier to manage and deliver more consistent results - and the ability to make informed marketing decisions.
A New Zealand farm equipment company experienced a year-on-year growth in sales of 25% after we systemised their sales approach, coached their people used testing to uncover the things that now make their marketing work better.
A New Zealand engineering company achieved record sales when we systemised their sales approach and coached their reps.
An Australian swimming pool manufacturer had us coach salespeople across their 37 dealers and saw sales increase by 12% when their industry was experiencing a downturn. They also experienced significant improvements in all key areas of their marketing - their website is now the most popular swimming pool website in Australia, their social media generates enormousweb traffic and their 'How to Buy a Pool' Guide, generates record enquiry.
A small New Zealand company selling broadbandsatellites to farmers with poor internet saw sales go from three units per month, to ninety when we systemised their sales approach, coached their team and improved their marketing.
A group of privately owned NZ retail stores saw their sales team achieving a consistent approach and their marketing spend reduce
Do you get frustrated with marketing measurement charts that talk of 'impressions', 'click-throughs' and other metrics that are almost impossible to relate to your bottom-line results? HHB measure the things that are actually important in business - the number of quality new leads your marketing is generating, how many of those leads your team are converting to a sale and whether the average value of each sale is increasing.
We'll do that measuring with you. Our teams will work together to measure the five areas that are most important to the growth of your business: The number of new leads you are able to talk to, how many of them you convert, the average size of your sales, repeat business and referrals, and your bottom line. Then each month we'll decide together what improvements still need to be made to both your sales approach and your marketing.
How serious are you about achieving change? Great results aren't easy to achieve, otherwise everyone would be achieving them. But they are possible with the right approach and effort. The first few months of the change will be the hardest, not because of extra work, but because the tasks and the thinking around your sales and marketing approach will be different. We'll teach your people to stop doing the things that don't work and start doing the things that do. You won't work more, you'll work differently.
Yes, that's imperative to getting the best results from the HHB system - you will have your own HHB Consultant. That person will produce your sales and marketing framework and then carry out the work necessary to achieve your goals - your consultant will systemise your sales approach with your team, coach and support your people regularly and plan, write and coordinate your marketing including social media, digital, web, video, and print. And where appropriate, radio and TV.
Your consultant has been rigorously trained in all HHB systems, is expert at delivering them and is already involved working with other HHB clients.
Your consultant will meet with you weekly to plan the work for that week and report on the last. Then during the rest of the week they will work with your people and on your marketing to complete the projects they plan with you in the weekly meeting
All training and coaching of your sales team including:
Social media management
Online marketing - newsletters and direct mail
Google Ads - Search, Display, Remarketing and Shopping campaigns
Websites - new builds, overhauls, ongoing maintenance and SEO
Videos for website use, social media, online marketing, and sales presentations
Editorial and copywriting
Direct Mail campaigns
Existing brand improvements and overhauls
Graphic design and branding
Tradeshow and Field Day Stand design, POS, handout material and training for show stand attendants
Company profiles, brochures and all other printed collateral
Product user guides for your customers
Newspaper, radio and TV advertising
Billboards and signage
Advice and coaching for management in areas relevant to achieving your growth goals (E.G. time management, staff culture, recruitment)
We have structured our service so that instead of receiving large bills for different projects, you pay a fixed monthly fee which you can cancel when you want. That guarantees that sales and marketing costs never get out of hand and allows for accurate budgeting and forecasting.
We also guarantee that after the initial two-month period you can cancel our service, for any reason, with 90 days' notice.
All of the above means we are constantly guaranteeing that you will only be employing HHB if you are happy with our service, finding it valuable and feel it is positively supporting you in the attainment of your wider business and personal goals.