Why marketing works best when it is dictated by your sales strategy, not the other way around.
Here's what we mean by that...
For as long as we can remember, marketing has been what you do to make the phone ring so you can get more customers and sales. It's often thought of as an activity or task in your business that is quite separate to sales, the selling is what happens once the marketing has brought in the people. But in actual fact, your marketing should be dictated and driven by your sales process.
More and more, our customers are coming to us for help with the sales function of their business, because when we start talking about sales and marketing, they soon realise that this is an area of their business that with the right care and attention, can improve their sales and profits without even changing anything about their current marketing.
What is it we do to help you improve your sales?
1. We map your sales journey from first encounter to happy referring customer
We help you map your customer's journey through your sales process in detail, from their first encounter with your business, right through every step and conversion point in the sales process (and there are more than you'd think!), to actually processing and securing the sale. But the thing with sales, is that it doesn't just stop there, you then have to have a process that helps you secure repeat business from your customers and helps encourage referral business. Your after-sales activity is just as important as every other step.
2. We plan your marketing to enhance your sales process
Once we've helped you map out your customer journey, we can design and create marketing collateral that your sales team can use to help move the customer through the sales process and improve your conversion rate at each step. We can also design lead generation marketing that ensures the right sort of people are contacting you.
3. We implement a CRM that helps you measure and track sales efforts
We'll also make sure you have a strong CRM system to manage sales and customer communications. It's not enough to have a great CRM, it also needs to be intuitive and easy for your staff to use, because having a CRM is pointless if it's not being used properly. However, when used consistently and correctly, a good CRM can be a powerful sales tool. And of course we have our favourites that we can recommend.
4. We offer sales training and systemisation to help your people sell more
A big part of what we do, involves training and coaching your sales team. Now obviously your team know more about your product or service than we ever will, but there are some fundamental sales tips and techniques that we can introduce to help them improve their conversion rate. But that's a whole other conversation!
5. We teach you how to hold productive sales meetings which hone and focus skills
In order to keep the sales engine of your business turning over consistently, it's important to maintain regular sales meetings. We'll teach you how to keep these meetings productive, make them a non-negotiable part of your business and use them to keep your sales team engaged, excited and successful. Sales meetings are also a great opportunity to inject sales tips and upskill staff knowledge and sales techniques.
6. We develop marketing aimed at your existing and past customers to maximise referral and repeat business
We'll help you implement regular communications to your existing and past customers, because it's important to ensure you have loyal customers who buy from you time and time again and refer other people to you. If we asked you how much of your business comes from word of mouth, you'd most likely tell us 'about 60% or more,' which is so common, and easy to influence! You see, we're about doing things that don't cost the earth, but are more likely to work.
So, you can see why we aren't just your normal marketing or advertising agency - we dig deeper and aim to make a real and measurable impact on your sales and profits.
We hate pushy sales people as much as anyone else - BUT THERE IS ANOTHER WAY TO SELL!
We can 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.
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 strategies that you and your team can easily follow.
It doesn't matter whether you are selling big-ticket items or small, once taught our easy to understand and apply sales process, you will quickly learn that every sale goes through these same for simple steps:
Are you (or your team) making these common mistakes when selling?
1. Failing to establish the appropriate level of trust at the beginning of your sales process.
2. Failing to ask for the sale (New Zealanders are particularly poor at asking customers to buy).
3. Getting the steps of your sales approach in the wrong order!
4. Failing to find out what your customers really need and then not linking products/services back to your customers REAL needs!
Stop Being an ORDER TAKER and learn the art of SELLING!
One of the hardest things to change as a sales person is switching from "quoting mode" to "helping mode". You see there is a major difference between order taking selling.
An ORDER TAKER is going to find out what they need to quote for - in this scenario the cheapest quote will normally win.
SELLING in the other hand, involves understanding what is going to work best for the customer and then presenting that solution, In order to understand what is best for the customer, we need to ask them questions which helps us ( the sales person) and them (the customer) to figure out what os likely to be important to them.
The MORE QUESTIONS we ask, the clearer the picture becomes.
The clearer the picture becomes, the MORE LIKELY it is that we will present them an offer that they want and feel the need to buy.
Click here to find out more about what we cover in our Sales Training sessions.