Mar 182013
 

entrepreneur, happiness, born leader, focus, take action, passionate about work, passive income, systems, technician, michael gerber, e-myth,

 

Click here to learn more about Michael Gerber’s best selling book the E-myth

Clich here to learn How to: Calm the chaos and get your life back.

If you enjoyed this post, I would be grateful if you helped spread the word by emailing it to a friend or sharing it on LinkedIn, Twitter, or Facebook. Thank you!

 March 18, 2013  Posted by at 5:00 AM Happiness, Visual Quote Tagged with: , , , ,  No Responses »
Feb 252013
 

Create leverage, create systems, build a business 

Click here to learn more about creating leverage.

Click here to learn more about creating systems.

Click here to learn more about building a better business.

If you enjoyed this post, I would be grateful if you helped spread the word by emailing it to a friend or sharing it on LinkedIn, Twitter, or Facebook. Thank you!

 February 25, 2013  Posted by at 6:00 AM Visual Quote Tagged with: , , , ,  1 Response »
Jan 092013
 

 

business coaching, service coach, managing cash flow, seasonal businesses, test and measure, A customers, trust your team, ineffective advertising

We(Service Coach team) have found that growing a service business to fast is the reason why the majority of businesses fail in the first 5 years. Growing to fast ultimately leads to a lack of cash, and usually a very big cash flow problem. Taking the time to build your business, your team, and your systems is the way to ensure long-lasting profits.

As you grow your business, it is easy for you as a business owner to get seduced by the lure of easy money as you bring new customers into your business. However, Continue reading »

 January 9, 2013  Posted by at 6:00 AM Growth Tagged with: , , , ,  No Responses »
Oct 152012
 

Born Entrepreneur, Why Entrepreneur, Business Coaching, Passive Income, build a better business.

 

 

 

 

 

Did you read the E-myth yet? I decided this week to offer this book for free to my readers for 3 reasons.

  1.  You guys are awesome and I really appreciate that you have taken the time to click on my links and read/share my articles over the past year and a half.
  2. This book is my all-time favorite business book. I have gained so much from the information within these pages that I want my readers to have the same opportunity without the barrier of having to purchase the book.
  3. You deserve it! Being a business owner is not only the most rewarding job title out there it is also the most demanding.  So take some R&R time, sit back, relax, and enjoy some down time.

Do you want to learn more about creating leverage and building systems in your business?

If you would like to get a free copy, please comment below on why you want to build a better business and leave your physical mailing address in the comment.  I will then mail you a copy of the book after this offer has expired. This offer expires 10/31/2012.

Not sure what the E-myth is all about? It’s only the best business book of all time. Click here to read my book review.

If you enjoyed this post, I would be grateful if you helped spread the word by emailing it to a friend or sharing it on LinkedIn, Twitter, or Facebook. Thank you!

 October 15, 2012  Posted by at 6:00 AM Give Away Tagged with: , ,  8 Responses »
Sep 242012
 

team, key performance indicators, leadership, hiring employees, building a better business, outsource, goals, prioritize

There are three steps managers and staff can take toward a more efficient, more productive organization. .

1. Identify and focus on your biggest priorities.

Too often employees find themselves spending time on work that isn’t core to the success of the business. As the Pareto principle states: 80% of the value comes from 20% of the work. The key here is for your business to identify the few objectives that drive Continue reading »

 September 24, 2012  Posted by at 6:00 AM Growth, Team, Time Tagged with: , , ,  No Responses »
Aug 062012
 

 

sales, sales people, conversion rate, follow-up, sales tips, sales scripts, sales testimonials, sales goals

 

 

 

 

 

 

 

 

1. Ask More Questions:

Questions are the answers in sales. Too many sales people tell their customers the features and benefits of their product or service but never take the time to find out which of the benefits the customer is actually interested in. So, ask them to tell you what they want.

2. Set Daily Targets:

A common theme in sales- chase enough customers in the hope that one or more will buy. In reality this leads to sales people only selling to the early adopters or price shoppers who would probably buy from anyone. However by keeping track of how many customers buy on average from a given number of leads and then introducing strategies to convert a higher percentage will ensure your sales team learn how to improve their results. Set daily targets and assess your performance against these targets.

3. Use Sales Scripts:

No one likes to hear someone read from a script, but customers do expect us to be consistent. So how do you ensure all your interactions with prospects are consistent and that you deal with objections in a professional way? By writing down what it is you say in any given situation and by training your team to use the same questions and language you can bring a lot more productivity to your sales process.

4. Offer / Guarantee:

Why should someone buy from you and not a competitor who can provide the same product or service at a lower price? What is it that you offer them or can guarantee them that will differentiate you from your competition? Your offer must generate excitement to get prospects to make a decision to buy now.

5. Ask For The Sale:

One of the biggest common failings in sales is not asking the prospect to buy. A fear of rejection, that the sale will be lost, prevents many sales people from actually asking the final question. Just do it and learn from those that say no so you can improve your conversion rate over time.

6. Learning:

To be successful in sales there absolutely must be a habit of learning. Learn from other sales experts, learn from books, learn from your best customers and learn from past experience. Both your good and bad experiences can be a huge help in improving your sales success. You must record these experiences and build your knowledge over time. Write it down so you do not keep repeating the same mistakes over and over again.

7. Testimonials:

We all need to be reminded of what we are doing right and why our best customers love dealing with us. Sometimes we focus too much on what is going wrong rather than what we are doing right. Focus on the good stuff and we will do more of it! Get your customers to write down their testimonials so you can use it in your marketing and attract even more great customers.

Question: When is the best time to make a sale?

Answer: Just after you made your last one. Ever hear stories of football players who stop scoring touch downs and it seems they will never score again? Well generally they change something about themselves; their attitude or a superstition or a habit; and then suddenly they are back in scoring form again and they keep scoring.

If you enjoyed this post, I would be grateful if you helped spread the word by emailing it to a friend or sharing it on LinkedIn, Twitter, or Facebook. Thank you!

 August 6, 2012  Posted by at 6:00 AM Growth Tagged with: , , , ,  No Responses »
Jul 232012
 

sales, sales people, conversion rate, follow-up

 

 

 

 

 

 

 

 

 

11 ways to boost your sales right now, this week …

  1. Get your salesperson with the best conversion rate to train everybody else for a day or two.
  2. Script your sales process. Use a lot of questions in the script (it’s NOT a sales pitch) and learn from what the best sales people are doing.
  3. Break your sales process down into each and every critical step and work on one step at a time.
  4. Measure your conversion from one step to the next and work on improving each step by just 10% more than it was.
  5. Work on the letters, brochures, other written or audio/video material you use during each step of the sales process.
  6. Use my magic question for phone selling, “Thanks for your call, just so I can help you best would it be OK if I asked you a couple of questions?”
  7. Run a competition among your sales people for a week or two around the one area you need to see the most improvement in.
  8. Learn the critical buying step in your sale, for example in female fashion stores, it’s trying the clothes on, with it you have more than a 50% chance at making a sale, without it, less than 10%.
  9. Follow up and follow through, too many sales are lost by salespeople who can’t be bothered to follow-up again and again and again … at least 7 times …
  10. Make an offer that is either limited or a bonus offer or something to get customers to act now and to give sales people some ammunition …
  11. Just plain ask people to buy, usually in sales training the one biggest reason sales people are not getting the sale is that they don’t ask for it …
  12. Bonus: Stay focused on your conversion rate for 3 months and watch the dramatic effect it has on your bottom line.

Once you’ve got it right, or at least much better than it is today, then and only then is it time to go to work getting more prospects and investing more money into your marketing and fixing the marketing you are doing now.

If you enjoyed this post, I would be grateful if you helped spread the word by emailing it to a friend or sharing it on LinkedIn, Twitter, or Facebook. Thank you!

 July 23, 2012  Posted by at 6:00 AM Growth Tagged with: , ,  1 Response »
Jul 162012
 

 

sales, marketing, conversion rate, test and measure, guarantee, follow-up, USP

 

 

 

 

 

 

 

 

 

 

 

1. Follow up – It is amazing how such a simple strategy can be so effective. Every quote, introduction, tender you do is just the start of your conversion process. So many businesses spend hundreds of pounds getting a lead, many hours preparing a quote and then, if they don’t hear back, just say “oh well,” and move onto the next lead. This is such a waste of time.

Just think of how many times you have been offered something and then life has got in the way so you did not get around to ordering it. How pleasant would it have been if somebody had reminded you and helped you complete the purchase? Also remember if you do not follow-up, your competition will.

2. Unique Selling Proposition (USP) – Why should somebody buy from you rather than your competition? When times get tough you may find more people in your sector trying to compete on price. Educating your prospects about your uniqueness and how you add value is the only way to ensure you get the business and still make a good margin. If you can communicate with your prospect all the benefits they will get from buying from you, why would they go anywhere else?

3. Guarantee – One of the main reasons people don’t buy is that they have a fear they will be let down at some point in the process. It is your job to identify in what areas these fears may lie and then to guarantee that by buying from you they will not be let down. Just look to the big companies like M&S, Domino Pizza and DHL for great examples of this.

4. Benefits and testimonials – Another great way to alleviate people’s fears of buying from you is to show them what benefits your existing customers have received by buying from you by getting written testimonials from them. These should include real benefits to them, not just “they are great people to buy from.” If your customers do not know what to say then there is no harm in preparing a testimonial for them to sign.

5. Measure it – It has been proven that just by regularly measuring your results, they will improve by up to 5%. This works because by monitoring your results you are setting your subconscious brain to look for ways to improve that factor.

While consciously you are not doing anything, subconsciously you are affecting the result. An easy way to demonstrate this is have a piece of string with a weight on the end and hold it dead still. Then without moving your hand, think about the weight moving in a certain direction. You will be amazed at the result.

Just by working on these strategies you can make an amazing difference to your revenues and it need not cost you a penny.

If you enjoyed this post, I would be grateful if you helped spread the word by emailing it to a friend or sharing it on LinkedIn, Twitter, or Facebook. Thank you!

 July 16, 2012  Posted by at 6:00 AM Growth Tagged with: , ,  8 Responses »
May 232012
 

customers, ideal customers, firing customers, qualifying customers, grading customers, small business growth, service business growth

  • Step One:Define Your Clients: We all have clients that drive us mad. They might always pay late or complain and haggle over invoices or prices, wait until the last-minute to lodge important paperwork, put unnecessary demands on you, have questionable hygiene habits… the list goes on. The first step is to define your clients into 4 classes A,B,C & D class clients. The definition is up to you. You might also find an ‘A’ class client might be one that always pays a month late but never questions the price.
  • Step Two: Tell them where they rate: Send all your ‘A’ and ‘B’ clients a letter telling them that you appreciate their effort in the relationship, that you enjoy working with them and will always strive to do the best for them. Then send your ‘C’ and ‘D’ class clients a letter suggesting Continue reading »
 May 23, 2012  Posted by at 6:00 AM Growth Tagged with: , ,  5 Responses »
May 022012
 

time management, most valuable resource, delegation, stop blaming time, lack of time is not an excuse 

You know you have personal discipline when:

The business owner in particular will have the feeling of being in control of his life and destiny. And the feeling of achievement through personal discipline is very powerful.

Here are seven suggestions to apply personal discipline within the context of achieving better management of business operations and the more effective utilization of your personal time:

  • Delegate: Delegate activities to the staff with the appropriate skills. Manage this approach through an organizational structure and individual Positional Agreements appropriate to the size of the organization.
  • Prioritize: Prioritize your daily work by reviewing the next day’s important activities in a ‘to do list’ at the end of each day. You can maximize personal productivity by Continue reading »
 May 2, 2012  Posted by at 6:00 AM Leadership, Time Tagged with: , , ,  No Responses »