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Three steps to making selling simple (women's boot camp) without photos

by ThreeDogMarketingNancy on Feb 21, 2012

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Workshop for Women Entrepreneurs' Small Business Boot Camp on Saturday, February 18, 2012 by Nancy Sanders, founder, Three Dog Marketing

Workshop for Women Entrepreneurs' Small Business Boot Camp on Saturday, February 18, 2012 by Nancy Sanders, founder, Three Dog Marketing

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Background – 2 years ago today I was sitting in this room, listening to a presentation much like this one –helping women entrepreneurs grow biz - 10 days later I founded Three Dog Marketing and last year our sales grew 200%. I say that not to impress you, but as Les Brown says, to impress upon you – those same results are available to you!SBA: >50% of small businesses fail in the first five years. Reasons for small business failure include: Lack of experience, insufficient capital (money), location, poor inventory management, over-investment in fixed assets, poor credit arrangements, personal use of business funds, unexpected growth, competition and low sales.You started your biz because you are passionate about creating, doing or working in your biz. But you are also the CFO, CEO, Janitor, admin, HR manager, and, most importantly, Sales Manager! Sales can be the most challenging piece of building a business, because no sales = no biz.
I founded 3DM because it is selling is simple and I wanted to help businesses and entrepreneurs grow revenues and make a difference. Three Dog Marketing believes in keeping it simple – there are just three simple steps to sales: RelationshipValue Follow Up. Learn how to integrate these elements into your sales program in order to ensure the best results for your business!
What is your goal for 2012? February ? 18th - are you there?What is your closing ratio? How many more clients do you need to hit your revenue objective?How can you see that many additional clients next week?In order for you to get the most out of today’s discussion and increase your sales, you first need to establish your objectives – your plan or map.This isn’t a goal setting discussion but objectives are critical to selling - A goal is a statement about a desired outcome with one or more specific objectives that define in precise terms what is to be accomplished within a designated time frame. (SMART – specific, measurable, attainable, RELEVANT and timely.At a minimum:1. Establish your annual revenue, a monthly activity goal and a sales objective for next month.2. Break that goal down into weekly benchmarks.3. Track your numbers
Notice I didn’t say – customers or prospects – you build relationships with people (and dogs!)First ask yourself - Who are your best customers?Where are they? Then, how do you stay in touch?Your handout lists 25 activities that enable you to increase sales – relationship building tasks include:Follow up with everyone you meet at Boot Camp within 48 hours.Connect to prospects on social media.Customize your LinkedIn connection message.Send Big Dogs (highly desirable prospects) a hand-written note.Pick up the telephone and request an appointment.Call at least 5 people each day and 25 people each week.Ask for their birth month and day – then send them a card.Invest 15 minutes each day on social media platforms – 10 minutes reading and listening; 5 minutes posting
Identify and communicate your Unique Value PedigreeWhat is so special about you? Why do people buy from you? What are compelling marketing messages? What activities, tools and techniques are most effective to reach them?What will you do today to communicate your value with those you interact with?Offer a complimentary assessment, strategy session, coaching call.Develop a 10-question survey or questionnaire that identifies your prospect’s pain or problem.Schedule appointments to learn about their problemsComment on or post a discussion topic (NOT a sales pitch) weekly on LinkedIn.Invest 15 minutes each day on social media platforms – 10 minutes reading and listening; 5 minutes postingRead the blogs of your Big Dogs and comment when you add to discussionPackage your product or service in ways that solve their problems.
A little more about your UVP – Why do people buy from you? It’s not “lower prices” or “great customer service.” If you are serious about discovering the answer to this question, ask your customers. You will be surprised at what they say. Once you have determined why people buy from you, you can create compelling marketing messages and collateral that both builds your unique brand and provides a persuasive argument for doing business with your firm. This step is challenging to do on your own but you can put together a focus group or hire a consultant to help you clearly identify your UVPCreate solutions to their problems.If you can develop effective solutions to problems, you’ll have more business than you can handle. Offering options increases the opportunity that an individual buyer will chose to move forward.
What does your orange ball look like? You need to create a follow-up plan – people won’t buy from you at your first meeting, appointment, presentation, etc. – that’s ok 2% of sales are made on the 1st contact (touch).3% of sales are made on the 2nd contact;5% of sales are made on the 3rd contact;10% of sales are made on the 4th contact;80% of sales are made on the 5th contact – 90% of you have probably given up after the 3rd contact (our two biggest clients came after the 5th contact; one after a year! – would you have kept calling?)Create your success system - follow up and be accountableGive your prospect time to evaluate your recommendations. Ask what the next step is? Then, do your part – follow-up. Keep following up until they make a decision to hire you (or not) or they tell you to stop following up.These steps provide a simple sales strategy that enable you to build relationships and make more $$s. When you FU and they decide to not do business with you or haven’t made a decision yet, hank them for their time and follow up!Stay in touch – until they say “yes” or tell you to stop calling.
Your handout list 25 activities – choose the ones that yield the results you want, not just the ones you like to do - Establish a monthly activity goal and a sales objective for next month.Break that goal down into weekly benchmarks.Research organizations and associations where your target market participates.Attend one event each week and meet three new people.Follow up with everyone you meet within 48 hours.Connect to prospects on social media.Customize your LinkedIn connection message.Send Big Dogs (highly desirable prospects) a hand-written note.Pick up the telephone and request an appointment.Call at least 5 people each day and 25 people each week.Offer a complimentary assessment, strategy session, coaching call.Develop a 10-question survey or questionnaire Ask for their birth month and day.Schedule a minimum of five appointments each week.Comment on or post or discussion on LinkedIn.Invest 15 minutes each day on social media platforms Read the blogs of your Big Dogs.Package your product or service in three sets.Ask, “What is our next step?”Agree to a follow up plan (they will call you in 49 hours or you will call them next Monday at 4 p.m.).After your in-person meeting (with 2 hours) send an email message thanking them and re-establishing the value you deliver.The following day, mail (as in post office!) a hand-written note.Send all your clients, prospects and Big Dogs birthday cards.When you follow up and they decide to not do business with you or haven’t made a decision yet, hank them for their time and follow up!Stay in touch – until they say “yes” or tell you to stop calling.
Selling is simple – do not complicate itWhen you learn how to integrate these elements into your sales program in order to ensure the best results for your business! Write down – right now - What is your revenue goal for February – it’s the 18th of the month – are you there?What is your closing ratio?How many more clients do you need to hit your revenue objective?How can you see that many additional clients next week?Who will you be accountable to?
Use your Networking Cards in your bag that we created - Please stay in touch and share your successes with us!

Three steps to making selling simple (women’s boot camp) without photos — Presentation Transcript

Three Steps toMaking Selling Simple Nancy Sanders, MBA Founder, Three Dog Marketing
• Develop strong relationships• Communicate your unique value• Follow up 2012© Three Dog Marketing
Where are you going? 2012© Three Dog Marketing
BUILDRELATIONSHIPSWhat dailyactionsdevelop trustand buildstrongrelationshipswith people? 2012© Three Dog Marketing
UNIQUE VALUEPEDIGREEWhat isspecialabout you? 2012© Three Dog Marketing
Why do people buy • Great servicefrom you? • Lowest prices • Reputation • Family-owned • Most responsive • Been in business x-years • Employees • Features • Benefits • NOT ANY OF THESE! 2012© Three Dog Marketing
Follow upWhat doessuccesslook like? 2012© Three Dog Marketing
Recommended Activities  $$s Goal  Network  5 Calls/day  5 Appts/week  Develop assessment  Track results  Re-$et goal 2012© Three Dog Marketing
Three Simple Steps for Sales Success:Develop strong relationshipsCommunicate your unique valueFollow up 2012© Three Dog Marketing
BUILD RELATIONSHIPS: MAKE MORE MONEY Connect with Three Dog Marketing OnlineWebsite: ThreeDogMarketing.com (blog)Email: Nancy@ThreeDogMarketing.comCall: 602.476.4509Connect: Facebook Three Dog Marketing Nancy Sanders LinkedIn Nancy Sanders Twitter @3dogmarketing 2012© Three Dog Marketing