Top Tips to Maximise Your Sales Bryan McCrae

How can you improve your sales and marketing?

Sales and Marketing Health Check

Sales and Marketing Health Check

1. What do you sell? In a maximum of ten words

In a maximum of ten words

What do you really sell? Features or benefits? E.g. “I design web sites” Ask “So what?” “I help local small companies find new customers faster and sell to them more effectively.”

Features or benefits?

E.g. “I design web sites”

Ask “So what?”

“I help local small companies find new customers faster and sell to them more effectively.”

Get into your customer’s heads Needs Wants Style Dreams Relationships Market Competition Budgets Pain Risk

Needs

Wants

Style

Dreams

Relationships

Market

Competition

Budgets

Pain

Risk

What do your customers really want, and how do they want it?

What benefits do your clients get from your services? What problems do you help them solve? What pain are you taking away? What time and risk are you saving? How do you make them money ?

What benefits do your clients get from your services?

What problems do you help them solve?

What pain are you taking away?

What time and risk are you saving?

How do you make them money ?

Write down three benefits that your clients get from your products or services

Write down three benefits that your clients get from your products or services

2. How do you stand out in the crowd?

What are your USP's? Why should a prospect choose you and not your competition? What do you do differently or better than your competitors, in your target market? Write down one USP now

Why should a prospect choose you and not your competition?

What do you do differently or better than your competitors, in your target market?

Write down one USP now

3. How do you find your customers ?

Advertising Mail-shots Email Newsletters Brochures Public Relations Public Speaking Sponsorship Write a book Shopfront Seminars Exhibitions Referrals Editorial Blogs & Pod-casts Video Website Give-aways TV, Radio

Advertising

Mail-shots

Email

Newsletters

Brochures

Public Relations

Public Speaking

Sponsorship

Write a book

Shopfront

Seminars

Exhibitions

Referrals

Editorial

Blogs & Pod-casts

Video

Website

Give-aways

TV, Radio

How do you engage with your customers and prospects?

How do you engage with your customers and prospects? Web-site: sign up offers Auto responder systems Personalised emails and newsletters Pay-per-click advertising and landing pages Blogs and RSS feeds Special interest forums and web groups Social and business networks Micro segmentation

Web-site: sign up offers

Auto responder systems

Personalised emails and newsletters

Pay-per-click advertising and landing pages

Blogs and RSS feeds

Special interest forums and web groups

Social and business networks

Micro segmentation

3. How do you find your customers ? Write down one more approach that you will try this month.

Write down one more approach

that you will try this month.

4. What tools do you use? Testimonials Case studies Articles and guides Samples Demonstrations Videos

Testimonials

Case studies

Articles and guides

Samples

Demonstrations

Videos

From the sales and marketing health check service: “ I have no hesitation in saying that the sales and marketing health check was worthwhile. Our sales are higher and our marketing spend is reduced as a direct result.” Russell Wiltshire, Director, Vivantio

“ I have no hesitation in saying that the sales and marketing health check was worthwhile. Our sales are higher and our marketing spend is reduced as a direct result.”

Russell Wiltshire, Director, Vivantio

4. What tools do you use ? Write down one more tool that you will try this month.

Write down one more tool

that you will try this month.

5. Have a SMART plan Specific Measurable Agreed Realistic Time-bound

Specific

Measurable

Agreed

Realistic

Time-bound

1. Sell the benefits 2. Stand out in the crowd 3. Engage with your customers 4. Get some good tools 5. Have a SMART plan and do it !

[email_address] 07739 465219 www.cogsales.com

[email_address]

07739 465219

www.cogsales.com

Important notice This material is copyright protected. It may be only copied and distributed so long as it retains clear acknowledgement to Bryan McCrae of Cognitive Sales and includes clear reference to the web address www.cogsales.com wherever it is used and also contains this notice.

This material is copyright protected. It may be only copied and distributed so long as it retains clear acknowledgement to Bryan McCrae of Cognitive Sales and includes clear reference to the web address www.cogsales.com wherever it is used and also contains this notice.