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Doubling Your Sales

ITEXPO West 2013 presentation: 10 tips on Doubling Your Sales

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Doubling Your Sales

  1. 1. Doubling Sales Angela Leavitt Peter Radizeski
  2. 2. Description • It's no secret many telecom and cloud providers are struggling for sales - it's an in increasingly competitive market and businesses are facing shrinking budgets. • This session will consider these trends and discuss 10 tips any service provider can use to increase sales by as much as 100%. • We’ll also share the 15 Marketing Must-Do’s. • sales.html
  3. 3. Speakers Angela Leavitt Chief Mojo-Making Officer Mojo Marketing @MojoMktg Peter Radizeski Chief Mojo-Fying Officer RAD-INFO, Inc. @radinfo
  4. 4. 10 Ways to Double Your Sales 1. Hire a coach or mentor 2. Get top-notch sales training 3. Learn to say “NO!” 4. Don’t just prospect, target – Go Niche 5. Establish trust fast with testimonials & social proof 6. Ask great questions and listen 7. Improve time management – Respect the Money Hours 8. Upsell, cross-sell 9. To get referrals, GIVE referrals 10. Form great partnerships
  5. 5. 1. Hire a coach! • Sports teams have coaches & trainers to help them to peak performance. Why wouldn’t you?
  6. 6. Selling Has Changed Some days does it feel like no one wants to talk to you??
  7. 7. 2. Get top-notch sales training • Improve individual sales skills! • Get better at asking open ended questions, asking for the sale, and getting buy in. • Doctors, Lawyers, CCIE continually train/CEU • “Don’t wish it were easier…wish you were better.” – Jim Rohn
  8. 8. 3. Learn to say “No.” • Walk away from tire kickers or those who are not a good fit. • Ex: Hosted PBX is best leveraged by multi-location businesses or businesses with virtual, remote or mobile workers. If your prospect is a single site without mobile or virtual needs, politely decline.
  9. 9. “There are 5 obstacles in every sale – no need, no money, no hurry, no desire, no trust. The best prospects have an immediate need – a pain point – coupled with a budget (they can afford your services) and trust.
  10. 10. 4. Go Niche!! • Niche messaging resonates more – Open rates increase – Engagement increases • “Experts” can charge more • Trust is implied
  11. 11. Research Different Niches • Start with your current customer database • Determine which niches are more receptive to your unique positioning • Survey the niche – Are they receptive to cloud? – What are their pain points? – What’s their “language”? • Develop case studies
  12. 12. 5. Establish trust – fast! • The biggest factor in sales is TRUST • The prospect has to buy 3 times during a sale. • They have to buy (1) the salesperson, (2) the company and (3) the service. • That’s a lot of trust building. That’s why testimonials, references, relationships, social proof, case studies and follow up are so important.
  13. 13. 6. Ask great questions, and listen • Asking insightful questions is more powerful than spouting off knowledge and facts. • Uncover pain – over and over again. • Keep the prospect talking…the more they talk, the more you’re selling.
  14. 14. If you don’t listen, you don’t sell anything. Carolyn Marland Managing Director Guardian Group
  15. 15. 7. Improve time management • Follow your sales process with more discipline. • Sales can be time consuming – quotes, proposals, contracts, follow-ups, emails, demos… • You have to get through the sales process faster. • Automate what you can (templates). • If you aren’t working your calendar to schedule your appointments, follow up, sales activities, lunches (never eat alone), etc., then you are letting your day run you. You = Your Calendar* *Calendars NEVER lie. - Tom Peters
  16. 16. Money Hours • Routines, habits are the secret to success – something that Stephen Covey preached as well. • What are Money Hours?
  17. 17. 8. Upsell Current Customers • Another way to increase sales is to sell more to your current customers. Adding features – like call recording or voicemail-to- text – will not only give you incremental growth, it will make the customer stickier • UPSELL • CROSS-SELL • INCREASE ARPU.
  18. 18. 9. Get referrals by giving them • Identify people who are very well connected • Identify people who like to make introductions • Connect on Social Media • Don’t ask first…instead offer something of value to the connector. • Eventual goal: become a connector yourself
  19. 19. 10. Form strategic partnerships • “Plug in” to partners who already have the knowledge and processes in place. • This greatly increases speed to market and gives you instant expertise without the hassle and expense of hiring and training • Ex: Intelisys & Telapprise
  20. 20. THE 15 MARKETING MUST-DOs 1. USP 2. Biz cards (High Quality or Unique) 3. Networking 4. Website 5. Local Search 6. Social media (maybe) 7. On-message email signatures 8. Email marketing 9. Cold Calling 10. Referral Programs 11. Blogging 12. Content 13. Guest Blogs 14. Key Influencers 15. PR
  21. 21. USP = Unique Sales Proposition
  22. 22. Final Words of Encouragement
  23. 23. Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge
  24. 24. Low Price is Your Kryptonite Lowering your price won’t double sales. That’s order taking. Low price means less margin, less revenue.
  25. 25. Questions?
  26. 26. Angela Leavitt, Chief Mojo-Making Officer @ Peter Radizeski, sales/mktg consultant @