5 top tips to Maximise your sales

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What do you customers want and how do they want it.

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5 top tips to Maximise your sales

  1. 1. Top Tips to Maximise Your Sales Bryan McCrae
  2. 2. How can you improve your sales and marketing?
  3. 3. Sales and Marketing Health Check
  4. 4. Sales and Marketing Health Check
  5. 5. 1. What do you sell? <ul><li>In a maximum of ten words </li></ul>
  6. 6. What do you really sell? <ul><li>Features or benefits? </li></ul><ul><li>E.g. “I design web sites” </li></ul><ul><li>Ask “So what?” </li></ul><ul><li>“I help local small companies find new customers faster and sell to them more effectively.” </li></ul>
  7. 7. Get into your customer’s heads <ul><li>Needs </li></ul><ul><li>Wants </li></ul><ul><li>Style </li></ul><ul><li>Dreams </li></ul><ul><li>Relationships </li></ul><ul><li>Market </li></ul><ul><li>Competition </li></ul><ul><li>Budgets </li></ul><ul><li>Pain </li></ul><ul><li>Risk </li></ul>
  8. 8. What do your customers really want, and how do they want it?
  9. 9. <ul><li>What benefits do your clients get from your services? </li></ul><ul><li>What problems do you help them solve? </li></ul><ul><li>What pain are you taking away? </li></ul><ul><li>What time and risk are you saving? </li></ul><ul><li>How do you make them money ? </li></ul>
  10. 10. <ul><li>Write down three benefits that your clients get from your products or services </li></ul>
  11. 11. 2. How do you stand out in the crowd?
  12. 12. What are your USP's? <ul><li>Why should a prospect choose you and not your competition? </li></ul><ul><li>What do you do differently or better than your competitors, in your target market? </li></ul><ul><li>Write down one USP now </li></ul>
  13. 13. 3. How do you find your customers ?
  14. 14. <ul><li>Advertising </li></ul><ul><li>Mail-shots </li></ul><ul><li>Email </li></ul><ul><li>Newsletters </li></ul><ul><li>Brochures </li></ul><ul><li>Public Relations </li></ul><ul><li>Public Speaking </li></ul><ul><li>Sponsorship </li></ul><ul><li>Write a book </li></ul><ul><li>Shopfront </li></ul><ul><li>Seminars </li></ul><ul><li>Exhibitions </li></ul><ul><li>Referrals </li></ul><ul><li>Editorial </li></ul><ul><li>Blogs & Pod-casts </li></ul><ul><li>Video </li></ul><ul><li>Website </li></ul><ul><li>Give-aways </li></ul><ul><li>TV, Radio </li></ul>
  15. 15. How do you engage with your customers and prospects?
  16. 16. How do you engage with your customers and prospects? <ul><li>Web-site: sign up offers </li></ul><ul><li>Auto responder systems </li></ul><ul><li>Personalised emails and newsletters </li></ul><ul><li>Pay-per-click advertising and landing pages </li></ul><ul><li>Blogs and RSS feeds </li></ul><ul><li>Special interest forums and web groups </li></ul><ul><li>Social and business networks </li></ul><ul><li>Micro segmentation </li></ul>
  17. 17. 3. How do you find your customers ? <ul><li>Write down one more approach </li></ul><ul><li>that you will try this month. </li></ul>
  18. 18. 4. What tools do you use? <ul><li>Testimonials </li></ul><ul><li>Case studies </li></ul><ul><li>Articles and guides </li></ul><ul><li>Samples </li></ul><ul><li>Demonstrations </li></ul><ul><li>Videos </li></ul>
  19. 19. From the sales and marketing health check service: <ul><li>“ 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.” </li></ul><ul><li>Russell Wiltshire, Director, Vivantio </li></ul>
  20. 20. 4. What tools do you use ? <ul><li>Write down one more tool </li></ul><ul><li>that you will try this month. </li></ul>
  21. 21. 5. Have a SMART plan <ul><li>Specific </li></ul><ul><li>Measurable </li></ul><ul><li>Agreed </li></ul><ul><li>Realistic </li></ul><ul><li>Time-bound </li></ul>
  22. 22. 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 !
  23. 23. <ul><li>[email_address] </li></ul><ul><li>07739 465219 </li></ul><ul><li>www.cogsales.com </li></ul>
  24. 24. Important notice <ul><li>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. </li></ul>

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