One key message that I keep repeating to all my clients lately is this, “none of us can predict the future, but we can sure be better prepared for it.”
General uncertainty about the future is bad enough but uncertainty about sales and revenue is even worse. If your worried about next month’s revenue and whether you’ll be able to make ends meet, you likely feel that your stress isn’t going anywhere soon.
It doesn’t have to be this way. You can take some steps right now to improve this situation, and today I’ll share some tips that can help you right away.
I’ll give you 3 secrets to increasing sales immediately! You’ll hit your targets, pay your bills, and have much higher confidence in the future of your business.
I have a client I work with here in the Comox Valley that has experienced the same issue, I’ll call them Comox Company. It’s a small business with a few employees and it’s been growing steadily for the past 5 years.
The problem Comox Company faces is two-fold
• Getting commitment from existing customers to renew
• Finding new customers to grow their revenues and fund expansion
Because of these sales issues, Comox Company is living with continual uncertainty about their revenue, and as such, it’s impossible to plan growth properly.
In my early discussions with them, they wanted to look at new products and expand into new markets. Through in depth discussions, we determined there was plenty of opportunity for growth within existing products and services and this work needed to happen first. We concluded that expansion should happen next, but only after improving the current business.
They would focus on these opportunities by improving their sales process.
We looked at three key areas of the sales process to make some immediate improvements:
1) Customer Segments. We segmented our customers into groups, and especially determined the loyal customer group. These are the highest value customers. What do they look like and how do we attract more customers like just like them? Focussing on a small group of high value customers is a better approach than going after every customer possible. Think of it as using a rifle to go hunting, not a shotgun.
2) Sales Tool. Comox Company needed something to track and communicate the sales activity and results. They needed a simple, accessible tool that would help improve communication amongst the team, and most importantly capture the results, whether good or bad. This is a critical piece to any sales process.
3) Refine Offer. They made the offer clear, understandable and value driven, and most importantly, delivering the offer in person whenever possible. You have very little time with a customer to show the value you can create for them, so it’s extremely important to make sure your effort is clear, concise, and hits the mark quickly.
The results that Comox Company achieved in a relatively short span of time was significant.
I’ll guarantee you that if you implement these three key steps to improve your sales process in your business, you will see immediate benefits, and you’ll avoid the financial uncertainty that is the cause of your stress.
Don’t wait until the situation gets worse, act today, and get a stronger handle on your business so your stress will be reduced.
If you’d like to discuss how implementing this simple process can help you improve sales in your business, I’d be more than happy to chat with you about it.
Contact me, firstname.lastname@example.org and we’ll set up a complimentary 20 minute call.