CommunicateYourMessage

It doesn’t matter what type of business you are in, each of us need to generate revenue. Whether your are a charity seeking  donations, a merchant banker seeking more funds invested or a sporting club seeking more membership, sales are the core to all other business strategies falling into place. Here are some sales process tips that when planned and implemeted correctly will ensure you have a sustainable and successful business. Try implementing this into your business today!

1)     Generate Leads

It doesn’t matter what business you’re in, you need to be continually proactive in lead generation. Methods of lead generation include:

• Bulk mail-outs
• Post card drops
• Flyers drops
• Newspaper advertisements
• Radio advertising
• Billboards
• Internet advertising
• Telemarketing and building a database of your target market

From this blanket style marketing, your number one objective is to get contact details from prospective customers or “prospects”.

How? You need to have a “call to action” on all marketing material. An example of this is to offer something for free, which is of great value to your prospects. To receive the free offer your prospects have to provide their details. Then you can start contacting them on a regular basis and also measure how effective your blanket marketing really is.

 2)     Nurture Leads

Now that you have established a database of prospects you need to start proving your value by contacting them with helpful information. This part of the process should involve giving a lot more than what you get. You want your potential customers to be thinking, “wow these people are really helpful”. This can be achieved predominantly through emails as they don’t cost you anything except a little bit of time and thought. There are even some amazing software programs that automate the process for you, so all you have to worry about is devising some helpful correspondence and generating more leads. Tip: If you really want to maximize your return, couple this system with a personalised mailer.

 3)     Build the Sale

Focus on getting to know more about your prospects by offering a free consultation or having an open day. The more you know about their needs, the more you can target your approach to making the actual sale. 

4)     Make the Sale

At this stage of the process you have built a good database and nurtured your clients so they have confidence in you. It’s now time to switch into selling mode. This is where you need skilled staff who will get on the phone and make the sale for you. Make sure you have a proven sales technique for this, which you constantly monitor. If it’s not working don’t just stop altogether, try something different!

 5)     Nurture

You have spent the time building and making your sales, now it’s time to look after your new customers so cycle them back to point 2 in the process. We all know that it is far easier keeping a customer then finding a new one!