Prestige Business Solutions Sales Growth Workshop System 4

Prestige Business Solutions Sales Growth Workshop System 4 Results™ Workshop No 2 “Putting The Basics for Growth In Place”

Review Of Areas Covered • Personal Introductions • Personal and Group Objectives • This Is Not A Talk Shop • You Will Be Doing A lot Of The Work • Join In, 2

Key Objective To Get More people to buy From You In Order To Achieve more sales…. 3

You Need To Take People On A Journey Of. . . Target Market(s) Suspects Prospects ***** Characteristics Of The Group That Want Or Need Your Product ***** The People Or Companies Within That Group ***** The People Or Companies Who Show An Interest In Your Product Or Service Advocates ***** Wouldn’t Go Elsewhere, Give Testimonials And Refer Warm Leads Clients/Customers ***** The People Or Companies Who Have Converted And Now Pay Money 4

The 3 Business Multipliers ØLead Generation ØSales Conversion ØCustomer Maximisation 5

Prestige Product Range • HR Solutions • Health & Safety Solutions • Training Solutions • CV Club 6

Turning Features Into Profits Simple Step-By-Step Way To Do What Everyone Knows They Should But Few People Do… …And Get More Sales 7

Your Unique Perceived Benefit Ø Standing Out From Your Crowded Market Place Ø Being Perceived As Different Ø Taking The Choice Away From Price 8

Target Market • The definition of a target market – The characteristics of the group of people or businesses that want or need your services – How can I find them and where do they look? We Then explored Possible Target Markets for Your Products and services 9

Communicating With Prospects • It Was agreed That I New Telephone Script Would Be Introduced • A List of All Products and Sub Headings Are To Be Put On A poster As A Visual Aid • Everyone Is To Adopt A Fact Find Approach To Speaking With Prospects 10

Todays Agenda • Lead Generation Routes To Market Prestige's Best Routes To Market • Sales Conversion Converting Enquiries Into Paying Customers Creating A Sales Funnel • Customer Maximisation Getting More Sales From Existing Customers Turning The In To Advocates 11

So Lets Get Started 12

Lead Generation • Generating Enquiries • What Does It Mean? • Getting People Who Ø May Be Interested In What You Have To Offer Ø “Tell Me More…” 13

Routes To Market In order to generate leads you need routes to market. These are the mediums by which you can reach your potential clients. • Exercise – How many routes to market can you identify 14

Possible Routes To Market Mailshot Letter Mailshot Postcard Leaflet/Flyer Fax Blast Email Broadcast Newspaper Advert Magazine Advert Trade Magazine Advert Insert Outsert Yellow Pages advert Yell. com Town Crier Your Website (if it’s for Lead Generation…) Advert On Another Website (Portal) Radio Advert TV Advert Seminar Joint Venture Trade Show Shop Window Aisle End Press Release Google Adwords Knocking On Doors/Cold Calling 15

3 Massively Under-Used Routes To Market 16

Networking • Few Small Business Owners Use This To Grow • Even Fewer Are Good At It • And Even Fewer Still Have Had Training To Be Good At It 17

Joint Ventures • The Single Most Underused Tactic In Business Growth • Identifying Targets • Building A Win/Win Offer 18

Referrals • What is a referral? • Referral marketing is a method of promoting products or services to new customers through referrals, usually word of mouth. How could you influence customer referrals? 19

2 Key Questions What are Prestige Business Solutions main routes to market going to be? Who's responsible for what? 20

The 3 Business Multipliers ØLead Generation ØSales Conversion ØCustomer Maximisation 21

Break Tea, Coffee, Water, Biscuits, Toilets Back In Your Seat, Ready To Go, At … Please. 22

Welcome Back 23

The Second Business Multiplier • Sales Conversion • Getting The Highest Possible Proportion Of Those Leads To Become Paying Customers • ‘Browsers’ ‘Queue At The Till’ 24

Sales Conversion • Turning Interest Into Sales • Building An On-going System • Following Up: Getting People To Say ‘You’re Talking To Me’ • Using A System That Repeats And Runs Itself… • So You Don’t Have To 25

Sales Funnel • • Quoting & Proposal System Volume Price Relationship Setting The Perfect Price Sales Letters Asking For The Order W. A. Y. M. I. S. H Buyers Remorse Letter 26

W. A. Y. M. I. S. H Why Are You Making It So Hard… • • • To be contacted? To find out what you do? To pay you? To complain? Other? 27

Exercise What does. . Sales Procedure / Funnel / System look like? 28

The 3 Business Multipliers ØLead Generation ØSales Conversion ØCustomer Maximisation 29

Customer Maximisation • Focussing on Existing Customers As Well As Getting New Ones • Helping Them To Spend More • Ensuring They Stay Loyal For Longer • Turning Them Into Advocates Who Sell For You 30

The Three Business Multipliers • Most Businesses Only Have A System For One • Lead Generation • Firing On One Cylinder • The Most Expensive One! • Make Money Not Spend It • 10 + 10 =30 • 10 x 10 = 1000 31

Why Do You Need A Marketing System? Who Makes The Most Money? • The Company With A Great Product And No Sales & Marketing System? Or • The One With An Adequate Product And A Great System? 32

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Do You Know Your Numbers? How many new leads you get a month? How many of those leads become prospects? How many of those prospects become clients? How many clients become advocates? 34

Your Action Plan • Write Your Action Plan • Discuss As A Group • Update Plan • How Has The Workshop Helped You? 35