Calvin had the wonderful opportunity to chat yesterday with sales expert Phil Sayers, of Proten Sales Development, where they explored all things sales!
the sky's the limit when it comes to sales!
Many business owners focus on how to reduce costs, and where to save money. And whilst it is important, the truth is, costs can only go down so far before you start having to make compromises; either in terms of efficiencies (or lack thereof, due to cost-cutting), in staff wages (never a good idea to scrimp on a good team), or just in affording to test potential developments which will help move your business forward!
On the other hand, the sky's the limit when it comes to sales!
Income can rise as high as you desire, and being able to generate enough of it is the true key to ensuring the ongoing success of your business!
Phil's advice
Once you know your sales targets, based on where the business needs to be and where you want it to go; Phil discussed how we can use those targets to understand exactly how much effort is required to go into hitting those targets.
Having this clarity is key. There's no point sitting back and hoping that you will be awash with work. You need to go out there and get it! If you don't, someone else will!
We discussed how to utilise your referral network, vs the activity required when it comes to generating 'cold' leads, before turning them into 'hot' prospects, desparate to do business with you!
We also touched on utilising your existing team, so you can start to scale your sales function - ensuring that all relevant staff know they're helping drive your business forward!
In addition, and perhaps most importantly, we discussed how to communicate the true value which you provide to your clients. In a very busy social media-driven world, it's easy to get lost in the noise. Therefore, it's essential that when a potential client is ready to buy, they know that you and your business can truly provide the value they're seeking (or perhaps value they're not even yet aware that they need)!
We'd like to say a huge thank you to Phil for taking the time to chat, and hope you all managed to pick up a gem or two from the discussion!
We know we did!
Missed it the first time?
Don't worry if you couldn't make it along live. Just drop us a message here, and we'll send you a copy of the recording!
