How to Double your Sales Appointments in Half the Time; Part 1
These days, it can be tough to keep up with the demand of your sales appointments. But there's a simple solution - one that will help you get twice as many in half the time! Follow these three steps and you'll be enjoying your craziest sales season yet.
Step 1: Start with a plan and build a lists of qualified potential clients. The more prospects on this list, the better! And make sure to include contact info, demographics, and interest or need details for easy reference later on.
Step 2: Split your list into two sections — those who are looking for something new or different from what you offer and those who are not. You don't want to waste time with those who won't buy, especially if they're not truly qualified.
Step 3: Pick 1-2 people out of the list to schedule for a meeting 2-3 times each week for the first few weeks and then 1-2 times per week. Once you've gotten through these initial meetings, you can spend less time scheduling each person.
The result? Immediately double your appointments in half the time! By following these steps on a regular basis, you'll be able to stay on top of the demand and have more time to focus on the selling (and enjoying life!).
And remember... nobody said selling was easy. But you can do it!
Click here to read part 2: How to Double your Sales Appointments in Half the Time; Part 2
Click here to read part 3: (Coming soon) How to Double your Sales Appointments in Half the Time; Part 3
HOW TO DOUBLE YOUR SALES APPOINTMENTS IN HALF THE TIME! by Helen Madyun [PART 1] [PART 2] and [PART 3]
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Step 1: Identify Your Competition
In this first step, we need to identify the sales people in your immediate network that are actually doing well. Since your competitors are probably not going to be happy about this, remember that competition is a good thing.
To really get a good idea of the players in your market place (and how small it is), I recommend using Google Alerts . This will allow you to find out who's doing well in your search.
Step 2: Identify the Real Problem You're Solving
Next we need to figure out which problem your competitors are solving, and what they stand to gain from having clients. Most likely, they're not going after your big money clients like P&G or Amway. Your competition is going after small business owners and entrepreneurs. They want in on the warm market that these people represent and with the right message, converting them could be a lucrative opportunity for them.
For this reason, I believe it's important that you don't target an industry that you are not an expert in. This means you can't go after the $100000 per year companies if you're an executive coach.
Step 3: Identify Your Value Proposition
Most business owners don't know what they are selling. So to start making yourself more sale ready, they need to know how your products fit into their businesses and how they can benefit from having your service.
For example: I don't want deskless offices because my clients need computers that are mobile, not stationary. So I make sure my value proposition fits the client's needs and that I know how to sell it by using their stories in the sales process.
Step 4: Identify the Problem That Your Value Proposition Will Solve
Now that you have the problem, you need to figure out how your service can help solve it.
It turns out that most small business owners are in sales themselves. Here's an example of what I mean: "My clients don't want to be in sales because they're not good at it and most people don't want to do it anyway. So I'm offering sales training that deflects the selling away from them and onto me."
Step 5: Identify How You Will Deliver Your Value Proposition
Now we need to figure out how you will deliver that value proposition.
Most business owners aren't experts in their fields, so they're going to need a team. These teams are made up of more average people who don't want to be in sales, but are willing to help their businesses grow by delivering value for them. In order for this to happen, the business owner needs a team of people that can do this.
Step 6: Actually Do It
Once you've established your value proposition, start implementing it and talking to people.
In order to do this, you'll need to make sure that the people on your team can actually do what they're telling you they can do. If they can't, your brand will look weak and it will be difficult to find new clients. Instead, use the referrals that you get to grow your business and make sure that they can deliver what they promise.
Step 7: Study Your Competition
As you're growing your business, keep an eye out on the competition that's coming in around you. This is especially important for coaches because we aren't making tangible products. What this means is that your competition doesn't have to come from within the industry itself. Here's an example:
One of my competitors goes after small businesses who have already been marketing with print ads for a while and are now looking to improve their online presence through social media and Google Adwords.
Conclusion
As you can see, the process of doubling sales appointments is actually quite simple. All it takes is a little bit of thought and a few minutes of your time per week. By following this process, you'll be able to double your business in half the time. And the sooner you start following this process, the easier it will be to follow it and start seeing results.
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