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Presentation given at ITEXPO on sales and marketing tips, aimed specifically at IT VARs and Solution Providers. Outlines 10 ways to double sales as well as 15 marketing "must-do's."
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Doubling Sales
Angela LeavittPeter Radizeski
Description
• It's no secret many telecom and cloud providers are struggling
for sales - it's an in increasingly competitive market and
businesses are facing shrinking budgets.
• This session will consider these trends and discuss 10 tips any
service provider can use to increase sales by as much as 100%.
• We’ll also share the 15 Marketing Must-Do’s.
• http://blog.tmcnet.com/on-rads-radar/2013/05/doubling-your-
sales.html
Speakers
Angela LeavittChief Mojo-Making Officer
Mojo Marketing@MojoMktg
Peter RadizeskiChief Mojo-Fying Officer
RAD-INFO, Inc.@radinfo
10 Ways to Double Your Sales
1. Hire a coach or mentor
2. Get top-notch sales training
3. Learn to say “NO!”
4. Don’t just prospect, target – Go Niche
5. Establish trust fast with testimonials & social proof
6. Ask great questions and listen
7. Improve time management – Respect the Money Hours
8. Upsell, cross-sell
9. To get referrals, GIVE referrals
10. Form great partnerships
1. Hire a coach!
• Sports teams have
coaches & trainers to
help them to peak
performance.
Why wouldn’t you?
Selling Has Changed
Some days does it feel like no one wants to talk to you??
2. Get top-notch sales training
• Improve individual sales skills!
• Get better at asking open ended
questions, asking for the sale,
and getting buy in.
• Doctors, Lawyers, CCIE continually
train/CEU
• “Don’t wish it were easier…wish
you were better.”
– Jim Rohn
3. Learn to say “No.”
• Walk away from tire kickers or
those who are not a good fit.
• Ex: Hosted PBX is best
leveraged by multi-location
businesses or businesses with
virtual, remote or mobile
workers. If your prospect is a
single site without mobile or
virtual needs, politely decline.
“There are 5 obstacles in every sale – no need, no money, no hurry, no desire, no trust.
The best prospects have an immediate need – a pain point – coupled
with a budget (they can afford your services) and trust.
4. Go Niche!!
• Niche messaging resonates more
– Open rates increase
– Engagement increases
• “Experts” can charge more
• Trust is implied
Research Different Niches
• Start with your current customer database
• Determine which niches are more receptive to your unique
positioning
• Survey the niche
– Are they receptive to cloud?
– What are their pain points?
– What’s their “language”?
• Develop case studies
5. Establish trust – fast!
• The biggest factor in sales is TRUST
• The prospect has to buy 3 times during a sale.
• They have to buy (1) the salesperson, (2) the company and (3) the service.
• That’s a lot of trust building. That’s why testimonials, references, relationships, social proof, case studies and follow up are so important.
6. Ask great questions, and listen
• Asking insightful questions is
more powerful than spouting
off knowledge and facts.
• Uncover pain – over and
over again.
• Keep the prospect talking…
the more they talk, the more
you’re selling.
“If you don’t listen, you don’t sell anything.
Carolyn MarlandManaging Director
Guardian Group
7. Improve time management
• Follow your sales process with more discipline.
• Sales can be time consuming – quotes, proposals, contracts,
follow-ups, emails, demos…
• You have to get through the sales process faster.
• Automate what you can (templates).
• If you aren’t working your calendar to schedule your
appointments, follow up, sales activities, lunches
(never eat alone), etc., then you are letting your day run you.
You = Your Calendar* *Calendars NEVER lie. - Tom Peters
Money Hours
• Routines, habits are the secret to
success – something that
Stephen Covey preached as well.
• What are Money Hours?
8. Upsell Current Customers
• Another way to increase sales is to sell more to your current customers. Adding features – like call recording or voicemail-to-text – will not only give you incremental growth, it will make the customer stickier
• UPSELL
• CROSS-SELL
• INCREASE ARPU.
9. Get referrals by giving them
• Identify people who are very
well connected
• Identify people who like to
make introductions
• Connect on Social Media
• Don’t ask first…instead offer
something of value to the
connector.
• Eventual goal: become a
connector yourself
10. Form strategic partnerships
• “Plug in” to partners who
already have the knowledge
and processes in place.
• This greatly increases speed
to market and gives you
instant expertise without the
hassle and expense of hiring
and training
• Ex: Intelisys & Telapprise
THE 15 MARKETING MUST-DOs
1. USP2. Biz cards (High Quality or Unique)3. Networking4. Website5. Local Search6. Social media (maybe)7. On-message email signatures8. Email marketing9. Cold Calling10. Referral Programs11. Blogging12. Content13. Guest Blogs14. Key Influencers15. PR
USP = Unique Sales Proposition
Final Words of Encouragement
“Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge
Low Price is Your Kryptonite
Lowering your price won’t
double sales. That’s order
taking. Low price means
less margin, less revenue.
Questions?
Angela Leavitt, Chief Mojo-Making Officer @ gimmemojo.com
Peter Radizeski, sales/mktg consultant @ sellecom.com