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MANY SALES STATISTICS ARE WRONG!

The Brevet Group published 21 Mind-Blowing Statistics that challenged the ‘unknown’ and much-quoted National Sales Executive Association figures (pictured)

Brevet Group challenged the National Sales Executive Association invalidated figures….

Have a look at the insights this data provides…..IT’S SALES GOLD!

1. 92% of all customer interactions happen over the phone.
2. It takes an average of 8 cold call attempts to reach a prospect
3. The best time to cold call is between 4:00 and 5:00 PM
4. 30-50% of sales go to the vendor that responds first
5. 80% of sales require 5 follow-up calls after the meeting.
6. 44% of sales reps give up after 1 follow-up.
7. Thursday is the best day to prospect. Wednesday is the second-best day
8. Nearly 13% of all the jobs in the U.S. (1 in 8) are full-time sales positions.
9. Over one trillion dollars (that’s nine zeros) are spent annually on sales forces.
10. In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions
11. 78% of salespeople using social media outsell their peers.
12. Email is almost 40 times better at acquiring new customers than Facebook and Twitter. 
13. Salespeople who actively seek out and exploit referrals earn 4 to 5 times more than those who don’t
14. 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.
15. Only 13% of customers believe a sales person can understand their needs.
16. 55% of the people making their living in sales don’t have the right skills to be successful
17. Continuous training gives 50% higher net sales per employee.
18. The average company spends $10K – $15K hiring an individual and only $2K a year in sales training.
19. It takes 10 months or more for a new sales rep to be fully productive
20. Retaining current customers is 6 to 7 times less costly than acquiring new ones.
21. The average company loses between 10% and 30% of its customers each year.
22. After a presentation, 63% of attendees remember stories. Only 5% remember statistics

The data tells a story. Get busy and exploit the gaps in the trends

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www.advancedbc.com.au/wrong

Don’t live in a Bubble – 16 Top Marketing Tips for Your Business

Many business owners are great technicians but not so good on marketing. The problem is that marketing and sales are the only income generators in your business…the rest is cost…get it wrong and it could be painful. It doesn’t have to be this way

Here are 16 self-marketing strategy Tips to increase your business profile and highlight your expertise in your field:

1. Cultivate new contacts – join professional groups.
2. Get a CRM to collect a database of names and addresses.
3. Build awareness – Use yourself in your marketing.
4. Write industry trend articles for trade-journals, professional association magazines, newsletters, and newspapers.
5. Send copies of articles to clients and prospects. Acquire reprints and permission to reuse.
6. Seek opportunities to speak to industry organisations and local business groups.
7. Write blogs, posts, and newsletters regularly and send them to clients and prospects.
8. Be consistent with your branding – create a style guide (same style, format, colours, and images)
9. Enter your projects in industry-award competitions.
10. Develop a Market Dominating Position (MDP) and push your difference.
11. Find your niche market and focus on it…
12. Think of unique digital and non-digital marketing to focus on your specialty. E.g. direct-mail program and FB campaign. Invest in professionally printed materials.
13. Create a press kit, that contains your resume, a press release, a formal photo, reprints of articles written by you or about you, testimonials, from satisfied clients, and a business card.
14. Give good referrals when you can’t accept a job.
15. Never disparage the competition.
16. Do as you say…deliver the job you promise.

Do these steps and you are ready to meet and create any marketing opportunity.

Please share this article. For more go to www.advancedbc.com.au/wrong

#marketing #smallbusiness #businessgrowthstrategy #startup

5 Killer Mistakes – Part 1

There are 5 big mistakes you can do that will kill a deal with a big fish. They are:

1. Not meeting the client’s expectations
2. Mishandling a client crisis
3. Taking on more than you can handle
4. Putting all your eggs in one basket
5. Up cash creek without a paddle

Any one or a combination of these can not only kill the partnership, but have the ability to take down your company as well. We’re going to take a bit of time to talk about each one of these, in this lesson we’ll cover the first two.

Not Meeting Client’s Expectations

It’s essential you give your client’s exactly what you promised during the negotiation portion of your relationship. If an event does happen where there is no way to meet the client’s expectations, not only do you have to find a way to fix the situation, but you also have to find out where it all went wrong.

A couple of things could have contributed to this problem:

1. Bad salesmanship. This could mean the salesperson was trying too hard to seal the deal and didn’t listen to the client’s needs.
2. Lack of communication. This breakdown occurs between the salesperson and your operations department.

In order to avoid these mistakes, you need to put a clear plan of action into place that all of your sales staff needs to follow:

• Think before you speak.
• Give yourself a break.
• Perfect your process.
• Pre-format over-deliverables.
• Stay hands-on throughout the entire process.
• Define success.

Mishandling a Client Crisis

Crisis’ will happen, but how you respond and fix them will define your company and interaction with your clients’. You need to respond quickly and effectively. This will help you gain even more trust and confidence from your client.

Some simple tips can help you deal with any client crisis:

• Take responsibility and apologize no matter who is at fault.
• Act swiftly and effectively.
• Step in and take control of the situation.
• Never point fingers or place blame.
• Stay in constant communication with your client.
• Stay calm throughout the situation.
• Keep your eye on the ball.

Now, that you know the top two mistakes you can make to kill a big fish deal, you’ll know better how to avoid making these mistakes in the first place and know how to put a plan of action into place in case of a crisis.

If you need help with any of this, try our GUIDED TOUR to get all the help you could ever need.

Next time we’ll talk about the 3^rd and 4^th killer mistake you can make in working with big fish clients.

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5 TIPS TO GET RAVING FANS

Your business is running but customers are evasive and they are priced focused, but the future is looking good because…

You have defined the offering that differentiates you from competitors.

You have a smooth proven system and customer service approach

You are ready to deliver your new offering (product or service)

Here are 5 tips to turn your customers into raving fans

1. Limit the service options – Excel at one or two customer service techniques that define your business. Refine your process before adding to the mix.

2. Put solid systems in place – Have a system to deliver your offer that executes flawlessly. Provide the right technology to deliver the right customer experience.

3. Align the right people to the right roles. Provide them with responsibility and goals.

4. Train your people well – Train the people properly to use the technology efficiently, allow the team to work together and transparently. Give them responsibility (autonomy) and show appreciation.

5. Measure and manage the results.

The result = above average customer service experience. This is what breeds raving fans and happy employees.

Please share if you like this.

www.BusinessProfitAccelrator.net

#businessgrowth #businessprofitaccelerator #customeracquistion

Want the Top 7 Things To Get Your Business Groove on

Get Your Business Groove On!

Tired of the frustrating and niggling things at work that stops the flow or creates blockages? … and you know they could be done so much better?

The saying, “If your frustrated you need a better process’ is often true.

Here is a technique to fix that and accelerate your Business Improvement process

Find the Top 3 problems you currently have in your business and then try the 7 IT’s!…

1. Solve It – Identify the problem and break down the process into steps
2. Redesign It – What is a better way to do it
3. Test It -Try out your new process
4. Refine It – Look to smooth any irregularities so it flows better
5. Measure It – Benchmark and find the magic number to gauge performance
6. Improve It – Keep reassessing the process at different intervals
7. Document It – Record and video the process for your Operations or Job role – Build a manual

Doing the 7 IT’s will be great for any facet of business improvement. Having done this you will substantially enhance the value of your business. Having a business that flows and has a distinct business sale advantage. So get your business groove on

For more information go to www.BusinessProfitAccelerator.net.au

#Businessproductivity #BusinessProfitAccelerator #BusinessProcess #Businessgrowth