Latest posts

post-1

Creative Ways to Motivate Sales Teams

All workplaces strive towards building great sales teams that outperform others, are more efficient and create a work environment that people get excited for and want to be a part of. The problem though, is few know how to actually develop this kind of great team.

Getting New Additions to Your Sales Team Up To Speed

As a sales chief, you have a lot of things on your plate and obviously, all of them are mission critical. Indeed, even in an environment where almost everything is a top priority, there is one that really comes first: getting new hires up to speed and producing. Unfortunately, this is also something that a lot of sales directors lose sight of in their race to get numbers up for the quarter. As it were, they exchange a marginal transient gain for a substantially more substantial long term one Asa result, new hires frequently experience a trial by fire and numerous talented sales reps wind up failing on the grounds that nobody helped them get off to a decent begin.

You are the one individual who can verify that this doesn’t happen and it doesn’t imply that you need to go through every waking minute with new hires either. There are a couple of simple however highly effective strategies that can help your new hires begin producing like prepared masters in no time flat.

Roll Out the Welcome Mat

There’s nothing to help morale (and execution) like being let into the club and getting access to the tricks of the exchange. Your new hires need to end up integrated into the group ASAP, whether that implies seating them alongside your best and brightest at meetings or organizing a night out for the sales reps to welcome the most current individual from the group or simply having your best people cc them on emails. The formal training you’ll provide will show new hires about your item, however its your experienced reps who can give them the tools they really need to wind up successful in their new role. There’s a lot of knowledge in your own particular division already – utilize this asset.

Give Them Opportunities to Succeed

It could take a while for your new hires to make a sale, depending on the way of your business and the normal sale cycle. Regardless of the fact that it generally takes months to close the deal in your industry, don’t miss the opportunity for some positive reinforcement along the way. Set milestones (like getting in contact with a purchaser at a potential new record) and acknowledge them as they meet these goals. Not just does this help you guide new hires along the right way, yet it also lets you know which new reps require a little more help to succeed.

Try not to Get Too Hung Up On the Numbers

Yes, the numbers are important; yet as another hire, being held to the same metrics as experienced sales reps is nothing shy of demoralizing. You should be mindful of the figures for new hires, yet don’t anticipate that them will create sales like your best reps right off the bat. Instead, emphasize the activities that they should be doing that do drive sales – engaging with prospects. It’s also not necessarily what number of calls they make or what number of emails they send that ultimately matters, its the reaction they’re getting. If they’re not doing the right things, telling them they’re not working sufficiently hard isn’t the answer. Verify that your new hires are taking the right approach and the numbers will follow.

Why Losing Money On Branding is So Important

Yes you did read that right.

Spend money to make moneyEver heard the saying “you have to spend money to make money”. I believe this statement to be 1 million percent true. When it comes to business you have to be willing to go one step further. You have to be willing to lose money to make money. Losing money through smart long-term marketing is better than making a quick few thousands with a smart slogan that your product doesn’t live up to. We see this so much nowadays but with the internet connecting everyone so fast, if you have a poor product you will receive negative reviews and you won’t sell anything…. Seriously you just won’t.

Instead you should be willing to lose money to make money. For example an old client of mine used to sell fitness logo t shirts these were very plain but they sold them for a cheap price and the product was good! Why in the heck would sell a product at a loss! They were selling these at a loss! Seriously I didn’t know at the time so I had to ask why and the response was something that has stayed with me, well the concept has anyway. 

The Compound Effect.

I’m paraphrasing here but it was along the lines of: “If I can make a £2 loss selling 1 t shirt, this means I have a happy customer let’s say… Now this customer is pretty much an employee, I’ve only paid them £2 but that’s the cheapest employee I’m ever going to have, so if they are happy with the product they are going to wear it, and guess what? It promotes our brand, which means the more they wear it the more people see it! If 1000 people see it and only 1 person decides to search the brand and visit the site then that’s fine, I got a new visitor which I’m happy with! Now multiple this by 5-10 a day and we have lost maybe £10-£20 but our brand is out there and growing, more people see it and the brand image is improving by the day. It’s the viral illusion.

So I lose £30,000 in my first year of business? Selling 15,000 t shirts. Now guess what, I raise the price slightly and I order a higher quantity which reduces MY COSTS. This means I can raise the price by £2 but I’m now making £1 profit per shirt…. The brand image continues to grow and I make £15,000 profit this year, remember that conversions would decrease but we have more people wearing them by the day and this leads to more people through the site anyway.

But 100% the kicker to this technique is the cross-over. If I sold 30,000 t-shirts in 2 years, I would have 30,000 people on my email list that I can contact when we release our next product, let’s say its another fitness related product such as a hoody, we release it in September when it just starts getting cold and its well designed, the quality is there and we can offer it “for sale” but at a price we can still make a £5 profit per unit…. Guess what happens now?

We send an email to these 30,000 people. If we get a 10% conversion rate and a 5% CTR that’s 1,500 “viewing” the item. Even if only 10% of people decide to purchase the item that’s 150 sales in a matter of days = £750 in profit (from a sale item.) The branding effect currently now we have another 150 brand ambassadors, more people see the brand and purchase a t-shirt… Now the ball is rolling. Year 3 we make a small profit of £5,000 but have 45,000 people on the email list.

Year 4 begins and we dive further into marketing and advertising the brand, we slowly build the lists further and keep our £2 profit per tee and £5 profit per hoody.. It’s getting big now, the list is growing and we sell some awesome stuff, building the range up and engaging with the audience through social media and email marketing. At the end of year 4 we’ve got 80,000 people on the list but we didn’t make much profit, only £25,000 as a lot was re-invested into stock and marketing.

Year 5 is what I like to call the pivot, this is when you become a hugely profitable business. Let’s say we launch a tracksuit bottoms range, it costs us £10 to produce a unit but we are going to sell it for £20 with a “limited stock levels” offer to drive sales in the early days. As we now have a loyal following we can send this offer to all 80,000 people on our email list. At a 10% conversion rate and a 10% sales rate that means = 800 x £10 profit per unit. We just made £8,000 pure profit in a few days. If you relate this back to the very start, if we raised our prices to where they should be (market price) we would have had no sales at the start as no one knows the brand!) Instead in year 5 we have a half a million pound business with only 4-5 products.

Year 5 should continue on this route, you can also utilise your audience now, emailing offers, creating new products ect. Getting a 1% sale rate from your email list shouldn’t be difficult if its built on previous sales. By the end of year 5 you have a 100,000 email list which converts at 1% for similar products. You launch 1 new product every 2 months and you make £500,000 in pure profit this year.

Live in the compound effect. Money lost now is 10X in a few years time.

Branding a “Sexy” and a “Boring” Business

Ferrari SpiderIn 2014 I partnered with a couple of investors to launch a supercar rental business. This is currently doing well with another party and you can find out more about them here and here.

Although I really enjoyed being able to drive around in Ferrari’s, we seriously made a mistake with our branding. We were targeting the corporate CEOs that wanted these cars as a weekend vacation option. This was not the way to go as it turned out. The actual way was supercar enthusiasts if you are wondering. But anyway, we realised we had made things way to complicated so I got the help of a few experts in corporate branding from the branding division. These guys know everything about building a brand and knew how to solve my issues (eventually.)

The problem they summed it up as, was the following. I’d been building businesses in boring industries, so I had been focusing on the benefits and value that my product or service would give, and although that’s great, that isn’t why people want supercars! They want to feel and experience it, not understand why X supercar is better than Y supercar… This is a hugely important issue that I think many people miss.

There is no point positioning your business in an area where your prospect aren’t, you wouldn’t do this with traditional marketing so why do you do this with your branding campaigns. Brand your business to your potential customers but know what they actually want first, is it benefits and value or is it the thrill of a fast car?!

Rant over….For now.

Prospecting and Marketing on a Budget

How can you generate sales when you don’t have a lot of money to invest into marketing or advertising? This is a common problem for start-ups but also a pretty common problem for anyone who can’t source funding, which in our post-recession economy is quite a few of us. Personally below is the strategy I used to generate 5 clients for my digital marketing agency, although 5 clients in 6 months doesn’t sound like a lot, these are what I’d call IDEAL prospects, not the type of people that will quit after 2 months. Combine they have brought us over £6,000 in revenue so far and its only an average of 4 months into the campaigns across the 5 clients.

Step 1: Create Your Enticement.

I call it an enticement but you can call it whatever you want. I tend to shy away from using the word offer as that then relates that you are lowering your perceived value of the product or service. Anyway in my case I was offering free actionable advice, in most cases this was a quick basic audit which took me about 10 minutes to complete but to the individual it was invaluable. I also didn’t just pitch or pick and choose the information in this document. I gave away the farm. People are usually too lazy to do it for themselves so I wouldn’t worry about telling them how to fix something!

Step 2: Find A Place Where Your Prospects Hang Out.

In our example this involved me going to a popular UK small business forum, but not one that was flooded with people looking to get work. If you are going to a overcrowded area you aren’t going to get noticed. As I was looking to connect with businesses, mainly local ones this was the perfect place, but if you are not the online business type, then you can do this physically as well, you just need to know where your potential prospects will be. For example if you are in the fitness industry you’d probably be looking in gyms, create a list of gyms that might be interested in what you are offering.

Step 3: Build a Connection.

This is probably the most important step. If you are just looking to pitch your business constantly people will get bored and defensive very quickly and just turn off to whatever you are trying to promote. If you instead start by building a connection with an individual, talking to them about what they are struggling with and then explaining how things actually work, again don’t pitch. Just give away the farm!

Step 4: Create an unrefusable offer.

The hardest dollar to make is the first, this is the same for all potential clients. I don’t recommend ever offering something 100% free but you can offer a subscription for £10 in the first month and you provide extreme value in that time then you will have a much higher conversion rate as opposed to the “Pay me £500 now” and you will rank.

I hope you enjoyed the post and took something from it as well, remember to go and take action now!!

Website Design 101 – DIY or Outsource?

In 2016 there is a different feel to business. It’s less about what you do now and more about what you look like. It’s strange that the circle of business has almost come 360 degrees but the truth is if you don’t look good, in terms of social media and your website. You have almost 0% chance of convincing anyone to do business with you!

Although worrying its not a complicated measure to resolve. First you need to make a decision if you are going to be a DIY business owner or are you going to hire a company and outsource the work.

There are pros and cons to both.

Do It Yourself

Pros:

  1. You get to do everything yourself so can repeat the process in the future.
  2. You know exactly when it will be complete and how much it costs.
  3. You do not have to give away any unnecessary data, information or funds.

Cons:

  1. This takes a lot of your valuable time.
  2. If you are inexperienced it could take you a lot of time to learn the processes
  3. You might be inefficient in these tasks!

If you decide to DIY then check out the article here which talks about the simple website design tips to remember when you start the building process of your business. The infographic is also outlined below.

Top 16 design tips for business owners

Top 16 design tips for business owners

The outsourcing method as you would expect has the exact opposite effect. You are paying someone to do the task for you, but you get your time back as a result. Personally I think this is the way all business owners should go. Your time is worth more than anything, not just in business but in life too! MAKE THE MOST OF IT!

Thanks for reading, don’t forget to share and comment.

Leaflet & Flyer Marketing Techniques

Print marketing imageBeing in the marketing world can be challenging. Effort is essential and you should have a lot of techniques at keep to make a sale. Sales person could be a rewarding job if you can do it better. There are more ways on how you will be able to keep your clients on guard.  Giving out flyers and leaflets is one of the techniques use by sales person to give their client something they could read on in case there are interesting point they need to review at home such as prices and some promo inclusions which is detailed written on the leaflets.

There are different marketing techniques that focus on leaflets and flyers used by sales person. Some companies make it a point that they put it in a series in case the first technique will not be effective in the demographic location, they can immediately venture on the second one. Your brochure should mandate to your audience about what you want them to do. The leaflets you have given to your audience should motivate them to respond on their specific desire which only you and your company can provide. Since there are several types of brochures you can see in the market, every one of them has different ways of attracting people. Leaflets are effective when you are selling only one item and if it happens that you are selling different kinds of items which are under one company, you should have put them together and compile them into a brochure.

Leaflet Print Motivating your audience with the use of your flyers needs to undergo process. Attracting attention of your audience is very important. If you will look into the emotion of your client, you will know how to lead it to your offer. You just have to guide them and show them the benefits that they can gain out of purchasing your offer or services. Putting your contact numbers and websites in your flyers is the most important thing you should not forget. This is their way of responding to you. If they have not seen these details on your flyers, everything could all be wasted. When you have motivated your clients, it will make them take an immediate action to act on your offer.  You should specify deadline if you have an offer which is bound to due.

You can also mix direct marketing with online marketing, utilising a company such as: http://seosurrey.biz/ and helping them combine your direct marketing efforts with your PPC and SEO.

The leaflet you prepare should have the great list of offer that makes your client interested in what you are offering to them. We know how excellent it is to know that we can get responses coming from several people who received the flyers. Motivating your client is very essential even if this will be done in a piece of readable material. It should have a different attack that effectively affects the views and opinions of your clients. Use ROI calculations to show your client exactly how profitable a particular leaflet campaign will be. Directing them to what you offer, it should be presented as it is one of their needs and it will make their lives easier or make a sense to them.

Marketing advice for UK Law Firms

not the way to market a lawyerThe picture to your right is what most people envision when you say you are a lawyer or work for a law firm in the UK. A bunch of old guys in wigs with about as much enthusiasm as a plank of wood.

The reality is, the UK has one of the tightest legal systems in the world. You can see this in action every day at any court in the UK!

Last week we shadowed a lawyer in Salisbury (Wiltshire) to ask them what they thought of the legal system and the image of legal services in the UK, and as we thought they agreed with us, too much is done by too few, too old!

(more…)

How To Brand a Boring Industry

Let’s be honest that we all know we should be branding. As you all know I used to work for the branding division and I still forget to do some of the basics sometimes and I think I’m in a relatively interesting industry (marketing) but some people that are in businesses that might actually put you to sleep if they talk about them, those are the people that this article is for! Don’t be this guy:

Bad branding

No one saw this in production?

Brand your business properly.

We spoke to Tom from Garage-shelving and talked about what they do to try and brand their business better than the companies that have advertising and money behind them. His answer was actually pretty simple. We try to let our products do the talking, if you order from us and everything goes smoothly, we know you will come back to us. We brand our packaging and products but not to a level that annoys the end consumer. All our racking and shelving comes with guides on how to install and we have video guides too, this means if you are really struggling you just go to the site and type in the item you have, and boom there is a video guide ready to help you!

3 keys to remember:

1.) Be creative – No one remembers where they brought the first padlock from. But if you made your padlock bright pink or orange, then maybe they would. This makes sense and can be used in industries from garage storage to stacking shelves!

2.) Have a USP – A unique selling point or USP is something all businesses should have regardless of type, price, size or even branding! But your USP should not only be great for the end user or customer but it also needs to be something that people associate with your business. For example take an author of an advertising book. His USP is that he’s extremely knowledge about advertising, this means he can then go ahead and sell to you with your knowledge. Would you rather go to an advertising agency where the CEO is a best selling author in the industry or one where they look cool?

3.) Be Personal – There is nothing worse than not knowing who you are doing business with. When I first got started in marketing I made it a point to call every one of my clients at least once a month, just to ask how everything is going and to see if they need anything. This goes a lot further to the client than just asking if anything is wrong, it shows you care!

It’s also important to remember that branding is the end all of business. Thousands of businesses have made millions with reletively poor branding. Non-memorable campaigns but the product or service is so good that you remember them.

But it becomes so much easier if consumers associate your brand with quality and remember you once they purchase.

Thanks for reading, remember to share, tweet, like and all that stuff.

Cheers.

Top 3 Places to get quality information (Online)

We Recommend utilising the Top UK Business Forums to get your information from REAL business people in the UK!

Although it’s not a new concept, business forums are one of the most effective ways to discuss issues related to the industry of your particular company. However, deciding on which business forum to join can be a tough decision. Here are some of the top ones in the UK that you should definitely consider:

1. Free Business Forums:

http://www.freebusinessforums.co.uk/
This forum was founded in August 2008 and is quickly offering advice on a wide range of business-related topics, including marketing, SEO, software accounting, employment, and launching a small or medium business. As its name suggests, the forum is free, so you won’t have to use your company’s funds to use it. Visitors will have to register before they can make posts. Before receiving messages, users must choose the forum that they want to visit. There are several different forums to choose from, giving visitors the chance to discuss a wide arrangement of different topics.

2. All Top http://alltop.com/
The objective of Alltop is to answer visitors’ questions “What’s happening?” It features a wide array of topics that those in the business world would be interested in. The company explains that it focuses on the nuts and bolts of business rather than facts and figures that can be learned from a search engine. The company collects the newest stories from the best websites and blogs that cover a particular topic. The forum groups the collections or “aggregations” into web pages. The 5 most recent articles are listed under various headings such as science, politics, etc. Small Business/Business Intelligence focuses on the business world.

3. My Local Services – http://mylocalservices.co.uk/forum/

UK business forum

This forum is in the UK. It’s for small business owners and includes a wide range of topics to grow one’s business. It includes various methods to accomplish that goal. For example, it includes various growth topics and areas that small business owners would be interesting in. Another feature of the forum is that it allows visitors to connect to other business owners in order to learn what is allowing their business to grow. Besides that, the company also provides content that only members can access, provided by experts in the world of small business.

4. Business Insider
http://www.businessinsider.com/

In June the site had 5.4 million unique visitors. Past speakers of the site have included those from Amazon, GE, Tumblr, and other well-known companies. It was founded by former DoubleClick Founder Kevin P. Ryan. It provides and review business news, and serves as an aggregator of top news stories on the Internet. Its original works have been cited by news sources such as The New York Times and NPR.

BI Intelligence was launched in January 2015. It’s a subscription-based research service providing information and analysis on industries such as mobile, ecommerce, and digital media. It also publishes editorial franchise every year.

5. Quora
https://www.quora.com/

The site provides “The best answer to any question.” The mission is to share and increase the world’s knowledge. That includes access to several types of knowledge, including politics, business, etc. It makes sharing and getting information easy.

How To Market to Lawyers and Solicitors

Lawyers and solicitors are a completely different breed of business. They thrive on being the best locally. If you live in a small city and you are seen as the “best solicitor” or the “top divorce lawyer” you can generate a lot of business simply through word of mouth…But how do you get to this position? Well this is how I explain marketing to solicitors and lawyers.

This is exactly how I landed a new legal client (Parker Bullen) From just a 2 week process.

As I mentioned, once a legal firm is seen as the best in their local area, there is no longer a need to market aggressively as word of mouth will do everything for you. But unfortunately its not always that easy and its difficult to get to this point.

Marketing for solicitors

So step 1 – You have to implement this idea in your prospects mind, for example if they know they will become the best solicitors in a specific area by working with you, they need to know they will be sorted for a DECADE and not just the time it takes you to get to this point.

You can do this by simply talking to your prospect and explaining this situation “You know these results last forever” and “once you rank you profit every single week” are 2 phrases you can use. This makes closing the client eventually a lot easier.

The next step is to convince the client that you are better than everyone else in your industry, you are the glove to their hand AKA the perfect fit for their business!!! This is an old school marketing technique but one you should implement. You can do this by using case studies, testimonials and more importantly emphasising how you’ve done this before in the same industry and its produced great results.

Step 3 is explaining how you will provide value. If you’re not going to produce value then your not going to make a sale, but if you can explain why your service is CHEAP compared to what they will receive, well your going to make a lot money then.

Also an important point to remember is that people love people and businesses love business people. Your client is buying from you and not your brand/logo or anything else, from you and you only. Make sure you are personal and professional.

Also individuals in the legal firm are often very smart businessmen and women unlike photographers and as a result will pay upfront to receive a 10-15% deposit, this helps the cash flow of your business too.

How To Automate A Business

In this article we discuss how to automate a business, but our example is based on the forex trading markets. We used the example that automate forex trading talked about in their article.

Forex info:[showhide type=”post” more_text=”Show more…” less_text=”Show less…”]

The specialty of the house! We have over 30 years of experience as leaders in the Procurement Service – Foreign Exchange, offering our customers the best exchange rate and the best service in the market.

We offer the best exchange rate for all foreign exchange transactions.

Personalized service.

This center works for over 30 years and its development is marked , like the rest of contemporary society , for the impact of the creation and use of new information technologies and communications. It could even be argued that the CIBE as part of the banking system is among the institutions more promptly introduced new technologies in their daily work within the Cuban state social field , which became the essence of his work .

Automation in the liquidation of its operations.

We make sure to monitor their operations and transfers from start to finish ..

Exchange activity and Payment Processing

Mexican leader in the proveeduría of payments related to foreign exchange and other transaction processing services

No. 1 in market share by revenue in the segment of private clients domestic-nonfinancial and individuals (excluding governmental entities and financial institutions)

US $ 70.000 billion in foreign exchange transactions in the last 12 months

50,000 active customers – businesses and individuals in the operation of Changes in the 3rd quarter of 2009

Differentiated relationships with each of our clients

Extensive branch network – 42 key cities in the Mexican Republic

Customer services (flexibility in operations and after-sale)

Electronics dispersion.
[/showhide]