Tag Archives: Price Setting

Want More New Customers? Examine Your Sales Process

Get More New Customers by Increasing Your Conversion Rate

SAles Process to get New Customers

I’ve written before about how people who say they want more new customers focus on the wrong thing – what they actually need is more leads, and to convert those leads into customers.

So how do you increase your conversion rates? Well, you have to start by knowing your numbers. How many new leads are you actually getting? And how many of these are being converted? It’s also critical that you have a sales process, so that you know exactly what your customer journey is

You must also script each part of the process so that you don’t miss out anything. This will also stop you getting tongue-tied and increase your conversion rate because you’ll be able to tweak each script and see the result.

Spoiler alter here… If you ever go and see Brad Sugars at one of the free workshops he runs, he normally tells this story. He’d taken on a client who sold tyres. When he asked what his conversion rate was on the calls his sales team were getting the guy guessed at about 70%. Brad asked him to monitor it for two weeks, just to see what it actually was.

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Know Where Your Business is Going?

I always like asking business owners, what they really want to achieve in life – is it having more time to spend with the children,

Planning Your Life so Everything Fits Together

Planning Your Life so Everything Fits Together

Working three day weeks, jetting off on well-deserved luxury holidays throughout the year or even property abroad?

Once that’s established, we can then put a plan in place outlining how you’re actually going to achieve it – do you need to take on additional staff? Do you need to give junior staff the training needed to take on your role? What clients do you need, how big are they? You get the picture.

Think of it as similar to when you go on holiday – you don’t just turn up at the airport, choose a plane at random, and then jump on board. You decide where you really want to go first, and then work out the best way to make it happen. Read More »

The Secret to Business Growth

Hi There

The Secret To Growing Your Business

Don’t Tell Your Competitors

Breaking news, there is no silver bullet for your business.

You’ll sometimes hear people saying “if only this would happen” or “if only that would happen, we’d be made”. Well, in my experience there is no silver bullet within business. No if only and no one single answer or action to building a great business. It’s about small changes across every area of the business, so let’s look at these and give a worked example…

What we are going to is look at how working in each area of our business can have a huge impact on turnover, so first we need to consider the number of your:

Past Customers

This is anyone that has ever bought from you, and if you’ve been going for a while you’re going to have to consider how far back you are able or prepared to go. Do you have a database? If not, perhaps old invoices can provide this information and you could transfer it to a data base? Trust me when I say that this is one area you don’t want to fall down on – your financial future depends on having an up-to-date database of anyone that you’ve ever come into contact with. Read More »