Tag Archives: Stafford

How to Develop Your Own Sales Script

How to Build a Sales Script

You might have seen this equation but it makes it really easy to develop your own sales script: D x V + FS >R = Sales Scripts SellSale. The D is the dissatisfaction or pain the customer has, V is the vision of what they want,  FS is the first steps to get them to buy and R is resistance.

It’s actually started of as a change formula from the 60’s used when management wanted to change companies in some way but was adapted for sales in the 80’s

The idea is that you talk to the customer about their dissatisfaction, make that D as big as possible, really dig around to find out what it is that’s paining them, get as much detail as possible, and ask them how it feels to be in that situation.

Having a Sales Script will Increase Your Conversion

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Put Up Prices or Live in Fear

Want More Profits? Put Up Prices

You want to make more money? Put up prices, now you’re sitting there thinking, well that’s easy for you to say,

Put Up Prices

Put Up Your Prices

in my business “insert all your excuses here please”. The only person standing in your way of making more money is you. Although if you’re getting customers off the back of being the cheapest, I’d seriously think about changing your positioning, 20% of the population buy on price alone and they’ll leave you for someone doing it for 50p cheaper, it’s a really difficult business model to sustain, and very crowded, whereas if you look at the high end it’s a lot less crowed and the rewards are far greater.

Put Up Prices or Let Fear Dictate Your Lifestyle

The amount of clients I have, who when they first start working with me, are doing a great job, delivering what the customer wants and not charging enough is shocking, take a look at what some of your competition is charging if you don’t believe me. I bet there charging more and not doing such a great job as you.

I’m not saying that you go to your existing customers and triple your rates, but potentially you could with your new customers. And as long as you inform your existing clients that prices are going up (a bit not tripled) there shouldn’t be a problem

Its all about how you position yourself and educating your clients so they see the value you bring, there’s a few other things that will happen too

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If You’re Needed are Your Customers Thinking of You?

customers thinking

If Disaster Strikes Are Your Customers Thinking of You?

Getting your customers thinking of you and not your competition when they need your services is essential,  here is a great example of how you can do it.

So I’m driving from Telford to Bridgnorth just after Christmas. It’s a crisp sunny afternoon, nice clear roads, when all of a sudden a pheasant runs out in front of the car. I didn’t even have chance to brake. There’s a horrible thud and I look in the rear view mirror to see a plume of feathers in the air.

Not much I could do, so I continued on to my mum’s where I was having dinner. I got a few funny looks as I drove through Bridgnorth and it soon became apparent why…when I reached my destination, there was the pheasant imbedded in the grill of my car. *Darn* one new grill needed.

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Step Two of How to Write a Business Plan That’s Effective and Easy to Follow

The Second Part of How to Write a Business Plan

Write a Business Plan

Cover Every Area

Your strategy is there to give you a feel for what’s going to happen within your business over the next five years. Write a business plan and Work out roughly each year on a flip chart pad or large piece of paper, and build up the picture of everything that’s going on in your business. Start at the five year point and work backwards, you can even use post-it notes if you want, that way you can take them off if it doesn’t look right as you build your picture.

Start with your profit and turnover, then look at all the different areas of your business such as marketing, sales, premises, staff, distribution, target clients, geographical areas, operational challenges, product areas, product percentages etc…To make it as easy as possible for you, I’ve produced a list of things below and shared some specifics that you may want to include in your strategy diagram:

Write a Business Plan That Includes Long Term Projections Even if They Are Just Guesses

Marketing

Think back to the marketing plan section where we asked you to build up an avatar for your ideal clients. So, where are you marketing? Where are your competitors advertising? Are your clients somewhere which your competitors aren’t? Are there any awards you need to be going for? What kind of PR are you doing to raise your profile?

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