Sales!

If you are earning money, be it from your job or your business, you are in sales! Some people hate sales but we all sell! Ourselves, our services and our products! In the end, the type of selling you want to engage in is one that pays you!

Since getting into business for myself, I have put myself in a position of having to sell. I have had some awesome days and some not so awesome ones, meaning that the results were dependent on my form on the day and some luck with the client being in the market for what I had to offer. Basically, the results weren’t duplicable or repeatable because I didn’t have a defined process in place, i.e. a system.

However, that changed recently when I finally got my hands on a copy of a sales book written by my friend Alistaire Jama, called “Sellology”. I was going to buy some sales books a couple of years ago, until Ali, a highly successful salesman, told us that he was writing a book! Now, I have been in some of his workshops so I was confident that the book would be good, so, I waited for it… and boy was it worth that wait! I read it in 4 hours, on the 2-hour train down to and up from London, and called him from both directions with questions because I was hooked! As soon as I got home, I studied the book, made notes and came up with my own sales scripts based on what Ali wrote in his book, and the results were instantaneous! I began getting more meetings than ever, using old school cold calling over the phone, email, and new school social media! Ali keep this book very simple, and clearly one is meant to flick back and forth between the chapters, so this quickly becomes your “go-to” manual on “how to sell”!

Ali talks about communication in terms:

  • Words – what you say
  • Music – the tone in which you say them
  • Dance – the body language

Ali dedicates a chapter to being aware of different business styles and how they communicate (words, music and dance):

  • Actor – aka The Player
  • Doer – aka The Pragmatist
  • Friend – aka The Companion
  • Thinker – aka The Analyst

Ali then breaks down his sales system into 6 simple steps he calls “PROCES”:

  • Plan
  • Reach
  • Obtain
  • Connect
  • Elaborate
  • Secure

The book is 180 pages and easy to read, but oh so effective! If you read, understand and apply what Ali teaches, then you should see an improvement in your number of conversions for telephone or face to face meetings, and closing business deals!

Let me know how you get on! If you have any questions, do get in touch with Ali Jama! And as promised, here is the link to where you can buy the book on Amazon!

Client Care!

Building a business is all about the client care and customer service. For me, a customer buys from you once in a while, a client is a regular customer; transitioning from customer to client is a big step in building your business. Creating long-lasting relationships with our clients, training and nurturing them so that servicing them is as easy for us as it is for them is absolutely vital because this will ensure that your clients are looked after, and you have a steady stream of work and therefore revenue, month in, month out!

Top 10 Tips!

I like to go the extra mile when I am dealing with my clients across all 3 of my businesses, regularly being in touch with them, because, however you look at it, everyone appreciates being appreciated, valued and made to feel special 🙂 Here are my top 10 tips for taking care of your clients!

  1. Depending on the nature of your business and if you feel comfortable with it, you can add your clients to a Facebook or LinkedIn group so that you can look after them and help and support them as a team in one place.
  2. Depending on the nature of your business, you can train your clients to either place an order for products no more than 2 orders a month, one at the start/end of the month and one in the middle of the month.
  3. If you feel comfortable with it, you can give your clients access to your resource plan via Google Docs for example so they know yours and your team’s availability/capacity for work over the next month(s).
  4. Ensure you deliver your clients orders earlier than you promised if possible; there is no better feeling for you and your client than under promising and over delivering!
  5. If you are in the business of delivering products, ensure you take cash BEFORE placing orders, and NEVER bulk buy as you will be placing yourself under unnecessary pressure to sell those products!
  6. Always look for opportunities to help your clients and people in their network with referrals for business; the goodwill this will generate will invariably come back to you in the form of repeat and referral business!
  7. Speak to them regularly, depending on your relationship anything from once a week to once a month, either face-to-face, over the phone, via email or through social media, to check in on them, asking them for honest feedback or anything they feel you could do better/improve upon, it shows you value their opinion.
  8. Show your appreciation for your clients, and thank them with hand-written “Thank You” cards, without any marketing messages or paraphernalia – honest and heartfelt gratitude is everything!
  9. If possible, meet your clients socially for a drink or dinner, and insist on buying, keep that relationship alive, because they may:
    • Become a good friend if they aren’t already, or might need a friend;
    • Have a friend you could help;
    • Give you referrals!
  10. Have it in your schedule to know when to contact which client and to keep on top of your clients and their orders. I have my Client Care table (see image) which has really helped me!

Let me know how you get on 🙂

(If you would like my table that I use to help myself and others, find me on Facebook and I will add you to my special group where you can access this and other awesome business materials!).