Doubling Sales

Angela LeavittPeter Radizeski

Description

• It's no secret many telecom and cloud providers are struggling

for sales - it's an in increasingly competitive market and

businesses are facing shrinking budgets.

• This session will consider these trends and discuss 10 tips any

service provider can use to increase sales by as much as 100%.

• We’ll also share the 15 Marketing Must-Do’s.

• http://blog.tmcnet.com/on-rads-radar/2013/05/doubling-your-

sales.html

Speakers

Angela LeavittChief Mojo-Making Officer

Mojo Marketing@MojoMktg

Peter RadizeskiChief Mojo-Fying Officer

RAD-INFO, Inc.@radinfo

10 Ways to Double Your Sales

1. Hire a coach or mentor

2. Get top-notch sales training

3. Learn to say “NO!”

4. Don’t just prospect, target – Go Niche

5. Establish trust fast with testimonials & social proof

6. Ask great questions and listen

7. Improve time management – Respect the Money Hours

8. Upsell, cross-sell

9. To get referrals, GIVE referrals

10. Form great partnerships

1. Hire a coach!

• Sports teams have

coaches & trainers to

help them to peak

performance.

Why wouldn’t you?

Selling Has Changed

Some days does it feel like no one wants to talk to you??

2. Get top-notch sales training

• Improve individual sales skills!

• Get better at asking open ended

questions, asking for the sale,

and getting buy in.

• Doctors, Lawyers, CCIE continually

train/CEU

• “Don’t wish it were easier…wish

you were better.”

– Jim Rohn

3. Learn to say “No.”

• Walk away from tire kickers or

those who are not a good fit.

• Ex: Hosted PBX is best

leveraged by multi-location

businesses or businesses with

virtual, remote or mobile

workers. If your prospect is a

single site without mobile or

virtual needs, politely decline.

“There are 5 obstacles in every sale – no need, no money, no hurry, no desire, no trust.

The best prospects have an immediate need – a pain point – coupled

with a budget (they can afford your services) and trust.

4. Go Niche!!

• Niche messaging resonates more

– Open rates increase

– Engagement increases

• “Experts” can charge more

• Trust is implied

Research Different Niches

• Start with your current customer database

• Determine which niches are more receptive to your unique

positioning

• Survey the niche

– Are they receptive to cloud?

– What are their pain points?

– What’s their “language”?

• Develop case studies

5. Establish trust – fast!

• The biggest factor in sales is TRUST

• The prospect has to buy 3 times during a sale.

• They have to buy (1) the salesperson, (2) the company and (3) the service.

• That’s a lot of trust building. That’s why testimonials, references, relationships, social proof, case studies and follow up are so important.

6. Ask great questions, and listen

• Asking insightful questions is

more powerful than spouting

off knowledge and facts.

• Uncover pain – over and

over again.

• Keep the prospect talking…

the more they talk, the more

you’re selling.

“If you don’t listen, you don’t sell anything.

Carolyn MarlandManaging Director

Guardian Group

7. Improve time management

• Follow your sales process with more discipline.

• Sales can be time consuming – quotes, proposals, contracts,

follow-ups, emails, demos…

• You have to get through the sales process faster.

• Automate what you can (templates).

• If you aren’t working your calendar to schedule your

appointments, follow up, sales activities, lunches

(never eat alone), etc., then you are letting your day run you.

You = Your Calendar* *Calendars NEVER lie. - Tom Peters

Money Hours

• Routines, habits are the secret to

success – something that

Stephen Covey preached as well.

• What are Money Hours?

8. Upsell Current Customers

• Another way to increase sales is to sell more to your current customers. Adding features – like call recording or voicemail-to-text – will not only give you incremental growth, it will make the customer stickier

• UPSELL

• CROSS-SELL

• INCREASE ARPU.

9. Get referrals by giving them

• Identify people who are very

well connected

• Identify people who like to

make introductions

• Connect on Social Media

• Don’t ask first…instead offer

something of value to the

connector.

• Eventual goal: become a

connector yourself

10. Form strategic partnerships

• “Plug in” to partners who

already have the knowledge

and processes in place.

• This greatly increases speed

to market and gives you

instant expertise without the

hassle and expense of hiring

and training

• Ex: Intelisys & Telapprise

THE 15 MARKETING MUST-DOs

1. USP2. Biz cards (High Quality or Unique)3. Networking4. Website5. Local Search6. Social media (maybe)7. On-message email signatures8. Email marketing9. Cold Calling10. Referral Programs11. Blogging12. Content13. Guest Blogs14. Key Influencers15. PR

USP = Unique Sales Proposition

Final Words of Encouragement

“Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge

Low Price is Your Kryptonite

Lowering your price won’t

double sales. That’s order

taking. Low price means

less margin, less revenue.

Questions?

Angela Leavitt, Chief Mojo-Making Officer @ gimmemojo.com

Peter Radizeski, sales/mktg consultant @ sellecom.com