Sales & Communication

Presentation by Sue Jordan

Social things

• Safety • Photography• Restroom• Drinks• Questions

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About this morning

The business of Sales & Communication• Who• What• Where• How• When• Break halfway & feedback!

What are we

doing?

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So what’s it about?It’s a story!

But before we start we are going to

share a story now!

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Story of two parts!

• Sales• Story about your Product

or Service

• Communications• How you tell the story

How to tell it!

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Selling what

• It’s the same• Tell & show them what it is

• What’s its use

• Why buy from you?

• Service or Goods• Assumptions – think its… xyz

• What would I use it for?

• What’s different about you (USP)

Why would I want it?

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Goods or Service?

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USP discovery! • Identify what is good/not so good/poor about a

product:• Together in pairs• Take your given product• Answer the questions:

• What is the branding look/colour/image trying to say?• What is its USP; what sets it out from the rest?• Who would buy it?

• Why would someone want to buy it (their motivation)?

A&F

Lets try it!

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Review • So what have we discovered so far?

• How to describe your product/service• Who it would buy it – your target market• How to identify your product/service USP

• Now need to know how :• The value of your goods/services• The places and people you can sell to•  How to communicate your message

A&F

Getting to know!

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The value starts with you!• What is being communicated to your customers

• How you dress• Hairdressers wear uniform, hair looks good• Builders, have equipment, tidy van.• Look the part – show you are professional

• How you speak• Honest• Open • Listening - need to hear & check

Know your product/service

What are your

props?

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So how to represent your value?• Organisations have mission statements

• Telling us about their USP• What they stand for • Who they are what they look like

• The logo is a pictorial view of this, other entities use badges.

• Football teams, show who they are with a Coat of Arms• Let me show you two examples……….

F&P

How others do it?

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A logo …a coat of arms in all but word!This spoof COA

is just for fun

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A real Coat of Arms

Swindon Town FC

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Tell us what you stand for!

• What values do you need to reflect in your

organisation?

• In teams of three

• Choose an organisation real or imagined

• Create a ‘family crest’ about who you are

• Use colour to emphasis what you stand for

• Use imagery to denote what you stand for

We’re getting active again!

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Break time

Time for tea

Start back in 15 mins

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Who are your customers?• Who is a customer i.e. your market?

• Age• Sex• Culture• Interests• Socio -economic bracket

• Type of customers• Prospect• Buyer• Loyal – returning• Referring

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What are you

looking for!

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Where to sell…….• Area

• Local – how far in miles• National• International …. Yes you can internet sales!• Partner selling

• Where you’re based• Meeting potential customers• Premises open to visitors

• Your type of people• Where do they hang out?• What do they like?

Where’s your

market place?

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Letting customers know

The methodsThe Business PlanPrinted stuffElectronic Meeting like groupsTrade showsEvents

The brand – what it stands for?

• Colour• Image• Attraction

Unique Selling Point – USP

• Yours• Goods/Service

How they going to

know you are there?

F&A

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When to tell them• Launching new - goods or services• New events coming up • News items – promotions: 2-4-1, BOGOF• Following up on success

• Monitor results of selling• Send information to particular people• Keep your list tidy

• Follow the Sales cycle …..

F/A

No hassling

just keeping in

touch!

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The Sales CycleSales Cycle

Prospect

Identified

Contacts Lists

identified

Add/delete from lists for

next sales campaign

Meet

Test

Chat

Bought wellies last time now

send promotion about rain

Send more specific info

Ads Email Events Posters Leaflets

Follow up to: Mail shots

Word of mouth Ads

Email

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Social Media mix

Check us out it doesn’t cost you anything only sharing your timehttps://www.facebook.com/SocialEnterpriseWiltshire

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Tracking your Results - MailChimp

See the hand out called Sales List

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Thank you for spending time with me• Did your questions get answered?• You can request a One2One with me for added support

and direction, just ask• If you are short of a skill, tell us and we will try to match

you with someone you can skill swap with• Need some guidance in a particular field/subject matter,

tell us and we will try to get you a suitable mentor• Please fill in the feedback form