Sales

I have a (cunning) plan!

 

That was the favourite phrase of Baldrick (Tony Robinson) in a favourite of mine Blackadder.

 Baldrick

I read a recent new article,  http://www.bbc.co.uk/news/business-25909728, regarding how in India, Chander Prakesh Gurnani, was appointed to turn around an IT company which was on the point of collapse.

 

He had to undertake a reduction in staff but his plan to turnaround the company was to break it up into 11 streams to make it more manageable.

To sell or not to sell -That is the question!

I want to stir things up!

Selling and Networking do not go together!

Networking 

But that is the reason to network, some people will say.

No it is not.

You are there to meet get to know people and build relationships.

From building a relationship business will follow.

It may start with someone asking your advice.

Give it freely.

Sell More Successfully

In this economic climate, a lot of SME businesses are struggling to get their customer base increased and are lacking in sales. Yet, their competitors are not always in the same position. So what is it that Makes A Difference, and one business ticks along and the other gets increased sales?

Well, after many months of talking with small to medium sized businesses, I have developed and I am ready to launch in May, a new series of workshops which I believe will help accelerate your Sales. The suite of workshops comes under the banner of “Sell More Successfully!”

In this Blog, I am going to share with you the 4Cs of successful sales. These are expanded on more fully in the workshop series, but below is a brief overview of each:

1. Communicate

What do you sell?

This is a question which I ask every client at the beginning of any project and invariably I get we sell so & so widgets or service, which is the reply I expect.

BUT, and it is a ‘big but’, that is what your product IS and not what your customer is purchasing from you.

Invariably I get a get a look from puzzled to ‘this guy is nuts’!

 

So do you know what you sell?

 

Networking; the good, the bad and the ugly.

In 2008 I rebranded and re-launched my company, Light Films. I devised a strategy that would enable our business to grow over an initial 5-year period.

One of the early physical marketing activities was networking. I made my way around most of the clubs in the local area. I audited the busineses, formats and the people that were involved in the events. I chose the clubs and events that I felt would benefit me most, and have always completed regular ‘return on investment’ audits to ensure the clubs continue to be lucrative for my business.

Can video actually make money?

I was recently asked what video could add to a marketing campaign. As anyone who knows me knows, I like to cut to the chase; and so I told them how I’d provided a recent client an increase of almost 3.5 times their pre-engagement monthly income.

So what I could’ve said, before jumping to the all-important ‘return on investment’ that I’ve generated for my clients, is that video can do the following (amongst other things):

  • Build awareness
  • Increase traffic to website
  • Increase engagement through social media
  • Improve Google rankings
  • Increase visibility
  • Provides PR opportunities
  • Provides positive image opportunities
  • Creates lasting impressions of you/your business
  • Provides another way of communicating with prospects, edging closer to the sale

With the help of a well-constructed and produced video, all of the above is possible.

What comes first – the Chicken or the Egg?

I thought I would start my first blog on this site, with a familiar age old question: What comes first – the Chicken or the Egg?

What a bizarre thing to write I hear you say, and what does this have to do with Business?

Well, recently I have been delivering some talks around Effective Marketing and why people don’t always see the results that they should from their Marketing efforts.

What has come from the feedback of participants is a lack of clarity as to what Marketing is and in particular its role alongside the sales function of a Business.

Does Sales come first and then Marketing, or is it Marketing first and then Sales follow up?