More sales!

$$$$$

Every business wants more sales - more money!


Back up a bit -- what do you need in order to get more sales?


- what is the last step before you get a sale?  Do you send a proposal / have a coffee meeting / the prospect tries on your product?


1 - identify what your prospect needs to do before they will buy from you?
2 - how many prospects do you need to get to this stage for every one sale?
If you say "every person that tries on my product - buys from me" then I would say - not enough people are trying on your product or they are making their decision before they get to this stage.
3 - how do you motivate people to get to this critical stage in your sales process?
* test drive our car and be entered to win one
* visit our store and get the autograph of a baseball player
* complete our survey and we will donate to a charity
* take a tour of our fitness facility and get one month free (no strings attached)
* try on our shoes and get a free shoe freshener
* enjoy this drink and take the glass home
* try our treadmill at this tradeshow and get a free t-shirt
* buy the large bottle of shampoo and get a free hair gel
* try our product for free
* buy this product / try it  / send in the coupon for your money back even if you like it
* have a free lunch and listen to our financial advisor's lunch and learn
4 - get more prospects in the pipeline so that more people will get to this critical step in your sales process
* make more phone calls
* send your e-newsletter on a regular basis
* attend networking meetings
* be pro-active


The bottom-line is that you need more people in the pipeline and figure out how to move them along the pipeline so you get them to that last step.


PS - do not forget to focus on your target market


To get more sales for your business - call Cheryl to schedule a one on one training session or ask to be on the notification list for the upcoming sales DVD "Shape Up Your Sales".


Cheryl Rankin
Business Consultant
Mississauga, Ontario
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca

Why do people buy from you?

Why do people buy from you?

Finding the question is one important step in improving your sales closing ratios.

One thing that we will discuss during the upcoming Sales workshop -
Shape Up Your Sales
Oct 3rd
6:30pm
Maple Banquet Hall
1325 Eglinton Ave just west of Dixie
Mississauga
www.shapeupyoursales/eventbrite.com
* follow our fanpage and save "Fit For Business"

Here are some reasons that help people choose who they buy from:
- know you
- trust you
- like you
- confidence
- experience
- knowledge
- education
- insured
- bonded
- professional
- results - success stories
- referrals / testimonials
- help them buy / not pushy sales
- empathy
- understand the problem / need
- test product / trial
- sale / discount
- guarantee
- statistics
- comparison prices (insurance company gives you three quotes)
- easy to talk to
- price
- quality
- uniqueness

Once you figure out why people buy from you - you have the information to communicate better information to your prospects.  During your sales pitch, you can discuss why people chose your company.

Cheryl Rankin
Fit For Business
647-287-0320
www.fitforbusiness.ca
info@fitforbusiness.ca

Stressless Sales

Stressless Sales -

Sales calls and closing sales tend to be very stressful for most people.  Follow these guidelines and decrease your sales stress, while increasing your closing ratio.

1 - confirm that your price is appropriate based on your costs; competition and your experience
2 - be 100% confident that you have the correct price -- can you hold out your hand and ask for the price without hesitation?  If not then go back to step 1
3 - identify what your hot lead / absolutely perfect prospect looks like
4 - screen your prospects so that the only prospects that get large amounts of your time or the expensive marketing materials and the hot leads.  Prospects coule be sorted into hot leads, future leads, new contacts, possible referral sources and great resources.
5 - rank your hot leads by readiness to buy
* do they need your product or service within 45 days?
* do they have enough money to pay for your product or service?
* do they know they need your product or service?
* do they know about your company yet?
6 - Make a minimum of 15 outgoing calls / personal emails a day
* 5 calls are to people in the hot leads category
* 5 calls are to people in the future leads category
* 5 calls are to people in the new contacts, possible referral sources and great resources categories
7 - track all calls
8 - take notes for any and all conversations that you have
9 - make a note of when to call that person again
* 1 week / 1 month / 3 months / 6 months or even one year
* your conversation will give you the best guideance on when to call again

Calls
- identify what problem you can solve
- tell them about a success story that problably matches their story
- confirm their need
- confirm you can solve their problem
- give them timelines on when the problem will be solved

Meeting
- repeat the steps noted for calls but in more detail
- be sure to create a connection with your client (chit chat can be personal or business in order to create the connection and start the business relationship)

Ask for the sale

Get a signed agreement or send an email to confirm the agreement
Get a deposit if necessary

To improve your closing ratios for sales calls and to decrease your stress, call for a one on one meeting with Cheryl Rankin, Fit For Business or sign up for the next "Shape Up Your Sales" workshop.

Cheryl Rankin
Fit For Business
www.fitforbusiness.ca
647-287-0320
info@fitforbusiness.ca

Marketing Plan

Most businesses owners jump into business without a business plan which is not a great idea. Even worse is the number of business owners with no marketing plan.

No clients = no business

How do you plan to get clients?
How much is a new client worth to you?
How long does it take to get a new client?
How do you find your potential clients?
How do you get the attention of potential clients?
How do your potential clients make decisions on the purchase of products and services?
How do you get clients to buy from you again?
How do you figure out what to charge clients?

If you can answer all of these questions, then you have most of your marketing plan done. Congratulations!

If you can not answer all of these questions then check out the next two Fit For Business workshops -

No Dollars Marketing Workshop (includes breakfast)
Fri. Feb 11th
9:30 - 11am
Coras, 17 Ray Lawson, Brampton
$60+tax / per person
OR
$10+tax / per person when you tell 10 people about this workshop
Use facebook, linked in, your blog, your newsletter, emails, calls or announce it at a networking event...tell 10 people and save $50.

Shape Up Your Sales Workshop
This 3 hour interactive workshop uses a marketing template for the handout and walks you through some strategies that will help you grow your business to the next level. All participants get two - one hour consultations to help you put the new info and ideas into an action plan.
Fri. Feb 25th
1 - 4pm
GPO Network Offices
Airport Rd, Mississauga
$250 plus taxes

To register call Cheryl Rankin at 647-287-0320
Fit For Business
info@fitforbusiness.ca
http://www.fitforbusiness.ca/
facebook - Cheryl Rankin
linked in - Cheryl Rankin
twitter - FitForBusiness
Sprouter

Shape Up Your Sales

Categorize your contacts and leads into three categories.

1 - cold leads - never officially met or talked
2 - warm leads - you have met and / or talked; they seemed interested to know you and or your products better
3 - hot leads - they expressed an interest in your product

Boost your sales to the next level -- sign up for the next "Shape Up Your Sales" Workshop. This sales training will give you a 3 hour workshop and a one hour consultation.

See a previous blog for more details or check out our web-site at www.fitforbusiness.ca

April 27th - Toronto / May 11th - Mississauga

Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
twitter: fitforbusiness

Shape Up Your Sales

Shape Up Your Sales

Just like a fitness routine that you have to do regularly -- you need to do your sales regularly. Making a few calls a week will result in extremely slow sales. Call at least 15 people a day. If you can not make these calls yourself, then it may be tiime to consider a virtual assistant or a sales assistant.

Sign up for the next sales workshop and learn how to grow your list, connect with clients and close more sales.

Shape Up Your Sales Workshop
3 hour sales workshop
1 hour consultation

Tues. May 11th
1 - 4pm
GPO Network
5925 Airport Rd, suite 200
Mississauga
$150 plus GST

Tues. Aprl 27th
1 - 4pm
401 Bay, 16th floor
Toronto
$150 plus GST

Call today to register
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
http://www.fitforbusiness.ca/