Increasing sales 150% in 6 months
You need to focus on these critical issues. . .
The Background: profits and sales were slipping. The accounting practice was simply letting new business slide through its fingers.
The Problem: poor sales performance despite having a decent product.
The Reason: poorly trained staff and lousy systems.
The Solution: a few simple changes that will have a massive impact on your bottom line.
It was identified that staff had been expertly trained on the technical side of their job but were lacking the more subtle inter-personal skills that are so important.
Accountants are great at doing accounts but not so great at talking to potential clients about why they should be appointed. My point to you is that you need to focus on these critical issues. And then your sales performance will improve.
So, the crunch questions are:
· Who is the ideal/target customer? What are their problems? Why do they buy our product?
· Do you really understand what it is that the customer is buying? Are you selling the benefits rather than the features?
· Why should people buy from us when they can buy from the competition? What makes us different from the rest?
· How to start and finish a conversation?
· Do you deliver a credible and compelling Audio Logo/Elevator Pitch/One-Minute Intro
· Can you ask for the business? Can you ask for referrals?
· Are you able to close the sale?
Spookily this is very similar to the programme we take business through on the Bright Marketing courses that I run for Barclays.
Results: In the six months we worked with our client we saw their competitors going bust and the industry lose its confidence. However our client saw client sales rocket. Numbers of leads, conversations, proposals and new clients all rose. Compare the numbers. 150% increase in new clients.
