Selling is vital to achieving the goals of every business but selling is not done in isolation. A strong sales result requires top-selling skills but also the support of a strong sales and marketing process.
Without a strong business and marketing plan at the foundation sales and branding efforts will fall flat. We work with businesses to:
Develop strong business plans
Establish compelling brand reputations
Intelligent social media programs
Powerful PR that changes the landscape
If your business is not moving in the direction you want. If competition is driving you to cut price. If growth seems a dream – we should talk!
The Sales Experts have a winning track record of turning businesses around and helping businesses to gain control of the customer conversation.
8% of sales people get 80% of the sales
63% of prospects don't buy for at least 3 months - 20% take 12 months.
Only 2% of sales occur at a first meeting
42% of startups fail due to “lack of a market need for their product”
A Success Case Study
Grow your Business by INCREASING PRICES!
Grow your Business by increasing prices. Business is highly competitive – especially for small businesses. Many businesses find themselves increasing commoditized with regular pressure from customers to cut pricing. Cutting prices usually has the effect of making a businesses weaker and weaker with less margin to invest in growth. It is a downward spiral.
So what is the answer? Here’s the story of one of my clients’ success.
My business The Sales Experts is a sales recruitment, sales training and sales consulting business based in London. Sales consulting is the process of evolving a business’s sales and marketing to improve profitability.
HERE IS A CASE STUDY
Three and a half years ago, in 2012, I had given a speech at The Institute of Directors in London. Afterwards a business owner from the audience approached me. The owner asked for a few minutes of my time and we sat down for a coffee and a conversation.
The businessperson was the owner of a Lifestyle Management company. This is a crowded market of mostly small operators that offer services to families and executives. The owner outlined a long history of struggling to grow the business over the previous ten years. It had been a struggle to get and keep clients and the competition from a few very large players meant that it was almost impossible to make any money. The big companies had call centres, lots of staff, big advertising budgets and, in fact, were offering a better quality of service at a lower price. Economies of scale meant that the large competitors could make money at prices that were impossibly low for a small business.
More struggles were on the near horizon and the owner had little money to invest.
I enjoy working with businesses of all sizes and particularly enjoy when I can make a difference and I agreed to work with the client on a limited budget. I have continued to work with this business over the last three years with significant results.
In the three years we have worked together the company has grown revenue by 1000%. That is a 10 times increase!
THIS IS HOW WE DID IT
The company had positioned the brand in the middle of the crowded marketplace. Me-too branding and me-too service meant they couldn’t stand out. Prospects had lots of choices of almost identical businesses.
We had to take significant action. We repositioned the company at the very highest end of the market. The owner had tremendous experience and so we were able to leverage this to reposition the company as an elite provider of services to only the very wealthy.
We started with a new website, branding and, in time, a new very distinctive company name. Over the three years we twice upgrade the website to present an even more exclusive image and created an exclusive and Trademarked company identity package.
Initially, there was no budget so we made used SEO to drive traffic to the website, social media and some primitive Public Relations. As I was able to personally build the websites and do most of the branding and PR we were better able to keep the first investment low.
Prices increased significantly inline with providing personal services to the very wealthy. The very wealthy can have limitless funds to spend on lifestyle and, although demanding, are much less trouble than suburban families and business executives. If an executive needs a business class ticket booked there is a small fee earned for that service. When a multi-millionaire needs a private jet, Rolls Royce transport and extra special management the price is astronomical. Of course the margins improve.
In fact, the higher the price the happier the client!
Higher prices and fewer, but better, customers meant a much more manageable business. The owner is able to keep costs down, have fewer employees and make more money in addition to the higher profit margins.
As we moved the positioning from the mass market that requires expensive advertising and marketing to a niche market that depends mostly on word-of-mouth and referrals we have kept the advertising costs to almost zero. Instead of spending money on advertising we invested in service and branding resulting in an even more exclusive profile.
Almost immediately we were able to improve revenue and completely cut price negotiations. With the move to a niche market the focus shifted entirely away from price to service. In time, the business has grown, thrived and become much more profitable. The owner has a new life without fear or stress.
The lesson? Be the needle not the haystack!
Getting higher prices for your services and products is not just about selling to the wealthy it is about positioning your business as special and unique. It is about niche!
Sales Process Consulting
Sales Process Consulting looks carefully at your selling activity. We analyse every client touch-point to ensure your team is building relationships, promoting value and closing business. We research best practices within your sector and design, test and implement a better, stronger sales process.
When a business has an intelligent, functional, scalable sales process the business can quickly grow! Ask us how!
Reasons for having a well-thought-out sales process include seller and buyer risk management, standardized customer interaction during sales, and scalable revenue generation. Approaching the subject from a “process” point of view offers an opportunity to use design and improvement tools from other disciplines and process-oriented industries. There no reason our familiar principles of quality and process engineering would not work in the sales process.
A sales process has eight major steps:
Prospecting / initial contact
Pre-approach – planning the sale
From a seller’s point of view, analysis of a sales process can reveal steps in a sale that are problematic, and may allow the prediction of numbers of sales based on initial interest. We have the real world sales experience combined with post-graduate university research to understand your situation and design a better sales process.
Please contact us to discuss your sales process and how we can help your sales performance.
Business and Marketing Plans
A huge number of business simply lack a written business and marketing plan and like the shopper who heads to the market without the list the results tend to be uncertain.
A business is a huge undertaking and a deep detailed, written plan is required to get predictable results. Sure, we have all heard of a fortune that was made on a plan written on a napkin but those stories are rare – like winning the lottery. The fact is without an amazing plan you will struggle or worse – fail!
We work with our clients to design and plan based on intelligent research, thoughtful marketing and a compelling idea. We have turned around scores of deeply struggling businesses into real, positive successful businesses.
Social Media Strategy
Social Media is powerful, everywhere, full of opportunity and potentially business and career destroying. How many politicians, celebrities and business owners have done huge damage to themselves by a random Tweet or Facebook post done in anger or jest or worse after a cocktail or two.
The digital world has been tremendously democratizing giving each of us the power of a Madison Avenue Public Relations Executive! But, take the wrong approach and you can upset people, alienate customers, become negatively viral and destroy your name and business.
Every business needs social media but all activity should first be filtered through an intelligent social media plan that will support your business and marketing plans. Done right, you have a powerful sales tool!
Public Relations Results
Public Relations is the professional maintenance of a favourable public image by a company or other organization or a famous person.Public relations done right can catapult a business into success. The professional maintenance of a favourable public image by a company or other organization or a famous person.
The Sales Experts, manages PR from a business development perspective with an absolutely confidential personal touch, that combines creativity, energy and proactive thinking to deliver clear results for our clients’ business. In tune with emerging trends, we create powerful and cutting-edge programs to elevate our clients’ sales and marketing capabilities.
We have a history of working with our clients to get viral sales success, media and television publicity and powerful brand awareness.
At The Sales Experts, your brand is carefully managed toward the goal of sales success.