Today I want to talk about actually making the sale.

I ran a live workshop on Monday titled “How to Build a Profitable Business without the Burnout (I’ll be running it again on Monday morning at 10am the 20^th July).

Anyway when I asked “what are you spending the most time on” some of the answers were:
????90% of people content creation!
????Instagram/social
????procrastination and not doing the things I should
????administration
????working on my business instead of in my business
????Thinking and stressing and not doing
????Research
????Chasing work

The reason I asked that question is because what you spend your time on matters in your business. If you’re not doing revenue-generating activities then the likehood of you generating revenue is low.  Now for those who have been established for a while and where you’ve got referrals coming in all the time – that’s great, but I know a lot of businesses struggle with this whether they are new or established.

The other conversation that I’ve had with established business is that yes they are getting referrals but sometimes it’s not actually the clients they REALLY want.  It’s just the clients that happen to be coming their way and so that comfortable state, whilst it makes them money, it may not be making them the money they want and it may not be letting do the work they really want as well.

I worked with a graphic designer once who’s prices were not very high and she was inundated with referral clients because her other clients would say them – she’s great and really cheap.  So she felt bad increasing her pricing because she had all this work – but it was killing her and burning her out because she wasn’t being valued for the quality of work she was doing.

One thing that I always think about when I look at my week is – what am I doing that is actually revenue-generating?

I remember being in a sales role back in the day and there were core activities that I needed to do every day to ensure that I had business coming in and I was going to meet my sales targets. Basically you had to make 4X your annual salary for the year, so that was broken down into quarters and that was our target.

I had to call clients on a regular basis to see if they had new recruitment roles coming in so I could fill them and charge a commission on the placement
I would share market information and intel with clients to keep the relationship happening and keep me front of mind
I would market in candidates to hiring managers that I thought would be a good fit etc.

The basics were:

• Connect with people one on one
• Build relationships and collaborate to get more business
• Make an offer
• Follow up religiously
• Track everything so that you can see what else needs to be done or if you need to do more
• Know your numbers so that if you need to take fast action to account for a shortfall in revenue you've got time to make it happen.

The 6 steps to a successful sales…….

1. Build brand trust

The first step to any sale is building trust.  Someone has to trust you in order to part with their hard earned money, so it’s important that you position yourself for value and quality and build that relationships.

Now because we’ve talked about this a lot on the podcast, I wanted to share a few other episodes that you can listen to, to get more information or go deeper then check these out:  (link these please)

• PODCAST EPISODE #98 – BEING A BRAND STORYTELLER WITH PIP BRETT FROM JUMBLED ONLINE

• PODCAST EPISODE #96 – WHY YOU'RE NOT LANDING THE CLIENTS YOU REALLY WANT

• PODCAST EPISODE #74: 10 ELEMENTS TO BUILDING A CONNECTED BRAND

2. Marketing and awareness

Have a clear message that in 3 seconds shares what problem you solve, what you do and who you’re for. Be clear quickly so people can make decisions.

Have clear products and services that solve a problem and make sure there is enough information for people to make a decision.

Share those regularly to increase awareness

3. Developing relationship building strategies

• Have the right systems to be able to capture when people contact you so that you can respond and follow up
• Email management systems, Customer relationships Manager systems, days of the week you follow up.
• Another great place to start with relationship and brand building is with freebies and opt ins.
• Email market on a regular basis so that you’re building the know, like and trust factor regularly.
• Free training is something I like to use as well as people can see you in action
• Social engagement – making sure you’re having chats in the DM’s in Instagram and continuing the conversation

4. Making the offer

• Now is the time to buy, limited timing
• Open and close times
• Wait list 

5. Sales conversation

• Discovery calls or virtual coffee
• Answering questions faq
• Listening
• Objection handling

6. Delivery

• You are still in the sale until you have delivered what you sold.

[WATCH NOW] HOW TO BUILD A BOLD BRAND, SCALE YOUR BUSINESS & ATTRACT THE CLIENTS YOU WANT

In this video masterclass, I'll share the three key areas you need to focus on to scale your business and build a bold brand so that you attract the client that want what you have!

Access it straight away and start watching and learning today!