Three ways to increase sales for new and repeat business

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One of the questions established business owners often ask themselves is, “What are small, but substantial tweaks that I can make to my sales process to increase sales?”

Here are a few strategies that might help! Let’s call them, “The Three R’s.” Once I started to implement these small strategies in my business more, I definitely noticed an increase in leads that converted to sales, whether those leads came from new or repeat business.

1) Recap

As soon as possible, and definitely within 24 hours after a sales call or sales meeting(if that time-frame is possible within your industry), send an email to recap what you spoke about in your sales conversation and include any estimate or proposal as well if you usually send that to prospects. I used to wait 1 or 2 weeks to send this recap email, because I didn’t prioritize it. Once I did prioritize it, my conversion rates skyrocketed! One of my Business Accountability Coaching clients also credited her revenues growing by 5x partly to drastically decreasing the amount of time it took her to provide quotes to her prospects. The psychology of sales is that people are more likely to take action when their interest and excitement about your product is at it’s highest–during or soon after a sales conversation. If you know that your product or service would truly be a blessing to your prospect, share that recap email with the prospect while your product or service is still a hot topic, even if you’ve already closed the sale within the sales conversation.

PRO TIP: If it’s possible, draft the email you’ll be sending the prospect after your sales call at some point before your sales call and schedule the time for when you’ll be sending your recap email before you have the sales conversation, so that recap email is definitely sent within 24 hours after the sales conversation. If you do in-person sales meetings, you can even complete and send your sales email before you even get home, stopping somewhere to work after you get just a few blocks away from the prospect (Do this especially if you feel like you get caught up in other priorities once you get home or to your office).

2) Resources

Every client acquisition phase is different, but you might be able to shorten the timeline of someone becoming your client to 3 months after you talk versus 7 months or to 1 year after you talk versus 3 years by sending that prospect resources that might be helpful for them from what you know about the prospect. Some examples of resources are:

  • a link to an event that might be of interest to them
  • connecting them to a contact that might be helpful for them
  • a book
  • an email, text, or call with a thought you had about a challenge they might be experiencing
  • “serve calls” instead of “sales calls” where you simply call to check in, see how things are going, and offer quick encouragement or advice

Your being in service to your prospects (including previous customers) will not only keep you top-of-mind for that individual for when they’re thinking about using your service, but also will keep you top-of-mind for prospective referrals they might send your way, and it’s an added benefit that you get to be a blessing to that individual in the process.

PRO TIP: The greatest business people know that people buy from who they trust, know, and like. Great customer service when you’re serving your clients also contributes to repeat business and referrals (and makes you an awesome social change agent if you’re like me, trying to make a positive impact on the world around you!).

3) Remembering

Find ways to remember those things that are significant to your prospect that they share with you. Think beyond birthdays to things that they mention are important to them like: weddings, baby births, graduations, trips, birthdays of those they love, big events happening in their business, and more. You can include content about a personal interest or anecdote from your conversation with the prospect in your recap email, but also reach out to your prospect long after your sales conversation to let them know that you’re thinking of them when it comes to the things they’ve mentioned to you are important to them. There have definitely been times when I have reached out to individuals with resources or to show them I’m thinking of them and in addition to showing genuine care for the individual, have also gained a client in the process. PRO TIP: You could even send something in the mail or via email that shows care, acknowledgment, encouragement, or thoughtfulness. Some simple yet meaningful examples of this are:

  • greeting cards
  • business card holder for a college graduate in their family
  • suitcase tag
  • flowers

I hope you see from above the trend of great sales strategies also allowing you to really be a blessing to your prospects whether they choose to work with you or not. Great business strategies are often also in alignment with simply being amazing to the people you serve.

So, go be amazing!

And definitely comment below to let me know if you think these strategies will be helpful to you and your business, and if you implement any of the above as a result of this post, let me know how it goes!

P.S. *If you’re looking for consistent accountability on the way to growing your client base, feel free to book a free 1-hour consultation and sample coaching call with me to learn more about how I can help: https://my.timetrade.com/book/Y3ZTR

 

Photo credit: Raw Pixel on Unsplash

The power of relationship when it comes to your dreams

A few days ago, I spoke to almost 600 individuals through two keynote speeches in one dayYes, in one day, with baby Jasmine and her nanny tagging along, I did a keynote speech in the morning to kick off a PSAT Day at my high school alma mater, and in the evening, I did the keynote speech for Miami Dade College’s Convocation for first-year students (Miami Dade College has the largest undergraduate college enrollment of any college in the country)!

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As a speaker, I have to admit that earlier in my speaking career, I was lost as to how to gain traction as a professional speaker. I had my virtual assistant looking up over 100 prospective organizations for me to reach out to about my speaking topics and background as a speaker, but what I realized later was that many of the opportunities I sought as a speaker were in reach if I looked first within my own network.

I realized that there were people who loved me, cared about me, and respected me, who wanted to support my business or believed that I had a wonderful message to share with their audiences. They were merely waiting for me to reach out to ask for the opportunity. Some were waiting for me to put out there on my social media or in conversation what I was doing, why I was doing it, and what my vision was.

And once I started to realize the value of the relationships I already had and put my aspirations into the atmosphere, my peers and colleagues began to reach out to me to extend opportunities to do amazing things, like those keynote speeches I referenced earlier. Both came as a result of calls initiated from colleagues who I had known for 15 or more years. One said, “I keep telling everyone about you and I’m not even sure you want all of these opportunities.” I said, “Oh no. Please do keep sharing!”

If you are where I was, and you have a dream, but you feel stuck as to how to spread it or grow it, I want you to consider doing one or more of these three things that might be helpful for you on your journey:
1) Look through your phone contacts–all of them,
 and think about who you might call to ask for advice about how to move forward. Then text or message them to initiate a phone conversation or give them a call.
2) Look through your LinkedIn and research who might be helpful in helping you to pursue your dreams, and then contact them to initiate a phone conversation.
3) If you’re ready right now to move forward with pursuing your dream and need a specific resource or opportunity and you trust that someone in your circle can provide it, you may want to post about your desire to accomplish a specific vision on social media or on a private email list with colleagues, and see who might be able to support your vision.

Whatever you choose to do, I pray your personal and professional relationships can contribute to the success of your journey. I’ve learned through experience that there are truly 6 degrees of separation in this world, so chances are that either you know someone who might be able to help you with your vision, or someone you know might know someone else who can support you on your journey.

Do consider utilizing your circle to attain your dreams.

And remember, I believe in you!

 
If this post was helpful in any way, as always, definitely comment below, or email me at daphne@daphnevalcin.com to let me know, and feel free to forward to family or friends who might benefit.

You CAN make $ doing what you love! Check out these 3 tips!

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Yesterday, I spoke to my colleague, Rodney Elam, who raises quite a bit of money for a Washington, D.C. nonprofit. We spoke about strategies to build the financial capacity of mission-driven organizations like mine. He reinforced what I know is true. You can definitely make money doing something you love that impacts society.

Though there are various funding models for businesses and nonprofits, what stays consistent in almost every model is that relationships and strategy matter.

In trying to get investors to fund your business, putting on events, writing grants, creating campaigns around a social issue, or seeking out wealthier individuals who are simply passionate about your cause, your ability to be able to have critical and strategic conversations with key contacts can totally change the dynamic of your organization through the additional funding it could provide.

Though there are many steps involved in gaining the funding you need to move your dream forward, there are 3 things I would suggest you do to increase your organization’s cash flow.

1) Determine what funding model and strategy is best for your organization and industry. Click on the following links for a few examples of strategies that have worked for major nonprofits and for-profitcompanies (and certain strategies certainly work for both nonprofits and for-profits):
“Ten Nonprofit Funding Models” by Stanford Social Innovation Review
“10 Practical Ways to Improve Small Business Profitability” from YFS Magazine

2) Create a list of top prospects for funding, whether those are individuals, businesses, foundations or other sources. Create a priority list and timeline of when you will call or visit these prospects. Emailing is the least effective method of outreach, unless you know someone who has a personal connection with the entity and can facilitate an introduction. No matter how you reach out, a personal connection with someone who can make an introduction is always a plus!

3) Know where you are and where you want to be as an organization. You never know when you might meet a prospective funder or be speaking to someone who is connected to a funding source. At all times, and especially before your conversations with prospective funders, know where your organization is financially, and what small, medium, and large-scale funding would benefit your organization. Know how much money would cause a certain scale of impact on your organization, and be able to vocalize that. Don’t forget to let the individual or entity know that you know about them, want to learn more, and care about their work as well.

Stay tuned for more advice on what else you can do to pursue your dream of having an impact on society through your business!

Article by Daphne Valcin, Your Empowerment Specialist

Photo credit: Simon Cunningham (Flickr)