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How to Hit the Grand Slam Increase Sales Win More Clients and Reduce Costs
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Sales or selling can be compared to baseball. You have hits, foul balls, butts, home runs and grand slams. What would happen to your bottom line if you could score more grand slams by improving the sales skills of your sales team? You would increase sales, win more client and reduce costs. Then read how you may achieve this sales goal.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
How to Hit the Grand Slam Increase Sales Win More Clients and Reduce Costs
Sales is very much like baseball. You have hits, foul balls, butts, home runs and grand slams. What would happen to your bottom line if you could score more grand slams by maximizing the talents and sales skills of your sales team? You would increase sales, win more client and reduce costs. Now wouldn’t that be a game worth seeing?
So what does it take to score more grand slams? First, you need to stop playing in the traditional baseball stadium of Sales Based Marketing. In today’s global and information laden business environment, very few people want to be sold. They are looking to build long term relationships by finding those trusted advisors.
If you really want to increase sales, then you or your organization need to start playing in the Education Based Marketing Stadium. Your sales professionals need to share information with both internal customers (other employees) and external customers or potentially qualified customers (a.k.a. prospects).
Second, you truly need to focus on building loyal customers, again both internally and externally. Look to those points of connections that are present in every moment of truth. Sales Coaching Tip: Points of connections are everything your customers see, hear, touch, feel, smell or taste. Moments of truth are those interactions between your internal and external customers.
Education based marketing works well with points of connection and moments of truth. Of course, this means that you may need to give something of value away to gain something of even greater value. Sales Coaching Tip: By demonstrating what you do with your potential qualified customers, you begin to establish trust and credibility with each interaction.
Finally, you must reduce costs. If you are using a sales based marketing approach, you are probably spending a lot of dollars on interruption marketing through print, radio or television advertisements. This is a great way to get impressions. Yet, how many people actually call you, wanting your products or services?
Education based marketing reduces many of your marketing costs because you are now speaking to writing articles to actually demonstrating what you actually do.
Consider moving your sales game from the field of sales based marketing to the field of education based marketing. Then watch your sales scoreboard light up with all those additional grand slams.
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Business Building Check List Leadership Audit For Business Leadership Assessment |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Who Did You Learn Most From and Why?
- Hi Martin,
You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person.
btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Coaching Women vs. Males
- Tami,
Do you have any clients from Eastern Canada?
I was wondering if Coaching Clients from either Coast was any different. Also is it different coaching women entrepreneurs vs. males?
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