Tag Archives: sales

Are you being used?

Are you being used?

Do you feel as though you spend a lot of time, and energy putting together proposals for prospects that never come to fruition? Many businesses that we work with feel the same. It can be all too easy to fall into other people’s traps, and end up being used.

Obviously, in order to gain new clients you will need to write proposals and show what you can do for that company or client, and it would be naive to expect all your proposals to turn into customers. However it is important to take a look at the situation of you feel as though you are not converting as many as you would expect into customers. Another instance where the ability to track your sales funnel is important to help you understand and improve it.

One such scenario is where a company is happy with their existing supplier, but want to tackle them on price. So they come to you to see what you can do, for what money, they take your proposal and your pricing and go back to their existing supplier with that information.They never had any intention of changing suppliers, they simply were looking for ammunition in order to drive down their costs.

We all do this to a certain extent, and it is a prudent business move to try and reduce costs with your existing suppliers. However if you are on the receiving end of other people’s ploys too often it can be a drain on your resources.

If you are experiencing problems in your sales funnel and feel that you are not converting your prospects into good quality customers, why not contact us today? Call us now on 0121 222 5743 to arrange a face-to-face meeting. Or for more information about improving your sales funnel click on the image below to watch the video.

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Are you taking too much time?

Are you taking too much time?

How long does your sales funnel take? From an initial enquiry, for example filling out a form on your website, to your meeting with your prospect. One of the important reasons for tracking and monitoring our sales process is that we understand how long each step takes.

If it takes too long to move your suspects through the sales funnel, you risk the suspects becoming disengaged. By studying your sales funnel you can learn where the problem areas are. Is the process too complicated? Are you solving your suspects problems and answering their questions? If they come to the initial meeting with too many questions, they will be harder to convert. If your sales funnel has provided them with answers along the way, then by the time you have the meeting, they will be better engaged.

Reviewing your sales funnel step-by-step, including the time that it takes to move between each stage, gives you the ability to make changes at each step. Small improvements at each stage can lead to a big improvement overall, resulting in a quicker and more efficient sales funnel that will convert at a quicker and higher rate.

Process mapping is vital to ensure that you fully understand your processes, and only then can you successfully change them.

If you are struggling with your sales funnels and would like to improve them, why not contact us? We can help you to improve your sales funnels, ultimately improving your sales, and profitability. Call us today on 0121 222 5743 or via our contact page.

To learn more about sales funnels and successful selling, please click on the image below to watch the video.

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Understand your sales funnel

Understand your sales funnel

Understanding your sales funnel is important, so that you can track your conversions and change the outcome. You need to be able to see how your prospects move through your funnel and how the process works, to be able to improve it.

For example you may have an online form to fill in to download a white paper. Out of the people who fill in this form, you may manage to contact five of them on the phone. Out of these five you may get a few to the meeting stage and then one turn into a customer. It is important that you understand this process.

By spending some time working on your process, you may manage to get hold of more people on the phone, and change your five to ten, which in turn may result in two clients, rather than one. By spending time on each of the steps in your sales funnel you have the ability to alter your success rate.

If you would like to learn more about how improving your sales funnel can help to improve your growth and profit, contact Aardvark Marketing today to arrange a meeting, on 0121 222 5743

Or click on the image below to watch the video to learn more about successful selling

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Why a written process is so important

Why a written process is so important

Many businesses start up with one or maybe a few people in an office, often your processes or systems have evolved from the beginning, and are now a collection of activities. When we write down our processes we can see more clearly what we are doing. In terms of our sales funnels writing down our processes can help us to track the numbers.

For example if an enquiry begins with filling in a website form, and then moves through phone calls and then onto meetings, we can keep track of the numbers each step of the way. It is important to know this, as if we know 100 website enquiries leads to 5 sales, we know that if we can improve the website to increase the number of enquiries to 200, this should result in 10 sales, thereby doubling our turnover.

Marketing is far more effective when you track the results, when you systematically work your way through to see what has an affect and what doesn’t. Haphazard assortments of marketing techniques flung together make it impossible to understand what is working and what isn’t. Spending time concentrating on your process will improve your understanding of the process, highlight any weak areas, and give you the opportunity to successfully track and monitor your activities.

If you would like to review your process with people who understand, contact Aardvark Marketing Consultants today on 0121 2225743

To learn more about successful selling watch the video below:

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Don’t just listen to us…

Don’t just listen to us…

It is all too easy to say good you are at something, but backing up your statements can be another thing altogether. At Aardvark when we work with companies we always put together case studies, interview customers to receive honest feedback, and collate and utilise customer testimonials.

Customer testimonials are important because they show us how other people feel about working with a company. People are emotional creatures they don’t focus on what they receive but on how it makes them feel. Testimonials convey that emotion. Testimonials will say that “meetings are relaxed yet productive” the customer is happy because they are not made to feel pressured, they are able to achieve in a relaxed way. Yet we would not say in our own marketing that “meetings are relaxed” it would not invoke the same response.

The video below is a customer testimonial from Simon DIxon, he talks about the work we did with him, and how it helped him grow his commercial cleaning business

To learn more about our marketing manager service click here. For a confidential, no obligation discussion about your marketing, give us a call today on 0121 222 5743

Simon Dixon is the owner of All Clean Support Services. With 100+ employees ACSS provides professional cleaning contractors from their Bromsgrove base. To learn more about ACSS visit their website.

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Competitive Advantage – Part 3

Competitive Advantage – Part 3

Another really important factor to consider is how much it costs to get in front of your customers? We don’t simply mean the cost of running an advert, or the cost of a stand at a trade fair. How much did your website cost? The content, the images, the hosting, the design? How much time did you invest in putting your website together, or managing the project? And how many people visit that website?

Without these figures, you can’t work out how much it costs to acquire a customer. With these costs you can better understand what you are spending on each customer, and more importantly see why your marketing message is so vitally important.

Attending a trade show can be a good way to meet new potential customers. But what is the cost of the trade show? It is not simply the trade stand cost, it is the cost of telling people you are going to be there, the time spent following up after the trade show, the time you invested attending the trade show which you could have invested in some other project. It all adds up, the cost is often higher than we think it will be.

Our aim is to acquire a quality customer at the lowest cost. Unless your marketing message is clear, and aimed at the right type of the customer, the money you spend out on putting yourself in front of your customers will be wasted. When you consider how much that costs, you can see that getting your message right is so important.

Have you spent some time considering your message? Are you showing your potential customers why they should use you? Are you struggling to get your message across? Our marketing manager service can help by delivering targeted, consistent messaging to your customers.

To learn more about how competitive advantage can help you to increase your sales and profit, click on the image below to watch the video.

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Aardvark Marketing Consultants | How to join the dots between sales and marketing

How to join the dots between Sales and Marketing – webinar

How to join the dots between Sales and Marketing – webinar

 The processes of sales and marketing can often overlap and it’s not always clear where different parts of the sales and marketing process fall. Who is responsible for each part of the  process?

It helps to define exactly what marketing is and how it relates to “suspects” , “prospects” and customers.

In this webinar  Gill Hutchinson from Aardvark Marketing  looks at the difference between the two disciplines and where one part of the process ends and the other begins. We also look at the systems that need to be put in place at each stage.

Listen to the webinar by clicking here

 

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Aardvark marketing | When will it be the right time?

When will it be the right time?

When will it be the right time?

You’ve identified a potential new customer, you’ve battled through out of office messages, voicemail and gatekeepers to speak to the decision maker, you’ve won some time for a face to face meeting in his or her jam-packed diary and you’ve had a great meeting where they agree that you look like the type of supplier they could do business with – yippee!.  And then the prospect says “but it’s not the right time”!
Where does that leave you – a qualified prospect with a genuine interest, but not buying right now.  Sometimes they will tell you when you should contact them again – 3 months, 6 months, next year, but even if you diligently make a note of this and call them on the precise date they suggested, most times you’ll find that’s not the right time either.  That’s probably not because they were intentionally deceiving you, it’s more likely that they didn’t really know when it would be the right time!
The reality in most business to business (B2B) conversations about a future need is that it’s the prospect’s business that decides when the time is right.  The risk is that as the potential new supplier, you don’t find out until just too late.  How many times have you heard a good prospect say something like “I wish I had been talking to you last month!” because they have realised they have made the wrong decision?
Typically, what raises your product or service from a “that makes sense” proposition to a “we need that now” is something that changes in the prospect’s business.  You probably don’t know what it is going to be and certainly don’t know when it’s going to happen, but that change in their world will create a window of opportunity to you to have a conversation that could secure the sale.
The best chance of realising the opportunity is to be in their mind when that window opens.  That doesn’t mean pestering them every week with a thinly disguised sales call – that will almost certainly disqualify you from the process!  A carefully timed regular contact that isn’t a hard sell, but demonstrates an interest in their business, and their challenges plus what makes you a good choice for them can keep you on their ‘buying radar’.
In my experience, this is a perfect role for a marketing drip or multi-touch campaign.  We call our campaigns ‘Sales Generators’ because they are designed to engage, qualify and warm-up prospects ready for the sales team to jump into action “when the time is right”.
You can find out more about the Sales Generator at our website, or give us a call on 0121 222 5743.
Chris

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