Now that the baseball playoffs have started, let's use a baseball analogy to help increase sales! Although we hit the occasional 'home run' in our sales efforts, just as in baseball, the game of sales is not usually won with all 'big hits'. Normally, many strikeouts, fly outs and getting on base without scoring a run. Your hard work in selling your product or service is very similar.
In baseball, the more times you can get up to bat, the more hits you will get. If you can increase your batting average, you get on base more often. So, increase the numbers of "at bat" sales opportunities you have so that you can afford to lose a few and still meet your financial commitments. Also, improve your 'batting average' (number of new customers per visit). Here's how:
Put together a list of prospect (at least 200 for most businesses) that fit your ideal customer profile. Great! You've already done that in your business plan.
Set goals for the number of prospects you visit each week.
Schedule time for your sales activities in your weekly plan. Then, most importantly, DO the activities; work your plan.
Begin with the end in mind. For example, for an initial contact, the goal is NOT to make a sale. It is simply to obtain the opportunity to set up a meeting to discuss how you may be able to help the prospect. If you create more opportunities to get the plate, you will also generate more occasions to get on base and eventually move around all four bases.
Track your progress. Baseball players and fans are notorious for keeping statistics. You may not have to be that extreme but find a way to 'keep score', to know how you are doing. Use the S.M.A.R.T. principle. After you gain some experience, start working on your 'batting average'. In other words, analyze the results of each sales call and then challenge yourself to increase the number of closed deals in relation to the number of sales visits.
When you follow these steps, you will get more sales, period. So, get in the game - get off the bench and step up to the plate!
It takes consistent training, practice and effort. It's up to you to 'show up' for optional training sessions. Professional athletes attend all the training they can get to. BERN offers a number of professional education sessions to help you with your sales efforts. After attending, PRACTICE! PRACTICE! PRACTICE! Discuss and 'role play' your approach with family members, trusted friends, mentors and SEA colleagues.
Thursday, October 14, 2010
Thursday, September 30, 2010
Planning for Success at Trade Shows
The annual SEA-to-SEA trade show is a one-of-a-kind business networking, educational and promotional opportunity! Here are some tips to help you in your preparation:
Decide on what you want to achieve, such as: display a new product, enhance public relations, create market awareness, find distribution channels, network with fellow entrepreneurs or to obtain leads for actual business. Remember the S.M.A.R.T. principle for goal setting? Apply that to your trade show planning with the objective you set.
Determine all that is required, such as business cards, brochures, samples, demonstration materials and booth design. Then set time lines to make certain that each will ready on time. Plan your promotion or offer. Construct or order booth, promo material, etc. Arrange to arrive and set up early!
Tips to Attract Attention With Your Booth Design
Designed around goals for the show
Keep it simple - less than 3 seconds to attract attention to your booth
Don't use too much text - use headlines
Have lots of open space - don't clutter
Use colour and lighting to emphasize
Appeal to the senses
Have hands-on Demonstrations
Videos, action
Use Story Boards - 4 or 5 photos
Safety first!
Emphasize benefits of your product
Draw attention to your logo
Consider other exhibitors
Keep it dignified - not a 'Carnival' atmosphere.
As a new business, realistically you may not be in a position to apply all of these suggestions; however, you can employ some of the principle to offer a professional presentation! Remember, this is "Trade Show on training wheels", an opportunity to work with your peers to hone your skills. Be creative! Maximize the benefits!
Decide on what you want to achieve, such as: display a new product, enhance public relations, create market awareness, find distribution channels, network with fellow entrepreneurs or to obtain leads for actual business. Remember the S.M.A.R.T. principle for goal setting? Apply that to your trade show planning with the objective you set.
Determine all that is required, such as business cards, brochures, samples, demonstration materials and booth design. Then set time lines to make certain that each will ready on time. Plan your promotion or offer. Construct or order booth, promo material, etc. Arrange to arrive and set up early!
Tips to Attract Attention With Your Booth Design
Designed around goals for the show
Keep it simple - less than 3 seconds to attract attention to your booth
Don't use too much text - use headlines
Have lots of open space - don't clutter
Use colour and lighting to emphasize
Appeal to the senses
Have hands-on Demonstrations
Videos, action
Use Story Boards - 4 or 5 photos
Safety first!
Emphasize benefits of your product
Draw attention to your logo
Consider other exhibitors
Keep it dignified - not a 'Carnival' atmosphere.
As a new business, realistically you may not be in a position to apply all of these suggestions; however, you can employ some of the principle to offer a professional presentation! Remember, this is "Trade Show on training wheels", an opportunity to work with your peers to hone your skills. Be creative! Maximize the benefits!
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