Archives for business coaching services

Basingstoke Marketing and sales workshop

Unleash your True Potential

Marketing Training Hampshire VenueOnly a few places left on this workshop.  Join us and contribute towards the Manchester Fund.

28th June 2017.  From 9am to 12noon.

What the workshop will cover

  • What is Prudent Marketing and how you can use it
  • A strategy for creating multiple streams of on-line and offline income
  • How to grow your business for free, using the Internet
  • Winning business from LinkedIn
  • How to dominate the first page of Google for no cost
  • How to double your website’s traffic without a budget
  • How to use Marketing without Money and what this could mean for your business
  • Getting the most out of your current clients
  • How to double the size of your database within 12 months
  • Why blogging is a MUST and not a should
  • The ten biggest mistakes most small businesses make
  • How to turn more leads into sales, or appointments on the phone

How to book

Numbers are limited due to the size of the room (9 people).  So bookings are taken on a first come, first served basis.

The cost of attending this workshop is only £25+ VAT.  100% of this money will be going to help the families and victims of the recent Manchester bombing. 

To book, go to Marketing Training, or call us on 01256 242 292.

How to get funding for your business – Business Connections Live

On this edition of Business Connections Live TV… How to get funding for your business.

Steve Hyland talks to Michael Graham and Luke Cruz of MJB Graham Consultancy about The Secrets Of Fundraising Success.

For a lot of business and projects finding the right type of funding can be challenging.

  1. Where do you start?
  2. What type of funding is right for you?
  3. What is the process to be successful when fundraising?
  4. How do you negotiate the best deal?

Check out https://www.youtube.com/user/rttvmediaBCL?feature=hovercard

Business Connections Live

10 ways to improve your sales conversion rates

10 ways to improve your sales conversion rates

If you convert five out of ten leads. Does a 50% success rate mean you are wasting half of your marketing budget? Of course not, but maybe some sales training could boost your rate to 60% – and that would up your turnover by 20%!

Meantime here are a few ideas that may prove useful

  1. Get yourself into the proper frame of mind. You can’t expect to do a good job if you are still fuming about the idiot who cut you up on your way to the appointment. Let go of the day’s frustrations and concentrate on the customer.
  2. Find some common ground. Sometimes this means talking about (or letting the customer talk about) last night’s football or the awful state of the country before getting down to business. Just don’t let it get out of hand!
  3. Clearly, identify the customer’s need. It’s a cliché but don’t try to sell the drill bit – sell the hole!
  4. Use their words, not yours. Sometimes we get carried away with our own clever jargon. If the customer wants ‘plenty of loft space’, don’t turn it into ’30 square metres of unobtrusive storage solution’.
  5. Paint attractive word pictures. Ask the customer to ‘imagine yourself driving through the countryside in your new convertible on a sunny day’.
  6. Use positive reinforcement. When the customer himself talks about the benefits of ownership, don’t be tempted to add lots more features – (s)he knows what (s)he wants. So just agree and ask for the order.
  7. Put yourself in their shoes. Try to see things from the customer’s viewpoint; ask yourself, ‘Would I buy it from me?’ If you can’t convince yourself …
  8. When they suggest a feature they want, ask questions. ‘Why is that important to you?’ The more you ask, the more you will understand what they are looking for and the better you will be able to match your product to their requirements.
  9. Always be credible. Don’t make outrageous claims. Most customers can spot them and the ones that don’t come back looking for refunds when they discover the truth.
  10. Be prepared to say no if you believe they are making a mistake. It’s awfully hard to turn down a sale but they will thank you and probably become your most loyal customer in the future.

What can your small business learn from Apple?

Marketing support companyIf you consider what Apple did to the computer market you must admit it was quite incredible.  Last week I was in London and I went into Starbucks and out of the fifty people in there about twenty were using Apple Macs, another six were on iPads and there was not a ‘normal’ laptop in sight!

Last week I was in London and I went into Starbucks and out of the fifty people in there about twenty were using Apple Macs, another six were on iPads and there was not a ‘normal’ laptop in sight!

So what has this got to do with small businesses?  If you think about what Steve Jobs and his team did at Apple:-

  • They took a well-known product and made it different
  • They improve it and made it more reliable (no more crashing)
  • They developed a great brand and logo
  • They developed new complimentary products that were in an associated industry
  • They got people talking about their products
  • They charged twice as much as anyone else in the market

In truth, they did nothing that any small business could not do.  So why is this?  The truth is, the problem often lies with the owner of the business.  Most business owners don’t even think like Steve Jobs, or Walt Disney, or Richard Branson, let alone take action.  They are too busy working, to build a business that works and this is one of the biggest problems with most small businesses.

So what do you do if you own a business?  The first thing to do is to change the way you think.  Then you need to think about your business as though you were an external person and you would need to ask yourself a very powerful question.  How can we do this better than our competitors?  Do what better?  Everything!

Marketing Training Hampshire

Marketing Training Hampshire VenueWe are pleased to confirm that we will be running a one-day Marketing Training Hampshire based workshop on how to use video and YouTube to market your business.  The workshop is being held in our offices in Sherbourne St John, Hampshire, on 20th July 2017.

Workshop content covers

1. How to set up an account

2. How to produce a video on YouTube

3. Using Camtasia

4. Video production

5. Uploading your video’s to YouTube

6. The equipment that you need

7. Marketing your videos on YouTube

8. Piggyback on successful videos

9. Adding your YouTube video’s to your website and blog

10. Adding your YouTube video’s to your other Social Media sites

11. Marketing your YouTube site

Everyone knows that video marketing is the key to the future of marketing, but so many businesses are still not fully using video, either because they think it will cost too much, or they ‘don’t like being on video’.

The truth is video marketing can be totally free and you don’t have to be in any video’s, but you should!

Today I am going to talk about video content and specifically the three keys to selling on video.

Key 1 – People

Tell the listener who the video is aimed at.  For example – This video is for anyone who is not winning business on their website and who wants to do so

Key 2 – Problem

Tell the listener about the problem you are going to solve

Key 3 – Solution

Tell the listener about the solution that you have to the problem that you have identified?

For further tips on marketing, or to sign up for our next workshop, click here.

What an inspiration…

What an inspiration…

A terminal cancer patient who like me is a Sheffield Wednesday supporter has been told he has just months to live has conquered Mount Everest.

Ian Toothill said he believes he is the first cancer patient to scale the world’s highest mountain.

The Sheffield Wednesday FC fan planted a flag of rivals Sheffield United at the summit for charity.

The 47-year-old personal trainer, who reached the summit on Monday, has raised almost £31,500 for Macmillan Cancer.

Click here for full details – http://www.bbc.co.uk/news/uk-england-40172258

Respect!

Improving the numbers

As we all know “numbers are the currency of business” and that is also true of ‘marketing numbers’. As the old saying goes “you cannot manage what you do not measure”.

However, just knowing your numbers is not good enough.

Step 2 is called ‘IMPROVING THE NUMBERS’ and this is essential.

So what did May’s numbers look like?

  1. How many leads did you create?
  2. How many leads did you turn into sales?
  3. How many sales calls did you make?
  4. How many times did you ask for a referral or testimonial and how many did you get?
  5. How many people went to your website?
  6. What did you learn?
  7. How organised were you?

What about next month?

  1. What are you going to delegate?
  2. What are your three top goals for June?
  3. What areas of your business are you going to focus on improving in June?
  4. What new systems do you need to develop?
  5. What are you going to do to improve your numbers?

I hope these questions give you food for thought. If you want to discuss improving your numbers then call me on 01256 242 272, or use our website to book a meeting online.

If…

If…

one of the top business owners in the world (for example, James Caan of Dragon Den) took over your business and ran it for the next year and they only had the same amount of money, contacts and time as you had and they could not utilise their name.  Would he/she be more successful than you?

YES/NO

If you answered yes, then the questions for you to consider are:

  1. Why?
  2. What would they do differently?
  3. Would they have better skills than you?
  4. What would they change in your business or the way you sell and market your services?

Development of Business Skills

Marketing Training

Development of Business Skills…

I had a great day yesterday in the offices of Dan Bradbury.

It was great to spend the day away from the office working on the business and getting the opinion of someone outside of the business.  I think everyone should do this from time to time.

During the day we discussed the development of ‘business skills’.  The truth is that 99% of business owners have weaknesses in their business skills (including myself) and we need to identify and improve these skills.

 

These skills could include:

  • Leadership
  • Financial clarity
  • Marketing (or as we call it – lead generation)
  • Sales  (or as we call it – lead conversion)
  • Strategic planning
  • People management
  • Recruitment
  • HR
  • Health and safety

Or any number of other skills that you need to own and to manage a successful business.

The key is that as business owners we need to develop those skills, and if we don’t the lack of skill in any one of those areas can ‘bite us in the bum’ just at the wrong time and end our business.

Three great sales tips

I wanted to share a few profit boosting sales tips with you…

Tip 1 – Luke warm calling

Stop cold calling and start warm, or luke warm calling. Cold calling is hard and difficult. Instead call people you have been emailing, or who you are connected to on LinkedIn etc.

Tip 2 – How to you get past the regectionist

Is about getting past the ‘regectionist’, or the receptionist (as they are sometimes called). This is my script “Hi can I speak to Simon please, it’s Steve”. It is as simple as that. There is often a thought in the receptionists head… Who is Steve? He clearly knows Simon! I should know him! I will put him through. It doesn’t work all the time, but it gets me through often.

Tip 3 – Have a script

Mine is something like this “The purpose of our call today is to do three things. Firstly, for you to give me an update on where you are? Secondly, to find out what challenges you currently have and thirdly to discuss how we can help you. Does that sound fair?”

The key message is ‘test your scripts’ to see if you can improve them.

For more tips take a look at this – Click here.

Or to get my 6 video marketing tips, simply email me and I will send you 6 of my best marketing tips over a 6 day period for free.

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