Archives for sales leads generation

Search engine optimisation Berkshire

Steve Mills - Marketing adviceAre you winning business from your website?

If you are like 95% of all small businesses, then the answer is – NO.  Or at best – RARELY!!!

The truth is that most websites owned and managed by small businesses don’t work.  This is often because they are not marketed properly and not because their website is no good.

I know people who have fairly poorly designed websites but are optimised well on Google which means this creates millions of pounds worth of business and I know others that have fantastic looking websites that have never created a lead!

I would like to show you what one of my clients has recently achieved on Google using my advice.  Click on the video below in order to take a look…

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LinkedIn Training – Nottingham

Steve Mills - Marketing adviceI am pleased to confirm that I will be holding a LinkedIn workshop in Nottingham on Wednesday 5th March from 9am to 4.30pm at The Langer Hall Hotel.

Cost

The cost of the workshop is only £197.00 + VAT. 

To book call us on 0118 930 5700

or click this link

We look forward to seeing you on the 5th March 2014.

 

 

Sales training with Scrooge

Steve Mills - Marketing AdvisorIn this interview with leading Marketing expert Steve Mills, Steve explains how to use the pain of doing nothing to help you increase sales.

Think of it this way.  Do you remember the story “A Christmas Carol”?  Three sales people ‘ghosts’ turned up to Scrooges house and tried to sell him on an idea of ‘giving’.  This was something he had no intention of doing at all and did he did not even want to listen “bar humbug”.

However, by using the forces of past, current and future pain and pleasure they were able to convince him that change was a must and not just ‘a should’.  He changed his mind and his outlook instantly by linking pain to staying as he was and pleasure to change.

Here I uses an example of how I would sell sales training services to remove resistance to buying.

Steve – How many sales people do you employ?

Client – Six

Steve – How good are they at achieving their targets?

Client – Some are better than others, but on average they achieve approximately 75% of their target.

Steve – What is each person’s target?

Clients – They don’t have individual targets, but their overall target is £200,000 per month.

Steve – So they are currently achieving £150,000 per month is that correct?

Client – It varies, but roughly yes.

Steve – How long has your sales team been together?

Client – Some people have been with us longer than others and some have come and gone, but essentially we have had a sales team for five years.

Steve –  Has 75% of target been achieved roughly throughout this time?

Client – Yes, approximately again.

Steve – So the team have been losing out on a potential of approximately £50,000 per month for five years is that true?

Client – I have never thought of it that way, but yes I suppose that is true.

Steve – So if we take that back five years that comes to £600,000 per year x 5 years = £3,000,000.

Client – Yes and that is scary!

Steve – That being the case, I suppose you could say that you will lose another £3,000,000 in potential new business, if nothing changes over the next five years, won’t you?

Client – Err yes we will.

Steve – So let’s say that worse case we could help you and your team to become 15% more effective.  Let’s work out how much extra income could be achieved.

A 15% increase in sales effectiveness would increase your sales from 75% of sales target, up to 90% of target, or from £150,000 per month to £180,000.  This equates to an extra £30,000 per month x 12 months = £350,000 x 5 years = £1,800,000.  Is that correct?

Client – Well confirmed.

Steve – Ok.  So to achieve this we will need to conduct a series of six training days over a period of six months at a cost of £12,000 and then two per year after this at a cost of £4,000 per year.  How does that sound?

If you have done your job effectively you have just made a sale.  How could you use the pain in the past, present and future to increase your sales?  How can you also use this in your marketing copy, on e-mails, web pages and in direct mail?

Let me know if using this technique improves your enquiry rates.

LinkedIn Marketing | Combine LinkedIn With Content Marketing For Marketing That Packs a Punch

Steve Mills - Marketing Advice

Press Release

A recent study of over 50,000 active LinkedIn members has shown that 85% of marketers believe that LinkedIn is the most effective social network when it comes to delivering high-quality content to engaged consumers. 71% of those surveyed also said that the audience relevance they find on LinkedIn is one of the most important elements of content marketing. In light of these statistics, Steve Mills, the Prudent Marketer, is urging more businesses to combine content marketing with LinkedIn to create a marketing strategy with high impact.

Steve Mills, who runs The LinkedIn Academy, where business owners can learn how to use LinkedIn to grow a business, says, “The majority of people who attend my seminars and workshops have LinkedIn profiles that read like their CV. There is no indication on these profiles why high-profile decision makers or influencers should engage with this individual, and they are not demonstrating why their content is relevant. It is important for business owners to utilise the powerful tool that is LinkedIn to share high-quality content with their network, and establish themselves as thought leaders in their chosen fields.”

With a series of webinars, online training sessions, one-to-one sessions with Steve Mills himself and in-house workshops held at regular intervals throughout the year, any business owner can learn how to use LinkedIn for content marketing. The courses provided at The LinkedIn Academy include everything from setting up personal and company profiles, to setting goals for LinkedIn marketing and getting those all-important referrals and conversions. Content marketing will help with all of these things, as LinkedIn endeavours to fulfil the task it laid down for itself: for businesses to use its service to be helpful and relevant, rather than plugging away at sales and leads.

Creating relevant content for use in marketing will be something that is personal and unique to each business, but this content would be useless without an in-depth knowledge of how to make LinkedIn work for a business. Taking a seminar at The LinkedIn Academy allows marketers to discover how to build lists of contacts and influential figures who will be interested in their content, link your blog and your website to achieve important conversions and referrals, and track ROI on LinkedIn. All of these aspects should be in place before content marketing comes into the picture, to offer the business the best possible platform to succeed in the digital arena.

For more information about Steve Mills, the Prudent Marketer, and to discover some of his personal marketing tips, visit www.theprudentmarketer.com

About Steve Mills

Steve Mills helps clients to create more leads. Over the past 17 years, Steve has built a reputation for helping businesses to market themselves using his ‘Marketing without Money Formula’. Never one to take unnecessary risks for himself or his client, Steve is now known as The Prudent Marketer.

Steve established his reputation by training thousands of business people in how to market themselves without a budget. He has spoken to audiences all over the world and authored three highly successful marketing books as well as writing articles for many leading business magazines. He is the founder of The LinkedIn Training Academy which provides training, coaching and mentoring, through video, audio, workshops and webinars.

 

Sales training with Scrooge

In this interview, SteSteve Mills - The Prudent Marketerve Mills – The Prudent Marketer explains how to use the pain of doing nothing to help you increase sales.

Think of it this way.  Do you remember the story “A Christmas Carol”?  Three sales people ‘ghosts’ turned up to Scrooges house and tried to sell him on an idea of ‘giving’.  This was something he had no intention of doing at all and did not even want to listen “bar humbug”.

However, by using the forces of past, current, future pain and pleasure they were able to convince him that change was a must and not just a ‘should’.  He changed his mind and his outlook instantly by linking pain to staying as he was and pleasure to change.

Here I use an example of how I would sell sales training services to remove resistance to buying.

Steve – How many sales people do you employ?

Client – Six

Steve – How good are they at achieving their targets?

Client – Some are better than others, but on average they achieve approximately 75% of their target.

Steve – What is each person’s target?

Clients – Their target is £200,000 per month.

Steve – So they are currently achieving £150,000 per month is that correct?

Client – It varies, but roughly yes.

Steve – How long has your sales team been together?

Client – Some people have been with us longer than others and some have come and gone, but essentially we have had a sales team for five years.

Steve – Has 75% of target been achieved roughly throughout this time?

Client – Yes, approximately again.

Steve – So the team have been losing out on a potential of approximately £50,000 per month for five years is that true?

Client – I have never thought of it that way, but yes I suppose that is true.

Steve – So if we take that back five years that comes to £600,000 per year x 5 years = £3,000,000.

Client – Yes and that is scary!

Steve – That being the case, I suppose you could say that you will lose another £3,000,000 in potential new business, if nothing changes over the next five years, won’t you?

Client – Err yes we will.

Steve – So let’s say that worse case we could help you and your team to become 15% more effective.  Let’s work out how much extra income could be achieved.

A 15% increase in sales effectiveness would increase your sales from 75% of sales target, up to 90% of target, or from £150,000 per month to £180,000.  This equates to an extra £30,000 per month x 12 months = £350,000 x 5 years = £1,800,000.  Is that correct?

Client – Well confirmed.

Steve – Ok.  So to achieve this we will need to conduct a series of six training days over a period of six months at a cost of £12,000 and then two per year after this at a cost of £4,000 per year.  How does that sound?

If you have done your job effectively you have just made a sale.  How could you use the pain in the past, present and future to increase your sales?

Let me know if using this technique improves your enquiry rates.

Improving your lead conversion rate

10 ways to improve your sales conversion rates

So you convert five prospects out of ten. 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 indentify 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.

Marketing Training in Saudi Arabia

Marketing Consultant

Traveling to Saudi Arabia

I am looking forward to flying out to Saudi Arabia tomorrow to undertake four days of marketing training for one of my Middle East Clients.

E-mail Marketing Training Berkshire

Ten top tips for making your campaign effective

Want to do some email marketing but not sure where to start? Follow the tips below to help make sure your email campaigns get through the spam filters and generate positive results.

  • Get permission
    To ensure compliance with Data Protection legislation make sure your email marketing is permission-based which means you need the customer’s consent to contact them. This includes allowing them to unsubscribe at any point from receiving correspondence from you. To build up your contacts database, collect email addresses from your customers at every opportunity!
  • Plan your campaign
    What do you want to get out of your email campaign? If you want to increase sales, think about how to achieve this. Will you make special offers designed to appeal to specific groups of customers? Do you want to invite customers to an exclusive event?
  • Call to action
    Include a call to action in every email you send. For example you could invite customers to download discount vouchers, purchase a discounted product online, or agree to attend an event.
  • Links
    Make sure you have links to your website so customers can find out more about individual offers. By monitoring customer click-throughs you will be able to measure your campaign’s success.
  • Subject line
    The subject line has a major influence on whether recipients open and read emails. Keep it short and avoid using CAPS, exclamation marks or words like ‘free’.
  • Design
    Make sure your design works! An HTML design will make your email look more professional, but if you don’t get it right, it will fail to render correctly across all inboxes or will get caught in spam filters. If in doubt, try using the free templates provided by email marketing solutions such as dotMAX
  • Targeting
    Targeting will ensure your email marketing sends the right content to the right people at the right time. By tailoring email content to different customer groups, you will significantly increase your chances of success.
  • Experiment
    Find out what works. Consider doing some split testing, by sending slight variations on your email to different customer groups. For example, find out what happens if you change the sender’s name from male to female, or use a different subject header, or send the same email at different times.
  • Deliverability
    Believe it or not, the main obstacle you will face is getting your email into your customers’ inbox! ISPs delete billions of emails each day. Make sure you choose an Email Service Provider with good deliverability rates.
  • Measurement
    Measurement is the key to future success. By finding out how many emails were delivered and opened, and which links customers clicked on within the email, you can fine-tune your next campaign.

For further information on email marketing go to Email Marketing Training.

Webinar – How to get results on Google PPC Advertising

How to drive traffic to your website using PPC Advertising

 

  Join us for a Webinar on February 26
   
This is a free introductory webinar.  During the webinar Steve Mills (The Prudent Marketer) will discuss how to drive more traffic to your website using PPC Advertising and how to make more money online.
Title: How to drive traffic to your website using PPC Advertising
Date: Wednesday, February 27, 2013
Time: 7:00 PM – 8:00 PM GMT
After registering you will receive a confirmation email containing information about joining the Webinar.
System Requirements
PC-based attendees
Required: Windows® 7, Vista, XP or 2003 Server
Mac®-based attendees
Required: Mac OS® X 10.6 or newer
Mobile attendees
Required: iPhone®, iPad®, Android™ phone or Android tablet
Space is limited.
Reserve your Webinar seat now at:
https://www3.gotomeeting.com/register/324473110

Steve Mills speaking in Dubai

Marketing ConsultantIt is great to be running my Marketing without Money training in Dubai.   I am really looking forward to this great event!

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