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Business management Ethical Selling Sales Management Sales Planning Sales tips

Experiencing difficulty bouncing back after Covid?

Having trouble re-emerging into the market? Do you think your business looks and feels a bit ‘stale’? What can you do? Bouncing back after Covid-19 doesn't need to be difficult, I can help.

Here are some useful thoughts:

I worried too!

Before the lockdowns business for Salient was good. Beyond a few regular ‘tweaks’ I felt nothing needed to change, people were still expressing interest and buying my courses and sessions.

Then Covid came and people were furloughed, projects were put on ice, work slowed and, in some areas, stopped.  Why would people invest in Salient offers when they had no idea when they would be able to get a return on their investment?  It became difficult to promote something which had become of less perceived immediate value to the markets.

Does this sound familiar to you?

I felt I had a choice of three ways forward:

  1. Try and continue selling to a significantly smaller active market
  2. Put everything on ice; try and ride-the-storm
  3. Or, could I try some more lateral thinking?

Did I still want to have a business at the end of this? YES!

a screen displaying the words 'in process'

Therefore I needed to focus on two key tasks:

  1. Maintain a profile, and
  2. Develop some additional and attractive new offers.

Maintaining profile is comparatively straight forward with social media and on-line networking.

Developing new additional offers was more difficult.  Many planning sessions, business analysis and key-person discussions, produced some useful ideas to add to the Salient offers:

  • Live-On-Line courses and sessions (LOL!)
  • Recorded courses and modules: my full sales programme on video in modular form,

(- available from the new and upgraded salientsales.co.uk website). 

  • Group workshops – brainstorming, structured or unstructured, ‘Inspiration to Action’
  • One-to One Coaching Sessions – more structured and goal orientated
  • Extra high-level modules for corporate courses and programmes
  • Salient Gems – weekly videoed tips and ideas to help you sell more.

These would also prove to be valuable for when businesses re-emerged from hibernation.

I have completed 80% of the above. Already, interest levels are good, and sales have started.

So if you're having trouble bouncing back after Covid, consider teaming up with Salient Sales & Training, let us help you to streamline that adjustment period.

What's next?

This is my story.  If you need help to generate ideas for your business, and to develop processes to see them through, then please be in touch. I offer guidance and mentoring to help ensure their success.

You can click HERE to contact us. Or why not connect on social media so you'll be first to access offers, quick tips and new courses as we release them: Facebook, Linkedin & Twitter!

Categories
Business management General Sales Management Sales Planning Sales process

5 Key Ways to Grow Your Market Share

Can you grow your business when many around are shrinking?

I think you can, and I wanted to share my ideas with you.

My last blog suggested ways of adapting to market needs and I explained how I had added to the Salient range of offers by promoting courses on Zoom (or other platforms).  Are there other ways of growing your market?  The first four major areas you can consider are:

  • Market Penetration
  • Market Development
  • Product Development
  • Diversification

The Ansoff Matrix shows clearly how these are related: (Igor Ansoff – Harvard Business Review 1957).

Market Penetration means selling more of what you offer into your existing market.

Market Development is selling your present range of goods or services into new markets.

Product Development describes selling new products into your existing markets.

Diversification involves selling new products or services into new markets.

As an example of market development, my sales modules and programmes are now fully recorded and available to purchase from the Salient website (here:  https://tinyurl.com/y44gahlg  !)

I am promoting and selling my existing courses, general sales and technical sales, into a new market.  The new market comprises those businesses and individuals who prefer to learn and experience in their own time and space, rather than attend at specific times and locations which can be inconvenient to their own businesses.

Product development can be achieved by adding something that compliments or is a relevant addition to your existing range of products and services.  Ideally, this should be something you have identified by asking the market what else they need, or at least your existing customers!

Market penetration in simple terms is finding more ways of selling what you have in the market you presently target.  For this I would recommend revisiting dormant customers and making contact with ‘lost’ business.  Business previously lost may be looking again for a new supplier and we may only have lost it by a small margin.

Diversification can be fun!  Lateral thinking can result in some great ideas for additional products and services which will attract new interest in your business.  I caution you to prepare well and to do some useful and effective market research prior to this.  It is essential you know what your potential customers want and need before committing time and funds to developing new products and attacking new markets.  However, the rewards can be high as ‘out-of-box thinking’ can make a significant difference to your turnover and profit.

Finally, the fifth way of growing your business, and a less risky alternative would be Collaboration, again with much preparation and due diligence.  You would halve the cost of any such growth plans by working with another trusted business.  However, you may halve the risk, but you will also halve the profit made!

Your first choice is whether you try and ‘ride-the-storm’, or, work smarter and develop your business.  If you choose the latter, your second choice can be made from a number of options as outlined in the matrix above. When the ‘new norm’ arrives, if you have used the time wisely and prepared for growth, you will be much more secure as a business than those that have relied on rationalisation and hope.

If you are interested in hearing more about our ‘applied sales’ courses, in general or technical markets, then please contact Andy on 07941 041364, andy@salientsales.co.uk

If you would like to learn more about the Salient recorded sales training programmes, visit the offers on our website here: https://tinyurl.com/y44gahlg

 

Categories
Business management Sales process

Adapt or fall!

A bit dramatic I know, but this does reflect the present position of most small businesses.

Darwin would be fascinated with the choices facing business at the moment.

At the start of the pandemic we all hoped it would be over in a few months and we could get back to ‘normality’.  Many small companies simply ‘battened down the hatches’ intending to ride the storm, if you will pardon the mixed metaphors.

Unfortunately, it did not happen.  We are likely to be looking at many more months yet and most are realising that the ‘normality’ we anticipate may be somewhat different from that pre-covid.

In the last few weeks, I have gained some new customers who have admitted they felt they could hold back no longer and needed to move ahead, otherwise their customers would go elsewhere.  In fact, due to the scarcity of active businesses, they would now have to work harder just to stand still.

To maintain Salient’s position in the market and to adapt to the present situation I have had to change my approach.  Fewer customers wish to have strangers in their offices presenting training courses.  Having said that, recently I have presented my Technical Sales Programme on-site, distanced, masked, sanitised and very successful!

With fewer opportunities to train and coach ‘in-the-room’, I have added to my training, coaching and mentoring offers.  Becoming adept at running Zoom meetings I can now run any course or session on-line.

I have also used the extra time available to record my complete sales programme onto a video platform.  There are general sales and technical sales training versions for large and small businesses, and all will be available to purchase on line within the next two weeks.  I have also added small business group support and growth sessions called ‘Adapt, Survive and Prosper’, and these can be delivered with some in the room and others on Zoom.

a blackboard with a glass lightbulb in the centre, in the areas around it are 3 thought bubbles chalked on the right and another set on the left

By adding to my range of offers, I am now able to deliver:

Sales, Marketing and Business development

1/ courses or sessions in-the-room, as before

2/ courses or sessions on Zoom, or

3/ course modules recorded for more convenient viewing

By adapting to the new market needs I have ensured that all prospective customers can be served by Salient, whatever their circumstances.

This is what I have done.  What have you done to maintain or even grow access your available market and hence grow your sales?  Have you adapted?  Most such situations can be overcome with some thought, ideas and application. If you have not addressed this already, perhaps now is the time.  Clever use of the internet and some lateral thinking are called for.

Take the lead from Salient; Adapt, Survive and Prosper!

Details of Salient Small Business offers are here:  https://tinyurl.com/y5ptl27f

Recorded courses - coming soon.

Categories
Business management General Locating customers Sales Ethos

Remembering ‘social niceties’

Ensuring mutual respect and deference.

At some stage in the future, lockdown will end. For months we will have been meeting, talking, and socialising with the images of people on screens. When we finally get to meet with them again, how will we cope?

Can we remember the ‘social niceties’ as we used the call them, the social conventions that ensure mutual respect and deference?

I thought it would be a good idea to share with you some of the social decorum or etiquette that we were expected to follow when we were younger (which is probably before you were born, dear reader). Yes, in such prose as these when addressing the reader they were often referred to as ‘dear’ or even ‘gentle reader’!) The following relate to ‘greetings’ in the 1960s. Some of these conventions are still applied by the ‘old school’!

• If a lady entered a room all the gentlemen were expected to stand. If a large room or hall, or in a large gathering it was understood that only those whom she approached would stand until she was seated.

• All gentlemen would stand to shake hands but the ladies would remain seated to do the same. (I believe this is still expected and correct behaviour.)

• Unless they are a relative or long standing friend or acquaintance, no kissing is allowed. If the lady leaned forward for a peck then this could be offered or received, but this was unlikely.

• Anyone senior to us in years we would call ‘sir’ or ‘madam’, unless instructed by them to do otherwise. If respect needed to be emphasised then these could be used at any time.

• If you knew someone’s Christian name you would not use it unless invited to in an introduction. It would be Mr., Mrs, or Miss as appropriate. Again, Sir or Madam could be used if superiority is clear or even suspected.

• If passing someone you know, gentlemen should raise or touch the rim of their hats. If a lady then stops to engage them in conversation the hat should be removed until the lady moves on.
- there is a lovely story involving my Father. In the early sixties he was a civil servant working in the city of London, in Somerset House. The ‘uniform’ in the city was great-coat and black bowler hat. This hat was raised or the rim touched at all required moments. One day when returning home and almost at our garden gate, he met an acquaintance. He started to raise his hat. At the same moment, his acquaintance offered his hand for a handshake greeting which was also acceptable, but was a more familiar approach. Dad accepted this and so started to offer his hand in return. His friend had also realised the disparity and was starting to raise his bowler hat at the same time. My Mother relays this story as she was watching from the window and says that the greeting was attempted three times with hats being raised and hands offered alternately, until finally they gave up and just said hello.

• On ending the conversation, if with a lady, the hat was returned to the head and with a gentleman it was raised or the rim touched on parting.

a group in a meeting chat, shake hands and smile with each other

That may seem very involved but that was the way we were taught to behave, the expected ‘norms’; and THAT was just for the greeting!

I am not suggesting we re-adopt these social expectations, this was just a bit of fun. But, we can be certain that when our ‘normal’ is returned we will feel very strange shaking hands with strangers or even standing right next to them in a meeting or gathering.

I used to give a talk called ‘Selling, Ballroom Dancing and Space Invaders’. The latter reference is to those who invade our personal space. I would not be surprised if our normal personal space has been extended due to ‘social distancing’.

Let’s hope we can soon return to ‘social nearness’, or for the brave, ‘social closeness’, and we can look forward to sharing time AND SPACE with everyone we wish.

Stay safe!

Categories
Business management Feeding the pipeline General Locating customers Sales Ethos Sales Management Sales Planning Sales process Sales tips Technical Sales

Some rules of emailing, yes, we’re still making the same mistakes

Some rules of emailing, yes, we’re still making the same mistakes.

How often do you receive and email and have objected to the contents?  The objection may be mild, it may be significant or it may be something in between?  Too many times

How many of us have written one straight back, assuming our interpretation is correct, and damaged that relationship?  Too many of us.

They say that the art of letter writing is being lost due to the convenience and speed of texting, emailing and the like.  Speed and convenience is a strong incentive to use these modes of communicating, however, make it too fast and it can be dangerous to your business.

Common mistakes:

  • ‘Hearing’ a tone of voice that changes the interpretation
  • Making a sarcastic comment that is either inappropriate or taken literally
  • Sending something which no-one has proof-read; which is poorly spelt and constructed
  • Only answering one question and ignoring the other three
  • Assuming familiarity and making it too informal for the contact

Some simple rules which should overcome these dangers and pitfalls:

  1. If it reads as though it was written with attitude, leave it and come back later. Try and read it with a smile on your face, it can sound so different!  THEN respond accordingly.
  2. PROOF READ everything. Poor spelling, grammar, or punctuation can suggest you are not thorough or professional.
  3. Avoid humour, particularly sarcasm. If you want to include levity, an exclamation mark could help to signpost this.
  4. Read everything received more than once and you will find other things which need a response.
  5. Read everything before you send it, to avoid these classic blunders, and others.
  6. Why not pick up the ‘phone?! It is more efficient and effective; you can cover more points in less time; you can build better business relationships.  Then summarise and confirm by email.  This is far more effective and professional than a rushed email or text.

Avoid the traps of fast texting or emailing and build professional relationships; use the ‘phone, or, even better, meet them face to face.

 

 

 

 

Categories
Business management Feeding the pipeline General Locating customers Sales Ethos Sales Management Sales Planning Sales process Sales tips Technical Sales

KICKING THE HABIT – and adopting a better one

KICKING THE HABIT – and adopting a better one

“Old habits die hard”.  Very true that one.

Another, which is one of my favourite quotes, is known as:

Einstein’s definition of insanity: ‘Doing the same thing over and over again and expecting different results’.

This is very true when it comes to training or coaching.  I’ll explain:

When training and coaching, we show the delegate(s) how they can do things more easily and more effectively, helping them to be more productive and successful.  We encourage the delegate(s) to embrace the new ideas and embed them in their daily routine.

They say it takes at least 28 days of daily repetition for the new skills to embed and to fully replace the ‘old habits’.

So, the concern of every good trainer is that, over time, old habits will creep back into regular use.  As expected, success obtained with the new skills starts to decline.  With the year following any training or coaching, the poor delegate is back to square one.  At this point it is not unheard of for the delegate or company involved to suggest that the training was ineffective, or even a waste of money!

Luckily, I have not received such feedback.

This is why the best trainers or coaches offer ‘refreshers’ on a regular basis, perhaps every 3-6 months, to help maintain the focus and to fully embed the new skills and techniques.  As an alternative, I also offer the Salient Mentoring Programme; a monthly re-focus and target management system that keeps people on track, motivated and successful.

Unfortunately, not everyone goes for more than the single, deep plunge they get from dipping into Salient expertise.  They feel that the short-term fix is all they need and for some this has indeed worked.  Some have grasped many of the new ideas and skills and applied them with tenacity.  These companies are seeing a marked difference in their sales results.

Glib though it may be, the saying that holds true in all these cases is simply:

‘If you want things to change, you have to make some changes’.

…and not let old habits undermine those successful changes.

  • Those on a diet do not stop as soon as they reach their ideal weight; they work hard to maintain it.
  • You may spend weeks or months achieving peak fitness. If you stop there it only takes a short time to return to ‘couch potato’ status!
  • The best mentors have their own mentors to help keep them at the top of their game. Sales people not at the top of their game will lose focus, and lose business.

Get to the top of your game and learn how to STAY THERE by refreshing and adding to your skills!

Categories
Business management Feeding the pipeline General Locating customers Sales Ethos Sales Management Sales Planning Sales process Sales tips Technical Sales

STEERING THROUGH CHOPPY SEAS

STEERING THROUGH CHOPPY SEAS

  • There are some people out there who just simply do not get what you are doing in business.
  • There are those out there who will show interest in your products, services, and in you, but they will then drop from the radar and not respond to any of your approaches.
  • There are those those who insist you drop the price or they will go elsewhere.
  • There are those who use you to put pressure on their present supplier and, in reality, have no intention of buying from you.

“If you have been affected in any way by the content of the above four statements…...”

Seriously, there are many reasons that people will NOT place business with you, all of which can be overcome with careful application of recognised skills and techniques.

HOWEVER, political developments have added another issue to this list.  We are to leave the EU.  What comes next?  No-one really knows, and because no-one knows, many businesses will cut back on their spending, buying only the ‘necessities’.  If you do not sell their ‘necessities’, you are less likely, even unlikely to sell to them.

PROSPECTING AND SECURING NEW OPPORTUNITIES ARE LIKELY TO BECOME MORE DIFFICULT during the coming months.

More difficult, but not impossible.  Certainly, we will need to work smarter and have plans which are carefully constructed, timed and focused.  We will need contingency plans now more than ever, as we plough on into the political unknown.

To make sales; to make MORE sales in a difficult market requires new strategies, extra skills and techniques, contingencies, but most of all, it needs careful planning.

I have planned for this!  I have a coaching programme called ‘2020 Vision for Business’ (what else?!)  In this, we will work on sales and marketing plans, strategies and contingencies, taking sales to the next level and ‘scaling-up’ your business; to be the best while others may flounder.

Whether or not you book on the programme, you will need plans and contingencies for growing your business next year.  Don’t leave your success to chance.

Plan and prepare now, to grow your business, despite political and market forces.

Categories
Business management Feeding the pipeline General Locating customers Sales Ethos Sales Management Sales Planning Sales process Sales tips Technical Sales

Deal or No Deal

Whether you like or loathe the man, and there seems to be little middle ground Boris has always had a very focussed approach to Brexit.  He has a plan and a strategy, rightly or wrongly.

Comparing this withe Sales Process, and there are many prarallels, he is attempting to obtain the best deal for the UK from the EU.

In every sale, the backstop; the very last option has to be a no-deal.  In other words, ‘I am prepared to walk away and neither of us benefits from this relationship’.  But to make that a useful negotiating tool, it must be an option available to you.  If you are not prepared to walk away, no matter how much you want the deal, then the opposition will use this to their great advantage and to your disadvantage.

If they know that you are not allowed the option to walk away, the ‘no-deal’, then they will find it much easier to impose their needs and wishes over yours.  It gives you a weak position from which to negotiate because they know that in the end, you will have to accept a deal that favours their needs.

Unfortunately, parliament do not understand this, or, they feel that the risk of ending up with no deal is too great.  So, Boris’s hands were tied.

This point is similar to that discussed in my blog of March 2019 where the delegate was not allowed to walk away without the order.  Here as well, his negotiating power was weakened and the customer had, and played the advantage.

This is not an easy line to follow.  It may result in bluff and counter-bluff and a cool head is needed.  However, simply believing that you have the power to walk away from the deal (even if you have no real intention to do so) may be enough to help strengthen your position.

Make sure they believe you have the choice, and then secure a better deal.

Categories
Business management Ethical Selling Feeding the pipeline General Locating customers Sales Ethos Sales Management Sales Planning Sales process Sales tips Technical Sales Time management

Three essentials needed by those selling into technical markets

Three essentials needed by those selling into technical markets:

1/ Technical knowledge

2/ Training/Coaching in Technical Sales

3/ Motivation & self-belief

Why is technical sales training and coaching so essential?

Managers will notice a lack of confidence in those new to technical sales, and sometimes even in those who have been selling in technical markets for some time.

Lack of confidence results in reduced motivation. Less motivated salespeople will under-perform.  Under-performance limits success, reducing self-belief, and so confidence dips further.  This results in reduced productivity and profitability.

Likewise, the converse is true.  Help in the form of training and coaching in technical knowledge and selling skills for technical markets will boost confidence, motivate and ensure more and faster success.

I remember clearly the time when I was a new sales engineer.  I knew that my technical knowledge was good, but not yet complete.  My confidence in selling was very low, likewise my self-belief that I was any good at selling (although I never let on!).  Clearly, my bosses had seen more in me than I had; they had more belief and confidence that I would be successful.  If I had thought of this I may have grown more quickly in the job.

A little sales training was offered and taken, but this was very general and did not address the specific issues met when selling in technical markets.  My technical knowledge was built on the job with frequent returns to the engineering lab for help and advice.  Mostly, I learned on the job.

The perceived wisdom is that for any new salesperson it would take at least a year, possibly two to become cost effective and profitable.

What if you could reduce that ‘delayed profitability’ significantly?  What if it took just a few months rather than a year or two?  Wouldn’t that result in more profitable sales, and faster?

Reducing the delay by nine months to a year would make a substantial difference to the number and value of the sales achieved.  What extra value would that be?  An extra 20 or 30% of sales from that person?  It could be more.  Put a value on that percentage.  Would it not make sense to invest a little now to reap faster and larger turnover?

They say that the average time that a good salesperson stays with one company is no more than 2-3 years.  Without training or coaching, the time when experience starts to make them profitable can be 18 months to 2 years.  They may just have become profitable to you when they decide to move on.  With good, tailored training, you could extend that profitable time by up to a year.  Now THAT IS worth the investment!

Motivation, self-belief and self-confidence come from experience and from support.  Experience takes time, but support in the form of training and coaching makes a significant difference by shortening personal development and bringing forward success.

Training and coaching result in more knowledge, skills and confidence.  And hence more sales.

Why wait?!

Categories
Business management Feeding the pipeline General Locating customers Sales Ethos Sales Management Sales Planning Sales process Sales tips Technical Sales

How to overcome Brexit Blues and how the Salient ‘Plan B’ showed the way forward.

It has to be said, I am sorry, but it does have to be said.

Brexit has made a difference and will make further differences to business.

Things are changing and there are more changes to come.

But, I am not one of the doom-mongers as I believe it offers us interesting and useful opportunities.  I say ‘offers’ as it is up to us whether we take those opportunities or sit back and just hope.

Whatever happens there will be change, and we need to be prepared as best we can.  But prepared for what?  I believe there are four indisputable facts:

  • Brexit will happen!
  • Markets will change
  • There will be greater focus on domestic markets
  • We will find ourselves competing with more UK companies as larger providers seek to replace off-shore business.

This is what happened to Salient in the last 18 months:

  • Five larger prospects, (£1M turnover+), were reasonably secure in my sales pipeline.
  • As the Brexit vote loomed, happened, and shocked the markets, these five companies retreated, not wishing to ‘spend money when the market was so unpredictable.’
  • My cash-flow forecast dropped considerably!
  • I initiated my contingency, my Plan B, and targeted the smaller businesses that tend to ‘get on with it’ no matter what the market is doing.
  • I had to replace one large opportunity with ten smaller ones.
  • It was successful, and I have now progressed to Plan C where I develop the new smaller company market, while attracting new larger opportunities.

But what of the larger companies?  What will they do in this Brexit uncertainty?

I believe they will do very much as I did and look to smaller domestic markets to fill the gap in their turnover.

In other words, those who rely on domestic markets for the majority of their turnover will start to find more competition from larger suppliers.

There is another side to this.  Those seeking your products or services are less likely to look off-shore for suppliers as these are likely to become more costly.  Therefore, they will actively seek domestic suppliers. It could be you, if you are ready!  Another point is that if they previously sourced from larger companies, they are likely to spend more than your present customers.

To summarise, this could mean for your business:

  • New domestic markets are likely to open up
  • Competition will increase for home-grown opportunities.
  • The new opportunities have different expectations and spending levels

Are you ready?

Is your sales team and/or your sales process the best it can be?

Your sales effort needs to be at its best; sharp; focussed; forward-thinking.

Don’t miss the boat. 

If you fail to address this, others will get there first and will win the lion’s share of the new opportunities.

If you are successful in this, your business growth could be double what you would anticipate for 2018.

If you would like to discuss your experiences of this, please be in touch; call or email Andy