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Simple Sales Strategies(Sales is not Marketing)
Presented by:
Simon Shepherd
3rd October 2013
Marketing v Sales
Marketing
Everything that you do to reach
and persuade prospects.
Sales
Everything that you do to close
the sale and get a signed
agreement or contract.
SMEs Success in Marketing
Direct Referrals
SEO
Events
Business Mentors
Advice from friends and family
Online discussions
Blogging
1. Increase number of customers.
2. Sell more to existing customers.
3. Frequency of purchase.
3 ways to grow your sales
A good salesman
http://www.youtube.com/watch?v=dvUTKMAW7K4
Value
People do not buy a product or service…..they buy the benefit that the product or service will give or do for them
5 practical tips
5 Practical tips
1. Elevator pitch
Elevator pitch
Who you are?
What you do?
Benefit/value to customer?
5 Practical tips
1. Elevator pitch
2. Talk to your customers
5 Practical tips
Talk to your customers
Why do they buy from you?
How could we improve?
What else do you need/require?
5 Practical tips
1. Elevator pitch
2. Ask your customers/prospects
3. Build a Sales pipeline (& database)
5 Practical tips
1. Elevator pitch
2. Ask your customers/prospects
3. Build a Sales pipeline (& database)
4. Always follow up (by telephone)
Making that call
Rehearse Stand up Smile
5 Practical tips
1. Elevator pitch
2. Ask your customers/prospects
3. Build a Sales pipeline (& database)
4. Always follow up (by telephone)
5. Ask for referrals
@nxomarketingyks
http://uk.linkedin.com/in/simonshepherdmarketing
Business Cards
Contact details
22 GROWING YOUR BUSINESS TO TWICE IT’S SIZE
GrowthAccelerator… getting you there faster
23
The Big Picture
•Focus on the coaching of potential high growth SMEs
•Huge, flagship, business support programme (£200m)
• 26k clients, 11 delivery partners, 800+ coaches
• BIS funding – BUT participants must invest – it’s NOT free
24
Three key messages
High Growth Potential
• All sectors, all areas• 20%+ pa sustained
Tailored support
• Overcome constraints to high growth• Coaching from private sector specialists
Results
• Achieve and surpass your full growth potential• Growth and jobs for UK plc.
25
What’s in it for us?
Primarily customised coaching
• Transferring skills and knowledge into the company
• Addressing strategy, sales, marketing, people, systems and
operations
• The building and execution of the game plan
• GA client only workshops to complement the coaching
• Leadership & Management development for senior team
26
Who is it for?
Eligibility
• Any SME (i.e. < 250 employees, < £40m t/o, not part of larger group)
• Any sector, any postcode in England
Suitability
• Any ambitious business that:
– Is capable of it (capacity and opportunity)
– Needs help to achieve it
• Businesses looking to grow by:
– Minimum of 20%+ pa growth sustained over three years
