Taking your business to the next level is a well used phrase but strategies need to be put in place to allow this to happen. Here we present the necessary elements to build a successful growth strategy.
Give me five! …. 5 reasons why disability awareness will improve your business
Embracing disability awareness can positively impact the development of an SME in many ways – here are 5 reasons why disability awareness improves business…
1. Expanding your market
It may shock you to learn, that ignoring the needs of people with disabilities as a potential customer base, costs UK businesses around £1.8 billion per month. This is largely due to a lack of awareness and can be changed by making a few minor adjustments to the way your business operates. By understanding and removing your organisation’s barriers, implementing staff training, and making a few physical and technological adjustments- your business will certainly begin to appeal to those spending the purple pound.
The Value Proposition
Do you trade on price or on Value?
I have often been described as the consummate networker. Over the years I have connected with hundreds, no thousands of business owners and I find that a very large percentage of them share a common flaw: They do not understand the difference between trading on price and trading on value.
I want to explain the difference and explain how I charged over £11,000 to produce 5 x 3-page documents resulting in my client warmly thanking me and shaking my hand, exclaiming that he could not thank me enough.
When you trade on price you make yourself a commodity and if you are always trading on price, there will always be somebody who is prepared to do it cheaper. There comes a point where the price becomes so cheap you might as well cease trading. There are very few businesses that are successful trading on price (I suppose the £1 Shop is the exception).Read the full article
THE 3 KEY STAGES – HOW TO HANDLE PRICE NEGOTIATIONS
Has a prospective customer of your services ever said to you:-
“Your price is too high or can you do me a better price”?
Giving a discount in the right way, may well be the most appropriate thing to do.
Conversely, giving a discount in the wrong way, can not only lose you a sale, you could also potentially lose all possible future sales.
If you said “yes” and immediately give a discount, what do you think that person would now be thinking?
1. That you seem desperate for the sale!!
2. How much further would they/you have lowered the price or worse, maybe they should have asked you for an even bigger discount.
3. The price they/you originally offered was not the real price. Are they/you tryingto trick them? Can they really trust you?
4. If I come and buy from you next time,I’ll ask for an even bigger discount.
The problem here is that you’re not setting a very high ‘value’ for your services if you are prepared to discount so quickly, in effect you’re agreeing that your price is too high!! Another thing to consider, is that you have given something away without asking for anything in return. You’ve just created a win/lose situation.Read the full article
5 REASONS WHY ‘PERSUADING’ PREVENTS SALES
Do you think selling is all about persuading and convincing?
Are you trying hard to get people to agree with what you tell them? If that is the essence of your sales approach, it will lose you sales. Here are five reasons why.
Reason #1: You will resist selling.
If you think selling is all about persuading and convincing, you’ll simply resist actively selling as you probably don’t enjoy the experience of having to get people to agree with you.
Doing that is difficult and can feel like fighting. You may also be concerned about what people will think of you. As a result, selling will be something you do rather reluctantly, and really wish you didn’t have to do at all.
If you resist selling, you are not going to be selling as often as you need to. Consequently, the less time you spend selling, the less sales you will make – plain and simple.
WHAT IS AND WHY DO I NEED A SALES STRATEGY
It’s surprising how many people in business simply do not have a clearly defined and written strategy for how they gain new and repeat sales of the products or services that they sell.
In the boom years businesses could just about get away with this because there was so much business sloshing around that few people really had to work very hard to make a reasonable living.
But the world is a very different place since the pandemic and it’s unlikely to ever return to a less competitive environment which is why now more than ever, it’s absolutely imperative that you have a solid bullet proof plan of action to magnetise customers to you instead of your competition.
To begin we must start by better understanding what the main challenge is, before we can focus on developing a solution of building a sales strategy that works.
Noise, (competition and speed of life)
You are someone’s customer aren’t you? Think about your average working day and what runs through ‘your’ mind from the moment you wake up until your head goes back on the pillow…
Family, food, car, journey, office, e-mail, STUFF, phone calls, more STUFF, car, journey, gym, home, family, food, chores, TV, Bed……
You me and everyone have so much noise and ‘stuff’ going on in our lives each and every day that when it comes to buying stuff or services, all we want is someone who will make the buying process easy by giving us what we want at a good price and who will do what they say they will before we agreed to buy… Don’t we?
OK so if that is all we want, then clearly, this must be what everyone wants right?
Yet you know as well as I that despite every single company out there advocating ‘we promise great service at a great price’ very few actually deliver, so how are you at delivering the dream? Are you really any different?
This is where you have to have, a sales strategy that really is different to all of your competitors, one that starts differently, runs differently and does something they (your prospective customer) expects but is unsure they will receive … you’re going to have to ‘really’ deliver!, so that your customers can see, feel the difference that will have them become a raving fan and incredible referrer to other people.