How To Have An Effective Sales Meeting

When you are organising a meeting to cultivate sales leads, there are several strategies that can ensure that your leads translate into sales. Here are seven ways of ensuring that you have a productive sales meeting and ensure your staff are absolutely ready to do their best.

1. Keep The Information Easy To Understand:

It is best to always follow the acronym of K.I.S.S. This acronym stands for keep it short and simple. Don’t include unnecessary information.

2. Reward Employees For Making A Sale:

One way to reward them is to offer something tangible in return for making a sale. While some companies offer employees commissions for the sales they make, this business structure doesn’t work for every company. Simply thanking your employees can go a long way.

3. Have A Clear Objective:

Everyone in the sales meeting must know exactly what approach they need to take for their sales pitch. It’s important to encourage your employees to come to you if they have any questions about what they need to say during their pitch and how to respond to common questions about the product(s).

4. Make Sure Everyone Knows About The Meeting:

You must make a considerable effort to ensure that all employees are informed of the meeting if it happens outside of usual work hours. If the sales meeting has been scheduled on short notice, it may be necessary to notify employees by phone. However, you should always give employees as much notice as possible.

5. Pay Attention To The Length Of The Meeting:

While the ideal length of the sales meeting varies depending on the nature of your company, it’s important that it doesn’t drag on and bore employees and clients. This is especially important during weekends.

One way to keep meetings from dragging on is to avoid talking about subjects that aren’t relevant to the material that needs to be covered. You also should have a schedule for all parts of the meeting.

6. Keep Costs Associated With Attending The Meeting Affordable:

Not only will your employees be put off by an overly costly location, but it could be off-putting to your clients. This could result in a lot of money being spend without cultivating your sales leads.

7. Consider Giving Information To Employees Before The Meeting:

If there is important information about a new product that employees need to know for the meeting, it is best to give this information to employees ahead of time. In some cases, it may be a good idea to give your employees a full schedule of the meeting beforehand.

If you need to give your employees information ahead of time, this should always be done at least a few days before the meeting. This will ensure that your employees are able to read all the information.

Six marketing techniques that will win you great sales leads

“Hello, would you like to buy something?”

Does that sound like a valid marketing method to you?

However, some small businesses think it’s OK to start off like that. They start a business and then immediately get down to convincing everyone that what they provide is the best in class and everyone should want it.

I remember seeing an episode of Dragon’s Den where a guy tried to convince everyone in the room that his invention was the best thing ever created.

It was some plastic device which you attached to your car to show how much space you should give cyclists.

It was terrible. But the guy who had invented it obviously thought it was amazing.

Everyone else in the room could see it was a terrible idea, and pretty much everyone who was watching thought it was, too. He was given a mauling on Twitter, but still, he continued.

What does this say about his marketing?

It pretty much proves that he’d done none, and that’s the problem. Many people don’t do any marketing or any research before they start their business, and they don’t seem to be able to connect with reality.

These are the businesses that fail.

So how do you make sure you’re not one of them?

Do your research

A businessman I knew had a “great” idea for a product.

His market research consisted of asking his friends and relatives at a party.

He launched the product, and a few months later, and 20K down, he closed the business.

It was a terrible idea.

The problem is, many people are trying to provide a solution to a problem nobody has, and that’s one of the biggest and most common mistakes in any industry.

If you’re starting a business and you want it to succeed (and who wouldn’t?) then your first step is surely to ensure you provide a service or product that people will want to buy.

You can do this is many ways, but simply asking friends isn’t one of them.

Sometimes it’s an issue you are having yourself, in fact, many Kickstarter campaigns are created this way. The inventor has to invent something to solve a problem they have, and they find other people are having the same issue.

An idea is born, plans are laid and then people are invited to invest.

Consider Guerrilla marketing

Limited budget? Want to be a bit different? Then maybe guerilla marketing is for you?

The technique was borne of the idea that to get noticed, you need to be different, and you don’t necessarily have to spend a lot of money.

This type of marketing can be particularly disruptive and powerful, and it often does well simply because it makes people look up and take notice.

For example, a local stationery supplies company made waves by placing a safe with a combination lock in the middle of a shopping centre with a note saying “got the combination?” above it.

This intrigued people.

They announced a clue on their Facebook page which, if decoded, would give the person clever enough to work it out, the code to the safe.

This stunt made its way to local TV and radio, and it got them lots of publicity.

So think – is there anything you could do that would get people talking but wouldn’t cost much?

Scarcity marketing

This is useful if you can market to people who might not need your product now, but maybe could in the future.

It essentially involves stating that your offer is for a limited time only, or that you only have a certain number of a product available.

Of course, you need to make sure that your product is indeed limited. If you then go on to sell millions then you’ve effectively duped your customers, and they won’t be happy.

However, if you can make a limited edition of a product or service and make it available for a limited time, then it can pique the interest of people who were on the fence about your product.

Viral marketing

In some cases, a good guerrilla campaign can lead to a great viral campaign.

Viral marketing is all the rage on the Internet, but unfortunately, there’s no real formula to explain why or how a campaign goes viral, they just tend to work or not.

But you can help it by again making your advert or promotion a little different to the rest.

You then need to spread the word, and that’s when it can go viral.

Of course, some things help to make it go viral, here’s a quick checklist:

  • It’s short and simple
  • It contains emotional content (babies, cats, puppies)
  • It has universal appeal (again, babies, cats, puppies)
  • It’s relatable

If you can target your potential customers well, you might find that your short video skit or advert gets in front of just the right amount of people who are willing to share it far and wide.

Referrals

Do you ever ask for referrals?

If you’re like many people, then you’re just too scared to.

That might sound harsh, but it’s so true of many companies. They simply fail to take advantage of their best assets, which are usually existing customers.

And it’s really not difficult.

Simply ask the question, “Hi Matt, you’ve been using us for a while now and I hope we’re doing a good job, do you know anyone else who might benefit from our services?”

Or if you have people on an email campaign, send them a link or even a coupon so they and their friends can get a discount off something.

Give something away for free

To some, this is a crazy idea, and yet some of the most successful businesses give tons of things away for absolutely no cost.

Usually it’s in the form of downloads and e-books, but nonetheless, they give lots of information away, and they don’t ask a penny for it.

The thing is, in this digital age, email addresses and contact details are worth something.

If you can get someone interested in a product of yours via a free version, then they’re more likely to sign up to a more advanced or better paid-for version.

Summary

Whatever type of marketing you attempt, you have to remember that in this world of full-on information overload, you’ll probably have to try a few times before it really hits home.

The type of marketing you eventually decide to pursue will be down to your resources and creativity, but it’s always worth trying a few different types to find the one you’re more comfortable with.

In the end, if you get your name out there, your customers are more likely to be receptive to your products.

 

Pay Per Lead – Why It’s an Effective Way to Get Sales Leads

Is Pay Per Lead an effective way to build sales? We think it is…

If you’re a business owner, it’s extremely likely that your number one day-to-day focus is in getting sales. Selling your services or products is what feeds the business beast and enables you to keep the business going and pay staff, and importantly, yourself.

Without a steady stream of sales, everything dries up and the cashflow suffers.

There are many ways to get sales, and given the drive of new technology, but given the current drive towards a more digital marketing approach, you’d be forgiven for thinking traditional methods were obsolete.

However, a fusion of traditional approach and more modern methods can yield the best results, and that’s where the pay-per-lead model can benefit.

If you’ve been tempted to try SEO or sponsored search, you’ll know that there’s sometimes a significant outlay of costs before you can begin to see the benefits of it.

Trying to get your website into the top ten can seem like an impossible task, and even when it’s there, how do you turn those visitors into customers?

But paying for leads seems so outdated, you probably haven’t even considered it as an option.

The days of leads being handed out to an eager sales team have surely long gone? Isn’t everything done online these days?

Well, no, pay per lead is still going strong, and there are lots of reasons why.

The lead is already warm

When using any form of paid advertising, you’re never sure that the people reading your advert actually need your products. Your prospects are cold, they’re not looking to buy, so why would they engage with you?

If they do engage with you, then they will often look at what your website offers (costing you for the click) and then go somewhere else if you don’t have an effective way of capturing the lead.

With pay per lead, they’re already warm.

When the lead has been passed to you, they’ve already shown that they’re interested in your product, they actually want to speak to someone who can help them. That someone is you. All you have to do then is close the deal.

You don’t pay for unwanted clicks

Another benefit is that you will only ever get leads from people who are interested. You don’t pay for wasted clicks, adverts that don’t reach your target market or “tyre-kickers”.

Most advertising revenue is wasted in this way.

The old way of advertising is an all-or-nothing approach where the name of the game is to get the advert in front of as many people as possible then increase the conversion rate.

With pay per lead, you only pay for what you get

Pay per lead works by simply allowing you to buy the contact details of someone who is already interested in your product.

You pay an amount – you get a lead.

That lead is warm. They’ve already shown an interest, and they’re ready to be sold to.

This method of getting sales leads is as old as the hills.

Much like the days of asking a telesales team to contact business owners on your behalf, the new digital pay-per-lead methods mix new technology with old.

Give us a try today, and increase your sales this week!