Increase Sales and Build a Business

 

Increasing Sales is really the life blood of a business. In the Human body, blood is the life flow of any human. Sales create the circulation of money flow that increases the vitality of the business. I like to keep it simple …..no sales = no business,  no profit on sales = short lived business. Sales increase the flow of any business, Profits build a business by increasing the capability of a business to grow and thrive. A business must be planning to Increase-Sales and make a Profit by Reducing-Costs.

I believe that focused vitality is what Reduces-Costs, by doing “Ever-More with Ever-Less”. (Results that take less Energy and less Time to achieve the same outcome). The wealth of a business is the Systems and Processes that are created to produce “Ever-More with Ever-Less” Outcomes.

SYSTEM/PROCESS = 1 of Building a Sales-Territory

Follow

One

Course

Until

Successful

“Simple” to the very “Complex”

 

It is when we start to tie in relationships that motion starts to move the level of complexity.

It is the nature of a “Thought-Process” that the more relationships, the greater the complexity.

When setting up a new business, the more moving parts we allow, the harder it is to succeed! Success is playing to the capabilities of the individual or the business. Be clear of the Outcomes that need to be achieved at the different levels of the person or the business. Confusion sets in when motion stops and inertia sets in.  

 

Inertia: inability or unwillingness to Move or Act

 

This is when it looks busy, yet nothing is really happening. Looking good, going no-where. All talk, no action. (Drives me nuts). JDS

Increasing business is a systematic event. This event is all about meaningful Frequency of Interaction. The Interaction needs to have a Focus and a Clear-Intention of a Desired-Outcome.

In saying this, all business has different programs for differing stages of business development.

Marketing or Calling schedules require the following thoughts to maintain focus and create Focused-Results.

 

Procedures For calling

Creating a new territory or new marketing campaign can be the slowest and most important of all set-ups.

The business being promoted may not be well known in the territory.

We have 2 concurrent events running at the same time:

           First-Event is to get the Business Brand name Known in the territory

           Second-Event is to get the Product/Service Known

 

At this stage, you want the Customer to Change from who they are currently using to using to you, the new business. The object is to change the current Habit of the Customer. The most important aspect of this Habit-Change is to have 3-4 contacts within a 10 day period that the customer finds of value and doesn’t waste time or cost. To do this, we have to gather information from the customer.

 

Make no mistake….. this is the hardest part of any growth campaign. To make anything Change takes more Energy and more Time that most humans understand. This is why Inertia is the common ground of most business. Inertia takes less Energy than Change.

 

Contacts-Points:

 

1.       In person Cold-Call: This contact is often the hardest one to make. The key is to ask more questions than making too many statements.

        Always-Commit to do something. EG: Send e-mail, credit application form, give them something like a give-way.

        Always Follow up and Follow-through.

 

2.        In person Warm-Call:  These are easier calls than cold-calls and if you are not careful, can be a waste of time.

        Always be Focused on an Outcome

        Always make sure you commit to a Follow-Up.

        Always Follow up and Follow-through.

 

3.       By phone Cold-Call:  This is easy if you have a plan or script.

       Work-OUT what you want to know, and;

       Make-Sure you keep Asking until you get what you Want.

 

4.       By phone Warm-Call: Be friendly and get to the point of the call, ask the Hard-Question, “Will you give me what I want?” , being:

        An In-person meeting, or;

        The Name of who I should speak to, or;

        An order for a sale.

        Always have a Follow-Up from the Call.

 

5.       E-mail: Send out any meaningful information. The key to this is making sure you know they received the e-mail and that you make a commitment to some form of Action.

         EG: I will phone to discuss the e-mail on this day.

         Never e-mail without making a Call to Action!

         E-mail is the cheapest and fastest way to communicate. It is also can be the least effective. For your business’s future, email is the best way to keep in contact with the end-user customer, if the email has good follow-up and follow-through procedures.

 

6.   A letter drop: This is a good way for the business to get better known in an area.

         Always make an offer in the letter drop

         Always have a way to follow-up

         Always track results of letter drops

 

There are thousands of books and ideas on the “How” of setting out Sales/Marketing-Campaigns in a territory. Yet there are only 4-Fundamental-Elements of any Sales/Marketing-Campaign:

1.       Start by making a Contact-Exposure to your Customer ..../

2.       Always Follow-Up on the First-Contact with a Call to Action ..../

3.       Always Follow-Through all actions promised ..../

4.       Repeat-Action and Energy to all Exposures ..../

 

 

4-Fundamental-Elements of building a territory in a business:

1: Exposure   2: Follow-Up   3:-Follow-Through   4: Repeat-Action

 

The real secret to any set-up “IN” any Business’s SYSTEM/PROCESS=1 of Building a Business is:

1.  Time you start the Exposures

2.  Timing of the Inter-Relationships Between Follow-Up/Follow-Through

3.  Sequence of any Inter-Relationships, and finally, the most important of ALL!

4.  The Lag between each inter-relationship of the Event ..../

 

4-Fundamental-Elements to Building a SYSTEM/PROCESS=1 are:

1: Time   2: Timing   3: Sequence   4: Lag

 

“DNA String of business”

“-..../....+”

Until next Week, JDS OUT..../