Guilty as charged for not setting my goals

By | Lifestyle, Mindset | No Comments

New Year, new start, new goals!

Jane_Frankland_Setting_GoalsDid you know that your chances of attaining your dreams or goals become higher if you commit to them on paper or online or verbally? Well even though I did, I'm owning up. Yes, hands up I’m guilty as charged or not setting my goals at the start of the New Year. Argh! Quite honestly I’ve never done it and I have to say as I write this blog and think upon it, I’m quite embarrassed. I’m not saying I haven’t ever set goals, or written business plans – I’ve done plenty of those, it’s just that I’ve never done it at the start of the calendar year.

So, this year I’m changing all of that. I’m conscious that I need to work on my business and not just in it. I’m conscious that I need to be able to make effective use of my resources, and time is a big feature of these. I’m on a mission (as many of you know) and I’ve plenty of people to help. That’s why I’m writing a post for you on goal setting and changing my ways to enable a successful year ahead.

Being at the start of the New Year, I’ve already spent about two days thinking about my objectives for the year ahead and planning my activities strategically. I’ve also been scheduling activities to ensure they happen and I’m even writing a business plan to focus my mind some more. I’m excited and want to get you revved up about the whole thing too! I want to make sure you’re set up for success!

You see, we all dream about what we want in life and where we want to go, but how many of us produce a plan of how we’re going to get there? How many of us set goals? I imagine the answer is very few, and that’s a shame. Planning for our future is very important even if those plans change.

One of my favourite sayings is:

[box]“Man plans, God laughs.” – old Yiddish proverb TWEET THIS[/box]

Whilst I know only too well that life may not always go as planned, setting goals helps. Goals may be either short or long term and they can cover all aspects of our lives – financial, health, family, work, love, leisure and spiritual. Most of us are actually very good at setting short-term goals for we plan what we want to accomplish that day or week regularly.

The secret to accomplishing all goals – short-term and long-term though is by setting them. Now you can either opt for a written statement, or a visual statement, or both!

Before I go into either of those methods, I want to share with you one bit of advice I read by Danielle laPorte in her fantastic book, The Fire Starter Sessions. I found it challenged my approach to this exercise entirely. Danielle said to set goals based on how you want to feel. Forget the ‘bucket list' as she calls it, for this is not what drives us. Often when we set milestones and then reach them we feel dissatisfied. We then discover that the achievement isn't all that we made it out to be. Ironically (somewhat), all of our aspirations are driven by an innate desire to feel a certain way. So when we're clear on what we want to feel, our decision making gets to the hear of the matter. So get clear on how you want to feel and then do the ‘stuff' that makes you feel that way. SIMPLE!

Written goals

If you’re going for written goals, make them SMART goals as this works. SMART goals may not be ‘sexy' and to some may seem old fashioned or very corporate, but they work. So don't reinvent the wheel – use them!

Specific: Your goals must be specific and by this I mean you can’t just say, “I want to be successful.” You need to define them specifically and in this example, what success looks like to you. For your financial goals, think about how much income you'd like for this year and set it.

Measurable: You must be able to measure the outcome of your goals. When you set a goal you must include a time frame for achieving it. You can also specify amounts, and business plans are great for this when it comes to your business.

Attainable: Your goals need to be realistic and attainable. You need to think about how they can be accomplished. You’ll want to make sure your goals are neither out of reach nor below standard performance, otherwise they’ll be considered meaningless. You must attach an action to each goal too.

Relevant: As obvious as it seems, only choose goals that matter. Make sure you have the ability and skills necessary to reach them and acquire new skills if you don’t. Relevant goals (when met) drive your business, team forward. So ask, does this seem worthwhile? Is this the right time? Does this match our other efforts/needs? Are you the right person?

Timeframe: You must set a timeframe for your goals but always make your goals reachable within your time frame so you’re not setting yourself up to fail. Remember, you’ll do better if you take baby steps rather than one big giant step.

Negativity: Don't be negative. Make sure your goal is something you want rather than something you want to avoid.

Flexible: Remember to be flexible. If you encounter obstacles along the way, don't quit and give up on your goals. Instead, modify them to meet your current situation. If a particular goal becomes something that is no longer important to you, then you should be open to letting it go. That will allow you to put your energy into pursuing goals that are important to you.

Visual goals

There are various ways to do these but my favourite is by doing a vision board (dream board, treasure map or a visual explorer or creativity collage) and that’s probably because I’m a very visual, creative person. Anyway, they’re typically a poster board on which you paste or collage images that you’ve torn out from various magazines. They are so simple to make and loads of fun. The idea behind them is that when you surround yourself with images of who you want to become, the life you want to lead, where you want to live, or where you want to go on holiday and so on, your life changes to match those images and those desires. It sounds far fetched but they work! Remember too that you can do these for so many aspects. For example, with your team at work, your children, and I once suggested to a teaching friend of mine to do one with her class of 11yr old boys, and they loved it!

Anyway, here’s how to do a vision board.

Step 1: Go through your magazines, and tear images or text that appeals to you from them. If you’ve got kids, you might want to do this with them – then you can get their buy in too. Then go through photos you have and allocate these. Anyway, have fun with it and make a big pile of images and phrases and words.

Step 2: Go through the images and begin to lay your favourites on the board. This step is where your intuition comes in and you can be as creative as you want in terms of layout. There’s no right or wrong way. This is your board so present it in the way you want to see it.

Step 3: Glue everything onto the board. Add writing if you want. You can paint on it, or write words with markers.

Step 4: Leave space in the very centre of the vision board for a fantastic photo of yourself where you look radiant and happy. Paste yourself in the centre of your board and include family photos too as these help to make it more real.

Step 5: Hang your vision board in a place where you will see it often. I have mine in my bedroom so I see it morning and night, at the very least.

Online dream boards

This works in the same way that a vision board works on paper, but it's online. This one is called The Dream Timeline and has been developed by a couple of friends of mine.

So my question to you is have you set your goals for this year? Are you clear on what you want to achieve and how you're going to get there? Did you base them on how you want to feel or just plan as we've been conditioned to? And finally, have you set goals, produced vision boards that have mostly come off as a result? Please share your tips, your vision boards, experiences and feedback in the comments below. I’d love to hear. Finally, thank you, as always for reading and contributing here. If you found this useful, please share it with your friends!

With love and gratitude – as always,

 

 

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5 ways to make an infographic on a budget

By | Established business, Marketing, New business | 2 Comments

What's the purpose of an infographic?

infographics are a great way to increase your brand's exposureInfographics are everywhere and can be powerful tools for communicating a concept or message quickly, and increasing your brand exposure. So let's look at exactly what they are.

An Infographic (or information graphic) is a graphic visual representation of information, data or knowledge intended to present complex information quickly and clearly. Infographics improve cognition by utilising graphics to enhance the human visual system’s ability to see patterns and trends. They're especially loved by visual learners and as they're so shareable they can do a lot for your brand.

Viral bait

When an infographic is done correctly, it can spread like wildfire. It enables you to have a much larger reach than you'd get using other methods, too. Given their popularity and effectiveness, they really are a tool worth considering. So, let's look at the top 5 free infographic generator tools.

1. Easel.ly allows you to create your own infographics using its ‘Vhemes’, which are infographic templates that you can customize. It has some great icons and graphics too and makes creating and sharing your visual ideas online a dream.

2. Create.ly is a diagramming tool, which can help you to wireframe an infographic before putting it into production. It includes a new real-time collaboration feature, allowing you to work on a design with a colleague or client simultaneously.

3. Infogr.am is very easy to use, with six templates. It's great for creating standalone charts.

4. Piktochart provides you with a choice of six free templates (more if you upgrade). Colour themes are easy to change, and you can create charts manually or by uploading CSV files.

5. Visual.ly has templates that allow you to create an infographic based around Twitter or Facebook data. And if you don’t have the time to produce your own infographic, then you can even outsource them to the Visual.ly marketplace.

How to make a great infographic

Have a great title: Write a clear and catchy headline. The title is the first thing viewers read, so make sure it explains what the infographic is about while being fun and exciting.

Use good data: Don’t use information from Wikipedia. Your research needs to be unique. Make it information that you've discovered, which could be from a survey you've performed. Always make it valuable i.e. useful to your market.

Simplify: Keep your information simple and think in terms of design. If the research you've done and the data you have doesn’t add value, it shouldn’t be used. A good infographic needs no introduction or explanation.

Make it fun: People share things that are fun. So keep in the mind the three Es – I'm always referring to them in my classes – to entertain, empower and educate. If your infographic is interesting, provides new content, and is entertaining, your audience will want to share it again and again.

Now I want to hear from you

  • Please let me know whether you've used an infographic and if so, what's your favourite tool.
  • Please share your experiences and feedback in the comments below.

 

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Happy Christmas 2012!

By | Lifestyle, Mindset | 2 Comments

I am the master of my fate…

Happy holidays 2012 from Jane FranklandHappy Christmas 2012! As I write my first Christmas message to you, all I can think about is just what's happened this year. Wow, what a year it's been. Never in a million years could I have envisaged so much change, growth and lessons learned.

This year I've quit my six figure job in IT, started a new business, built my own website, gathered a following of over 4,000 awesome people, created a networking group, sold my own IT company (well that's one way to put it) and invested in me – through books, online and offline courses – which has made a change from the norm!

It's kind of sad when I read that line – “has made a change from the norm” but it's true. Unfortunately, like so many mums out there, I got used to putting myself last. This year though I learned that I was actually worth something. And once I began to value myself I discovered that I was totally unfulfilled with what I was doing. The creativity I'd suppressed for so long was longing to surface. It was time to be true to myself. You see integrity is one of my core values and what I hadn't realised was that I was being totally dishonest to myself.  I didn't feel great about that once I found out, but as an action taker, what did I do? I took action! I resigned from my job at the end of June as it was sucking my soul dry. Urgh!

I then set about tackling fears and expanding comfort zones.  I went to work on video. It was a logical move for me as I recognised how important it was for business. It wasn't easy as I used to hyperventilate at the very thought of video. However, I challenged myself to produce a video blog every week just to overcome it. And guess what? I now love video! I then went further and challenged myself to present in front of an audience. This was the ultimate challenge. It was my greatest fear. Anyway, in September I presented to a friendly group of about 50. I was on a high, and on a roll. Moving outside of my comfort zone had become a habit.

Anyway, like I said at the start of this post, it's been an incredible year. Some may say I've been reckless, foolish and lost so much. To me though, all I've done is a bit of pruning. I've cut back the dead wood that was holding me back to make way for the new. I'd be lying if I said I wasn't scared about this – part of me is petrified especially as I know I still have more to do!  But I'm courageous so I'm going for it. What's helping is my new found understanding of faith. I'm not talking about faith in a religious sense, but more so in a spiritual sense. You see, I learnt to believe in me, and in the ‘journey.' For as Napoleon Hill said, “I am the master of my fate, I am the captain of my soul.”

I'd love to know how you've got on this year. Has it been a hard year for you or an easy one? Has it been a year of change and growth or one of stability and prosperity? Please share your experiences and feedback in the comments below as I’d love to hear. Finally, thank you, as always for reading and contributing here, and for being part of my journey. I feel so fortunate to have met you, and enjoy every engagement.

Finally, MERRY CHRISTMAS and a fortuitous New Year to you! May this day be filled with joy. Enjoy the time spent with your family for they are by far the greatest gift.

With love and gratitude – as always,

 

Could your sales cycle be costing you money?

By | Marketing, Sales, Uncategorized | No Comments

3 ways to make your sales cycle efficient

Why use a sales cycle by Jane FranklandRecently I had someone ask me, how do you know when a prospect is good or bad and it got me thinking about the sales funnel, pipeline, sales cycle and marketing. What comes first and I’m not talking about the chicken or the egg! I’m talking about sales or marketing? For most people they’ll tell you marketing, but anyone who’s started a business from the ground up will tell you that it’s sales. And an understanding of sales and specifically the sales cycle is essential for marketing success. Why? Well, anyone selling goods and services—whether online or offline in person—needs to go through a process by which a lead becomes a sale, and a prospect becomes a customers.  This process is the sales cycle, and it’s the way that businesses both attain and retain customers.

Let’s say you’re a designer, or a photographer, or a coach and you’ve optimized it for your ideal customer or prospect, and your ideal customer comes to visit.  This prospect reads your content and decides to opt-in to your email newsletter, or download your offer.  They have just become a lead.

As a lead, your prospect is now just inside your sales funnel or pipeline—that place where they become purchasing customers.  You need to engage with your prospect, nurture them, and get them to refer others to you.  Paying attention to your prospect at each stage of the sales cycle helps to ensure that they get all the way through the funnel/pipe.

The process goes something like this:

  • Prospect for leads (find your ideal customer)
  • Contact and qualify (contact the lead by call, email, letter or in person to determine if they are likely to be interested)
  • Present the offer (sell your company—in person, through the site, in print)
  • Address objections (break down barriers to the sale, address pain points and challenges)
  • Ask for the sale (after the presentation and elimination of barriers, close the deal)
  • Follow up (offer a survey, service the account, ask for referrals)

How long does the sales cycle take?  Well there is no one right answer.  The truth of the matter is the sales cycle can take days, weeks, months or even years.  It all depends on what you’re selling, the industry, how many people are involved, the complexity of the sale, market conditions, the efficiency of your process, etc.

The goal of every company is to shorten the cycle, to close business as quickly as possible in order to maximize profits.  The efficiency of your sales cycle is a testament to how well you convert leads into sales, which of course translates into a healthier bottom line.  So, here are some tips to help you do this:

1. Pursue only qualified leads
Chasing after prospects that aren’t interested in you is a huge waste of time and resources.  If they don’t have the problem for which you are the solution, and then the money to invest in it in order to solve it, then it’s time to move on.

2. Remove barriers to enter promptly
Prospects sometimes put up barriers to enter, to change or solve the problem.  The reasons for this are varied but often it stems from fear of the unknown, which in this case is you and your solution.  If your prospect has an identified need for your products and services, you must remove their resistance and put them at ease.  If you do this early in the sales cycle you will shorten the time it takes to make the sale. The easiest way to do this is by offering guarantees.

3. Highlight and demonstrate value and make it measurable
Prospects must see the value in what you’re offering and they must be able to measure it.  How will your product or service improve their business or even their life?  By what percentage can they expect to see an increase in efficiency/sales/profits?  If you can’t answer these questions, the cycle will lengthen or simply fail.

The sales cycle is an endless loop of engagement, by which you identify interested potential customers and nurture them through the sales cycle process.  Efficiently and effectively guide your prospects and existing customers through each stage of the sales cycle sale and you’ll see a massive improvement on your marketing. Remember too, to stay positive throughout. Always listen, ask questions and address each and every concern your prospect or existing customer has. If you provide value and demonstrate that you care about your prospect or existing customer, your sales cycle will become the avenue to better profits and you’ll benefit from a healthier bottom line.

So I wish you well with this. Please let me know what has worked for you in terms of qualifying your prospects and shortening your sales cycle. Please share your experiences and feedback in the comments below as I’d love to hear. Finally, thank you, as always for reading and contributing here. If you found this useful, please share it with your friends!

With love and gratitude – as always,

 

 

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Ways to increase your Facebook LIKES on a budget

By | Marketing, Sales, social media | No Comments

Why your suitcase breaks my heart!

I know I'm quirky (that's my creative streak) but as many of you know suitcases break my heart. It's not because I long to travel, and can't. Well, actually I lie – I do long to travel! Seriously folks, I LOVE to travel!!! Anyway, back to the point – before I get distracted – it's because I know Facebook, and I care about your promotion, online visibility and sales success.

So, I'm on a mission…again! This time it's to help you get rid of your suitcases on Facebook, and instead get you promoting your businesses and gaining LIKES and sales. And, this is a very simple thing to do.

So firstly, let me assure you of something. You are not alone in working for a suitcase! I see so many people i.e. Personal Profiles on Facebook doing this. Secondly, I want you to understand why it's important for you not to promote yourself working for a suitcase!

Whenever anyone has the suitcase icon or default community page as their ‘place of work' it’s a missed marketing opportunity. It means you’re losing traffic to your Business Page – or worse still, you're giving it away to your competitor. Urgh! Sorry, as a commercial person, this makes me feel sick! Anyway, this tiny oversight is a BIG missed opportunity! Trust me on this!

If users are searching and finding your Personal Profile on Facebook, you want to make it as easy as possible for users to find your Business Page as well. You see savvy Facebook users will automatically LIKE your Business Page if you're connected. They'll expect it to be there as a link! They're interested in what you do. So put it on a plate for them. Make it easy for them as they're time poor. If you don't, within seconds they'll lose interest and hop onto another page!

Changing your Facebook suitcase icon to your Page

Go to your Facebook Profile and check whether you have any “Employers” listed. If you do, check to see whether they're linking to your Facebook Business Page or whether they're directed to a default Facebook Community Page?  If they're linking to the Community Page (suitcase icon), see below, it’s best to delete the current listing i.e. the Community Page from your Work and Education section in your About area (click Edit in the About section), then add in the correct Facebook Page and recreate it.

Facebook briefcase icon Jane Frankland

 

 

 

 

 

 

 

 

 

 

 

 

Remember, when you're typing in your business name, type it EXACTLY as your Business Page is named.  In some cases a drop down menu appears (you can then select the proper entry), but this may not happen in all cases.  Once saved, your Business Page’s thumbnail image should appear in place of the default suitcase/briefcase icon.

Here's how to do it all via video.

So I wish you well with this. Please let me know how you get on with changing your suitcase icon to your Business Page and please share your experiences and feedback in the comments below as I’d love to hear. Come say hello if you haven't done on my Facebook Page too. Finally, thank you, as always for reading, watching and contributing here. If you've found this useful, please just go ahead and share it with your friends!

With love and gratitude – as always,

 

 

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Craft a 30 second sales pitch like a pro in 3 easy steps

By | Established business, Sales, Selling | One Comment

Saying ‘no' to a sleazey sales pitch!

Pitch like a pro in 3 easy stepsAs a small business owner, you’ve got opportunities waiting for you every single day. However, how you handle them means the difference between business that’s won or lost. As someone who’s been in business development for nearly two decades, the most common (and avoidable) mistake I see over and over again is the inability to quickly and effectively communicate what your company does. i.e. a sales pitch. And then following that swiftly, is the sleazey sales pitch! Urgh!

Having a short sleek sales pitch is therefore an essential marketing tool for your business. Sometimes referred to as an elevator pitch, the term came about following the idea of explaining who you are and what you do in the time it takes to ride an elevator from the ground floor to the top floor. Classy!

Even though the way we do business today has matured, there are always times when you’ll need to use a sales pitch. For a start, every person you meet is a potential client, and a business opportunity can and often does present itself anywhere. So it's vital to be prepared with your short sales pitch.

Here are the key elements for a successful sales pitch

The core elements of your  sales pitch are simple:

1. The Who i.e. the name of your company and NOT the tagline. There’s a time and a place for taglines and it’s not here.
2. The What i.e. what products or services does your company provide?
3. The WIIFM i.e. what’s in it for me or your key differentiator or USP (unique selling proposition). Disclose what sets you apart from your competition and describe yourself in terms of the benefits you provide to your prospect.

How to craft your sales pitch

As a rough estimate, a 30 second sales pitch is ample time to communicate what you do. Whilst you may be tempted to go over that, don’t. Research verifies that most people form a lasting impression in as little as 3 seconds, and the average attention span starts to wane after 15-20 seconds. To be completely blunt, you’ve got 30 seconds (about 125-150 words) to make your point or you’ve missed your opportunity!

Craft your sales pitch by writing down what you want to say and refining it until it answers the questions above. Always remember WIIFM, as using that is the difference between making a personal connection with your prospect OR boring them to tears.  Always communicate to them too and don’t use jargon.

Delivering your sales pitch

Once your sales pitch is written, make sure it sounds natural and conversational rather than learnt and robotic. The best way to do this is by practising. The more you practice, the more comfortable you'll be. Don't worry too much if it sounds clunky to begin with. We all start somewhere and it will improve as you gain confidence and get feedback. Adopt the attitude of continual improvement. As you give your sales pitch to more and more prospects, you’ll hear different questions and reactions. Listen to the response and use that feedback to make your pitch stronger. Be confident too. Visual cues are just as important as the words you are saying. Remember even though your sales pitch is 30 seconds, people can form their opinion in as little as three seconds. Stand up tall, make eye contact. Your words and body language work together to make your 30 second sales pitch as effective as possible. When done successfully, you’ll know you made the most of every opportunity.

So I wish you well with this. Please let me know how you get on with your sales pitch and please share your experiences and feedback in the comments below as I’d love to hear. Finally, thank you, as always for reading and contributing here. If you found this useful, please share it with your friends!

With love and gratitude – as always,

 

 

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Guilty as charged: working too hard!

By | Established business, Lifestyle, New business | 7 Comments

Working too hard: all work and no play!

Why_working_too_hard_is_a_bad_thingUhummm. Yes, hands up, you caught me….I’m guilty as charged! This time it's for working too hard and not taking enough time out to rest and play. And that’s a BAD thing! And I know better. Doh!

I’m going to explain by starting right at the beginning. We’ve all heard the old adage “Work hard – play hard”. But what does it mean to you? And do you really know how to do apply it, especially when you’re an entrepreneur or even worse an entrepreneur starting out in business?

[box]“You'll never succeed in idealizing hard work. Before you can dig mother earth you've got to take off your ideal jacket. The harder a man works, at brute labor, the thinner becomes his idealism, the darker his mind” – D H Lawrence TWEET THIS[/box]

Imagine if you could get a lot more done at work, a lot better. Imagine if you could really relax every day and then be rearing to go to work the next day with your ‘batteries’ fully charged and your brain fully focused. Imagine not working too hard!

Two years ago I read an incredible book by Jim Loer and Tony Schwartz, “The Power of Full Engagement.” I was on my way to Johannesburg to meet my new team and I felt I needed to be even more bright and perky. Anyway, the book is amazing in so many ways, but the most memorable lesson for me is that we need to fully engage in both work and play to get the most out of our focus and lives.

Jim and Tony examined the way we lived in digital time. They observed that our pace is rushed; it's rapid fire and relentless. Facing crushing workloads, we try to cram as much as possible into every day. We're wired up, but we're melting down. They found that time management as a solution was not viable. Instead, by researching peak performing athletes and then C-Level executives, they found that managing energy was the way to enduring high performance – as well as to health, happiness and life balance.

Anyway, getting back. Let me explain exactly what I mean about the detriments of working too hard.

Have you ever worked hard for the whole day? You’ve got a million things done. You’ve put in a day’s work, spoken to prospects and clients, sorted out the kids (done the school runs, homework, form filling, fed them, washed their clothes, washed them, and split up the sibling fights) and the housework, and it’s 8 pm and you can’t even think straight anymore.

So you’ve sat down in front of the TV, with the kids to watch your favourite program, and it’s downtime – or so you think. Unfortunately, however, your conscious/thinking brain has other ideas. It steps in and wisely advises you, during the commercial break, that despite being fully deserving of this ‘couch potato’ moment you’ve forgotten to do something that’s super critical for your business.

Of course, in most cases nothing is required. What is needed is method for learning how to fully disengage from work.

When you don’t disengage, you live in the grey zone – the zone between engaged and disengaged; a zone when you’re NOT focused and are least productive. You end up neither fully rested, nor fully satisfied with your day’s work. You end up going to bed and feeling dissatisfied with being an entrepreneur, like this work thing is never-ending and that perhaps it was better being an employee!

So what’s the solution?

Well in theory, it’s easy, but in practical terms it’s hard to implement. Here are three tips to help you though.

Step 1: Awareness

You can’t even begin to fix something, if you don’t know it’s happening. So check yourself, become aware. Every time you rest make sure you really are. Every time you work do the same. Be present in the moment and stop working too hard.

Step 1: Preparation

When you catch yourself in the grey zone be prepared to check yourself. The easiest way to do this is with language. Give your behaviour a trigger name, something that’s memorable and brief. That way your brain has easy access to the solution – fast.

Step 3: Action

As soon as you notice what you’re doing i.e. the problem – take action to correct it. Take action right away. RIGHT AWAY. Yes – not in two minutes time, but immediately! By doing this you’ll begin to treat the issue consciously and then it will become an automatic response to make sure all distractions are cleared.

So I wish you well with this very normal issue for entrepreneurs. Please let me know what are your thoughts on this? What does “work hard – play hard” means to you? And how you cope with it? Are you guilty like me of working too hard and not being present in the moment for much of the time or have you found a way to accomplish this? Please share your experiences and feedback in the comments below as I’d love to hear. Finally, thank you, as always for reading and contributing here. If you found this useful, please share it with your friends!

With love and gratitude – as always,

 

 

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6 ways to shorten sales cycles and increase the bottom line

By | business start ups, Established business, Sales | 2 Comments

Sales cycles, pipelines and productivity

shorten the sales cycle and increase profitsLet’s face it—sales cycles that drag out are a drag – ask any sales person, and business owner for that matter. So the goal has to be to shorten the sales cycles, bring buyers through the sales pipeline or funnel quickly and close deals with the least amount of wasted time and resources.  Detailed below are the dirty (half) dozen – 6 essential tips for anyone involved in sales who wants to minimize the time it takes to get suspects to prospects (or leads) to clients, customers or buyers i.e. shorten the sales cycles!

1. Qualify your leads.  One of the main reasons sales cycles take too long is on account of unqualified leads. These are prospects who usually don’t really need your products and services, however, you’re trying to convince them that they do.  My advice is simply not to waste your time. If they don’t have the desire or need a problem solved, then you can’t provide them with a product or  solution, so cut your losses and move on!

2. Create a value proposition.  Your qualified leads need to know why you are the solution to their problem. What are your unique selling points (USPs) or your key differentiators? Why are you the preferred choice for them?  What’s in it for them? What are the benefits? Too many times, those in sales and marketing focus on features rather than benefits and this drives me mad as it’s so short sighted!

3. Quickly remove barriers and be prepared for the objections.  Objections are the obstacles that many prospects throw up to protect themselves from taking the risks they're not comfortable with.  The faster you can remove these objections, the sooner you can make the sale and shorten the sales cycles. Be prepared for them prior. Then, listen to them, deal with the issues and follow through promptly.

4. Build confidence and trust.  Odds are, your prospects or leads have researched other companies before coming to you.  So as people only ever  buy from people they know, like and trust, ask yourself why should they trust you?  Whether their investment is small or large they want to know that they will get a good return.  Provide them with testimonials, case studies, success stories, references and referrals.  Give them solid examples of how you’ve helped others. Ideally have this on your website so they’re familiar with it before having a meeting or conversation.

5. Talk to the decision maker.  This point could come under qualification, but I’ve given it a separate bullet point as it’s quite important. Ask yourself, does your prospect have the authority to make a decision to purchase?  Do they have the budget to make a purchase?  Getting to the decision-maker as quickly as possible saves a lot of time, so determine who is the appropriate person and make contact. Know who your sponsors are too and who the objectors are and then you'll shorten your sales cycles.

6. Follow through.  There’s a saying amongst sales people that the money is in the follow-up so don’t leave your prospects hanging!  Once you have them interested in your offering, follow through with a phone call, email or these days even a social media message!  Don’t fall at the final hurdle and don't stop until the sale is closed. I'm counting on you now to shorten those sales cycles!

Selling is a tenacious, creative business. Let me know how you've got on with it. Do you feel you have control over the entire process? Are there any areas you're uncomfortable with? Please share your experiences and feedback on ways to shorten sales cycles in the comments below as I’d love to hear. Finally thank you, as always for reading and contributing here. If you found this useful, please share it with your friends.

With love and gratitude – as always,

 

 

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