Today’s topic is:

Sales Focus – Pillar three

 

You will learn the eleven modules:

  1. Marketing Assets
  2. Sales Growth Mindset
  3. New client prospecting
  4. Existing client Analysis
  5. Sales Funnel
  6. Offers Table
  7. Sales Discovery process
  8. Channel Partners
  9. Sales Collateral
  10. Sales Systems
  11. Sales Admin

 

Transcription:

Hello to The Build Live Give solo podcast episode number 245

If it is your first time welcome and if you love what you hear, please subscribe.

If you are a regular thanks for your support.

Let me know a topic you would like me to cover at [email protected]

In the last solo show – 243, I spoke about pillar number two – Business model.

It covered 

  • Business Purpose 
  • Business Canvas
  • Competitor Assessment 
  • Pricing Architecture
  • Reporting  

There were three actions:

  1. See the four pillars at paulhigginsmentoring.com
  2. Please email me your purpose for feedback 
  3. Please email me to get my scorecard 

If you missed the episode, please go back and listen to it as it will help with this show. 

If you are running a service-based business and want to be seen as an industry leader and feel trapped in sales and ops – this will benefit you. 

The four pillars are:

  1. Unpacking the foundations 
  2. Business model
  3. Sales focus 
  4. High performing team

There are 29 modules in total. You can see an image at https://paulhigginsmentoring.com/

 

Today’s topic is pillar number three – Sales focus

You will learn the eleven modules:

  1. Marketing Assets
  2. Sales Growth Mindset
  3. New client prospecting
  4. Existing client Analysis
  5. Sales Funnel
  6. Offers Table
  7. Sales Discovery process
  8. Channel Partners
  9. Sales Collateral
  10. Sales Systems
  11. Sales Admin

I will keep them brief as we have a lot to get through.  

 

Module one – Marketing Assets 

I could make a whole podcast on this, but typically it includes:

  • Brand Proposition
  • Ideal client
  • Website
  • Traffic sources
  • Content strategy
  • killer marketing assets 
  • personal brand

The most important advice I can give you on this pillar is 

  1. Get some help 
  2. Market to a row, not a stadium 

 

Module Two – Sales Growth Mindset 

We all carry our demons when it comes to the word sales. 

I was lucky to be trained in sales at the Coca-Cola company but still found it hard to sell myself. 

Some points here:

  • What servers you well and what doesn’t
  • Reframing values 
  • How to say no
  • Listening 
  • Role plays on how to listen in a sales call
  • Credibility

 

Module Three – New client prospecting

I would love to live in a world where I had ten clients paying me 100K a year. I will cover this in module 4. 

The reality is I need to gain new clients to meet my objectives, and so do you. 

The key areas we focus on to achieve this are:

  • Qualification process
  • Linkedin profile
  • Linkedin inbound
  • Linkedin Outbound
  • Channel partners

 

Module Four – Existing Client analysis

If you can gain more work from existing clients – the cost of marketing and sales are lower. 

At Coca-Cola, we would have a table with all our clients and all our products and fill the gaps. Simple but effective. 

Labour is your highest cost. Look at the 80/20 of the clients contributing revenue and stop over-servicing others. 

 

Module Five – Sales funnel 

A sales funnel can mean many things to many people. If 3% of buyers are willing to buy at any time, how to find the 3% without alienating the 97%. 

Mine looks something like this. 

  • Starts with a methodology – the basis 
  • Lead magnet – Assessment 
  • Masterclass – Free on demand 
  • Value adds – Keep engagement. 
  • Qualification – Booking links 

Happy to share my funnel – just ask. 

 

Module Six – Offer table 

Many people have too many products and price them too low. 

We build a table from free to highest and simplify it. 

 

Module Seven – Sales Discovery process

I spilt calls for High ticket items into 2. 

  • Discovery 
  • Investment 

In the discovery call, I start with the personal – real why 

I go through Yes/No questions to give a self-rating. 

Then ask to get to their goals quicker alone or together in filling the gaps. 

They make a choice. 

In the investment call, I take them through how we will work, the result and the investment. 

 

Module Eight – Channel Partners

I like one too many sales. An example – A Google partner who sells a sales CRM to clients. They want to add value to their clients so they offer my services. 

I can do a joint webinar.

There are affiliates fees to be made, but the real benefit is their client getting better results which leads to more team members and more licenses. 

Everyone wins 

 

Module Nine – Sales Collateral 

  • Dynamic landing pages
  • Proposal software 

 

Module Ten – Sales Systems

Excel or Google sheets is not a sales system. You need a sales CRM. Happy to guide you. 

Also 

  • Email Automation
  • Communication Platforms
  • Scheduling 
  • Outreach tools
  • Video automation
  • Video conferencing

 

Module Eleven – Sales Admin 

Finally, HubSpot said 50% of sales is admin. As the owner, you need to be on the call, but your team can do a lot of the rest. This is typically a sales VA and I’m happy to refer you to trusted providers. 

Today we covered a lot of ground because sales and Marketing are the lifeblood of Business. 

  1. Marketing Assets
  2. Sales Growth Mindset
  3. New client prospecting
  4. Existing client Analysis
  5. Sales Funnel
  6. Offers Table
  7. Sales Discovery process
  8. Channel Partners
  9. Sales Collateral
  10. Sales Systems
  11. Sales Admin

 

Next show I will cover pillar number four – High performing team—the last of the four pillars. 

  • Unpacking the foundations 
  • Business model
  • Sales focus 
  • High performing team’

 

Three key actions from today

  1. See the four pillars at paulhigginsmentoring.com
  2. Please email me for details you want under each of these 
  3. Start implementing 

You can get all the links in the show notes at paulhigginsmentoring.com/podcast ep 245 or on your app now. 

I recommend the Pocket Casts app. 

If you want to know if you will have a low or high 7 figure service business in 2021, go to paulhigginsmentoring.com/assessment  

15 questions 3 minutes. 

Please connect and follow me on Linkedin.

If you know someone interested in gaining more profit – please share this with them. 

Please take action to build a profitable and sustainable business. 

And stay well 

 

Links

 

Connect With Paul and Build Live Give

 

Thank You for Tuning In!
If you want to be seen in uncertain times and add value to your Ideal Client so you can build lasting relationships – go to blgclick.com to learn our three secrets