Stevemills

Business Advice

How to advertise to your competitors’ clients and prospects

You may not believe this is true, but it is!

In this video, I am going to talk to you about – how to advertise to your competitors’ clients and prospects!

You can now advertise to anyone who…

  1. Walks into your competitors’ office, building, or location
  2. Views your competitors’ website

AND we can do it for you!

Don’t ask your marketing adviser, as they won’t have heard of it yet.  That’s because it’s new and only just released.  So, get to know about this technology before your competitors do by signing up to my next webinar – https://www.stevemills.co/results-webinar-2/

Find out more on my webinar at – https://www.stevemills.co/results-webinar-2/

Or sign up for my marketing tips below…

Why your marketing is not working…

…as well as it could and what to do about it…

In this video, I discuss why small business marketing often does not work and the three key things that you need to do to solve this massive problem that so many businesses suffer from and one which is responsible for over 80% of businesses ceasing trading within the first five years.

To take me up on my offer of a free meeting to review your Sales and Marketing RESULTS click here.

Merry Christmas

Hi everyone

It is that time of year when I want to wish you a very Merry Christmas and thank you for a really successful 2019.  It has been so rewarding to work with you and face your challenges together.  RESULTS have been amazing for you all and I’m delighted to be part of the team that will create new opportunities for growth in 2020.

Looking forward here are my top 5 tips for 2020

  1.  Plan your goals – you don’t plan to fail, you just fail to plan
  2. Measure your marketing – you cannot manage what you do not measure
  3. Become truly outstanding in one form of marketing
  4. Commit to training and development in marketing – skill yourself in digital
  5. Focus on driving traffic to your website – converting traffic into leads is the real result

If you are really committed to growing your business in 2020 then the first step is to book a results awareness meeting with Steve.  To do so click here 

2020 Marks my 25 Years of Advising Businesses and Helping Them to Grow

1st May 2020 marks my 25 years of advising businesses and helping them grow

That’s 9,125 days of experience and 73,000 hours… and counting.

And if there’s anything I’ve learnt, that’s had a bigger impact than everything else combined, it’s this ONE THING:

Keep it simple.

Every business has one big thing that when used effectively, can cause everything to change.

Imagine… If you stay focused and disciplined, and you worked on improving your sales and marketing then you might double, triple or even quadruple your business…

But finding the secret to success in marketing can be hard. Let’s face it. Most marketing does not work! It can take years of trial and error.

Hundreds of thousands if not millions of pounds are wasted on easily avoidable mistakes. The good news is,

I’m going to help you to find your ONE, OR PERHAPS TWO THINGS for you!

All you have to do is that ONE THING that I uncover…

And you could double, triple or even quadruple your NET revenue… all while decreasing stress and your workload. Does That Sound Like Something You Want?

If it is, I can help you.

Getting amazing results and actually pulling this off is NOT EASY and it is not done overnight – like most things – harder than it looks.

And totally transforming your business takes time, effort, money and energy and most of that is up-front. I can’t guarantee you are going to make massive increases in your business overnight, but worst-case, you will have made far more than the cost of being on the programme in the first month!

How can you finish 2019 as strongly as possible?

Urgency is key with only really a week to go.  You can maximise the second half of December.

Most people pull back and don’t do very much.  They say things like – “Well it’s Christmas, no one will want to buy anything”.

Here are 2 ways to finish 2019 on a high:

Number 1

Call any of your leads from earlier this year who didn’t convert.  Call anybody that was a lead earlier this year that never got very far.  The point is to go back to every single person you can over the course of the year and try to close them before Christmas.

Forget cold prospects for now. You need to revisit warm and luke-warm leads!

Number 2

Get in touch with the people you’re already doing business with and try to cross-sell or up-sell them.

I want you to hit and surpass your 2019 sales goals. If you’re behind, it’s not too late. You’ve got just over a week left to go.

So go out with a bang!

Steve Mills meets James Caan of Dragon’s Den

Steve Mills meets James Caan of Dragon’s Den 

I recently spoke to James Caan from The Dragon’s Den. 

James spoke at the Consultants Super Conference and Steve was one of the guests. Steve discusses what he took from the seminar. 

James was very focussed upon getting the very best out of people. In fact he said that he believes “people make success” and that success is about attracting people and having a competitive edge is about training them”. James went on to say that “sustainability is about developing people and profitability is about motivating people”. 

James built a recruitment business called Alexander Mann. He started it as a ‘one man band’ and built it up to a business operating in 50 countries and turning over in excess of £200,000,000. This business he eventually sold for over £80,000,000. When he started his business he decided that his brand and image were paramount to his success and having an office in ‘the right location’ was essential to this. 

James spent a whole day knocking on doors looking for an office in Pall Mall. He wanted a Pall Mall address and even though he only had £400 for one weeks rent to his name he was focussed on what he wanted. He eventually found an office, or has he called it a ‘”broom cupboard” and he went to work. 

James spoke about the principles he used at Alexander Mann. He called them “the five principles of building a business through people. His principles where: 

  • Have a vision and share it with your people 
  • Share the success of the business with those working in it 
  • Attract great people to the business by making it a great place to work 
  • Hire people who are better than yourself 
  • Encourage interpreneurship 

His advice for small business owners was to plan their business, not focussing on the five year plan so much, but focussing on getting through the next quarter and ensuring that you grow in that time. James suggested small businesses must focus upon getting better and better each day. As he put it “a big business is just a small business that improved”. 

His parting thought was “It’s your attitude, not your aptitude that will determine your altitude”.  If we can help you in any way, or you want further information and advice go to www.stevemills.co 07977 074 497.

Sales training with Scrooge

In this interview with leading Marketing Expert Steve Mills, Steve explains how to use the pain in the past, present and future to help you increase sales. 

Do you remember the film “A Christmas Carol”? 

Three salespeople ‘ghosts’ turned up to Scrooge’s house and tried to sell him on an idea of ‘giving’.  This was something he had no intention at all of doing and he did not even want to listen – “bar humbug”.  

However, by using the forces of past, present and future pain and pleasure they were able to convince him that change was a must and not just ‘a should’.  He changed his mind and his outlook instantly by linking pain to staying as he was and pleasure to change.

The ‘Three Ghosts’ sales training services

How to remove resistance to buying.  In this example, I use – selling sales training…  

Steve – How many salespeople do you employ?

Client – Six

Steve – How good are they at achieving their targets?

Client – Some are better than others, but on average they achieve approximately 75% of their target.

Steve – What is each person’s target?

Clients – They don’t have individual targets, but their overall target is £200,000 per month.

Steve – So they are currently achieving £150,000 per month is that correct?

Client – It varies, but roughly yes.

Steve – How long has your sales team been together?

Client – Some people have been with us longer than others and some have come and gone, but essentially we have had a sales team for five years.

Steve –  Has 75% of target been achieved roughly throughout this time?

Client – Yes, approximately again.

Steve – So the team has been losing out on a potential of approximately £50,000 per month for five years is that true?

Client – I have never thought of it that way, but yes I suppose that is true.

Steve – So if we take that back five years that comes to £600,000 per year x 5 years = £3,000,000.

Client – Yes and that is scary!

Steve – That being the case, I suppose you could say that you will lose another £3,000,000 in potential new business if nothing changes over the next five years, won’t you?

Client – Err yes we will.

Steve – So let’s say that worse case we could help you and your team to become 15% more effective.  Let’s work out how much extra income could be achieved.  

A 15% increase in sales effectiveness would increase your sales from 75% of sales target, up to 90% of target, or from £150,000 per month to £180,000.  This equates to an extra £30,000 per month x 12 months = £350,000 x 5 years = £1,800,000. Is that correct?

Client – Well confirmed.

Steve – Ok.  So to achieve this we will need to conduct a series of six training days over a period of six months at a cost of £12,000 and then two per year after this at a cost of £4,000 per year.  How does that sound?

If you have done your job effectively you have just made a sale. 

How could you use the pain in the past, present and future to increase your sales?

Let me know if using this technique improves your enquiry rates.  Want some more great ideas like this one?  Click here.

Steve Mills