Stevemills

Sales tips

How to turn more leads into meetings

In this blog post, I will discuss – how to turn more leads into meetings?  

As you know I have dedicated my life to sales and marketing.  I have spent £1,000’s and over 10,000 hours on my own education and learning from people who I consider to be the best in the world.

I then take what I have learned and teach it to the owners of small businesses, as online training and in my workshops and talks.

Well, on Thursday 26th September I am holding what I consider to be the most important workshop you will ever attend.  On this workshop, we’re going to go through the exact steps I use to convert 70% to 80% of my prospects into clients.

It’s called…

HOW TO WIN MORE MEETINGS!

How to turn more meetings into sales

Should you attend?  Look at it this way…

1. How many leads that you get, do you turn into meetings?

2. How many of those meetings do you turn into sales?

Let’s say you get 10 leads and you turn those into 4 meetings and you turn 2 of your 4 meetings into a sale, with an average sale value of £5,000 = £10,000 for every 10 leads you get!

Now, imagine if you could become just 20% better at turning those leads into sales – let’s take a look at the numbers again!

10 leads with a 20% higher conversion rate = 6 out of 10 leads into meetings.  Let’s say you don’t improve your meeting conversion rates and so you still convert only 50% of your meetings into sales.  What have you just done?

You’ve got 6 meetings and 3 sales, with an average sale unit of £5,000 x 3 = £15,000 instead of £10,000.  

Or to put it another way – Over time you will grow your business by 50%by improving your lead to meeting conversion rate by 20%.  Does that make sense?

If it does, then you need to pay me £129 + VAT in order to attend my one-day workshop where I am going to show you exactly how you can do just that!  It’s a NO BRAINER!

Take action NOW and book your seat on my one-day workshop at our offices in Portsmouth on 26th September 2019.

To book your place just call me on 02392 985 954, or email me back ASAP.  We only have 10 places and they will be allocated on a first-come-first-served basis.

For further details click here

Improve your business results. Attend my RESULTS Webinar

Here are 5 ways to make more than £50,000 by attending my next webinar…

1. Grow and Scale Your Business

With business moving at lightning speed and going 24 hours a day online, you need to realise it’s not a sprint, it’s a marathon. And the people winning the marathon are sprinting.

By attending the webinar, you’ll take the first step towards staying ahead of the competition using expert knowledge, experience and insights.

THIS IS EASILY WORTH £50,000 to you and it’s FREE – Book NOW

2. Create Multiple Flows of Income

In business, sales, relationships and fitness, you are either getting better or you’re getting worse (and yes, staying the same is getting worse). Uncover who and what is making you money and how to multiply it.

Multiple flows of income are the holy grail to wealth creation. This webinar will show you tools and methods to create your future flows.

THIS IS EASILY WORTH £50,000 to you – Book your seat now for FREE

3. Increase Sales and Margins

Increasing sales is at the heart of what we do because without sales there is no money and therefore dreams cannot be turned into reality.  The difference between success and failure is really the difference between selling and NOT selling.

This webinar will help you to take the first step to double your sales.

THIS IS EASILY WORTH £50,000 to you – Book now

4. Build a Real Business

The RESULTS Webinar isn’t about attending a one hour webinar and you’ll make £50,000.  It’s about showing you how to build your business. It’s about not staying small but expanding.

Building a pitch, promotion, prospecting, closing, follow-up—all the tools I use to build my businesses are taught at the RESULTS Webinar.

THIS IS EASILY WORTH £50,000 to you even as a start-up much more if you are an established business – Book now for FREE

5. Improve your selling skills

Create confidence in yourself and the system that you use to create leads, create more meetings as a result of those leads and turn more of those meetings into sales. And remember, people, buy from people they know, like and trust.

There’s no better place to be at 4.00pm on 4th September than on my webinar.  It will be the best use of 1 hour that you’ve spent this year.

You will be taking the first step to increasing your business leads, meetings and sales.

GET SIGNED UP NOW.  THERE ARE ONLY 100 SEATS.

Business Growth Advice from Steve Mills – The simple stuff that works!

Are you harvesting your ‘low hanging fruit’?

I thought that you would benefit from watching this short video called ‘Low Hanging Fruit’.

It’s all about the fact that nearly every business I have ever worked with has leads that they have not followed up on correctly, contacts that they are not keeping in touch with and opportunities that they are not taking advantage of.

Watch this video now and form a plan for harvesting your ‘low hanging fruit’.

Want to know more about how I have spent over 25 years helping businesses to create significant growth in their business?  Take the first step and book a strategy review meeting in our offices, online, or on the phone.

Here is what we will discuss:

  • What you want out of the meeting
  • What you are doing to generate and convert leads into sales
  • How you can improve what you are doing to generate and convert leads into sales

Booking a date is really simple.  Click on the button below.  It gives you access to my diary.  Simply select a time, date and format that suits you.

To get my latest tips, techniques, and sales and marketing systems

Sign up to our email system by clicking the subscribe button below:

By doing so you give us the right to send you emails and you are of course free to unsubscribe at any time using the link at the bottom of all of our emails.

 

 

LinkedIn training Portsmouth

If you are still not booked on to my LinkedIn workshop in Portsmouth on 8th August, then now it the time to sign up!

To book click here

If you are missing out on LinkedIn leads and sales then you are missing a great opportunity.  It’s only £129 + VAT to attend my workshop and the ROI (return on investment) from attending can be significant, with some people making £100k+ worth of business and one former delegate winning an order for £42,000,000.  Not a bad ROI!

So if you want to attend simply call me on 02392 985 954.  If you want to know more click here.

If you would like an in-house workshop for your sales team, then please drop me a line.

Watch my video – Why you need to use LinkedIn to create leads…

LinkedIn LeadGen Video

Do you need business coaching?

We all know that top sports people have a coach and some have several coaches.  But what about business coaching

The reason being that they are all looking for the edge.  The difference for them between winning and losing is often very small and having a coach, someone to guide them, push them and to measure their results is essential for their game.

In the game called business it is also essential to have a coach.  There are many different skills required to run a successful business, but the one that is often missing is the skills called sales and one called marketing.  In business the most important skill you need is the ability to sell and market your products and services and yet I see so many business owners who have never done any form of sales training and who don’t understand marketing in this digital world.

The truth of the matter is this – If you want to grow your business then you need to become better at sales and marketing.  You need to be better at creating and converting leads into sales.

Need a coach?  Book a free 30min coaching session.  Click here

Time and distance travelled compound the error!

What do I mean?  Do you play Table Tennis?  

I used to play at International Level and on my day I could beat many of the world’s best players.  

These days I sometimes hit the ball not quite perfectly.  When the ball has travelled a few feet from my bat it is only just off target. But after it has travelled to the other side of the net it has missed the table sometimes only by millimeters. 

Wouldn’t it be great to be able to make slight adjustments to the ball as it travels through the air in order to nudge it back on track?

So how does this affect your sales and marketing?

Well knowing what is working and what is not enables you to nudge your ‘sales and marketing ball’ back on track. 

For example, let’s say you receive 100 enquiries. You convert 50% into meetings, of those meetings you send out 40 proposals.  Of those proposals, you win 50%. This equates to 20 sales at £2,000 per sale = £40,000.  

What would happen if you had someone to nudge you back on track?  Let’s say you tested the headlines you used in your marketing and you managed to increase your leads from 100 to 110.  

Then through some sales training and developing a better sales system, instead of converting 50% into meetings you converted 55% = 60.5 meetings.

Also because of the training you receive, instead of sending out 40 proposals you manage to increase this to 50.  Then, instead of converting 50% of your proposals into business, you become better at handling price objections and you start converting 60%.

This would create 30 sales instead of 20 and £60,000, instead of £40,000.  Now let’s compound this throughout your business.

How would an increase in sales of 50% in your turnover sound to you right now?  All without risking a penny on an untested marketing idea.

Mmmm!  Something to think about!

The question to ask to help you to grow your business is a very simple one.  How can we make our business better….?  Want to get some ideas or answers to improve your sales and marketing?  Take the first step and book a strategy meeting with me Steve Mills by clicking this link.

Many thanks,

Steve Mills

 

Referral marketing – Offering incentives

Should you offer benefits, or incentives for referrals?  This is an important question, without a yes, or no answer.  The truth is it depends!  The real question is – if you offered a benefit for a referral would it increase the number of referrals you get?

There are two ways of offering a benefit for a referral.  The first is what I call ‘front end referrals’ and the second is what I call ‘back-end referrals’.

First, let’s discuss front end strategies.  A front end referral strategy is where a business offers an incentive for anyone who refers business to it.

In other words the company puts out a variety of marketing campaigns which states something like “if you recommend a friend and they become a client then you will receive X”.  

For example – many health clubs use ‘refer a friend and you will receive three months free membership’.

If you are considering this type of scheme then you need to decide if you are willing to pay for leads, or sales, or both.

The question is what form should X take?  In other words, What are you going to offer as an inducement?  This could be a whole variety of products, or services, it could be for example:

  • A discount off your services
  • A free product, or service provided by you
  • A discount from another company, preferably one you have a strategic relationship with
  • A contribution to a charity
  • A free social event, like a meal, or a weekend away in a hotel
  • A cash incentive

But the key is that it needs to be something that is going to make your target take action.  Giving something small as a front end strategy is virtually worthless and will not motivate people to refer you at all.  

One example of what not to do would be a national health club chain we did some work for. They offered a free water bottle for every referral their members provided.  What would you do if you were offered a free water bottle? Not a great deal I suspect! You may however still refer a friend to them as they provide a great service and good value for money.

An example of a great front-end strategy would be my friend and colleague Jim Ewan.  Jim is a professional speaker and Jim charges £2,500 per talk.  He wins most of his business by offering people £1,000 in cash for every referral they give that leads to business.  

Do you think this works better than the water bottle?  Absolutely it does and so Jim has an infinite marketing budget, as he pays for sales and not for marketing.

Let’s now take a look at what I mean by ‘backend referral systems’.  A backend system is simply a referral benefit which is not marketing, nor is it stated up front; But it is a benefit which is given as a ‘thank you’ after the event.

This can be very powerful and the need to offer a ‘large’ benefit is less evident and can at times even be detrimental to the success of the strategy.  

In essence what you are doing is ‘saying thank you’ for the fact that someone has done something for you.  You are doing it firstly to thank them and secondly in the hope that they might do it again.

This type of strategy is very popular within the professional services industry and the rewards can include:

  • Just a simply thank you card
  • A bottle of wine, champagne, whisky, etc
  • A bunch of flowers
  • Health treatment
  • A contribution to charity
  • Etc. 

What really matters is finding out what the recipient might appreciate and ensuring that you position your gift as a ‘thank you’ and not a ‘bribe’.