Stevemills

Sales tips

Sales training from home

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I was recently chatting to one of my friends Frank Furness who does sales training all over the world and he told me about a client of his that desperately wanted an online course for his salespeople as they now have to work from home.

He’s just developed the course and it has 123 videos, 8 eBooks, headline Creator software, LinkedIn scripts and over £1,000 in video resources.

It is based around the ‘HOME’ formula, Habits, Optimization, Mobility and Establishing Credibility and provides all the tools, strategies and techniques to work and sell from home and still keep the sales pipeline going.

I decided to take a look at it and then thought it would be ideal for your salespeople/ideal for you as now is a great time to spend on training and you may still have to keep making sales from home without going to see the clients.

If you get a chance, please take a look – Click here

I hope you are managing in these tough times, but you know what they say ‘Tough Times Never Last, Tough People Do.’

The more marketing you do, the more money you make – Strange isn’t it?

By / Blog, Business Advice, Marketing tips, Sales tips, Videos / Comments Off on The more marketing you do, the more money you make – Strange isn’t it?

And yet most businesses don’t do anywhere near enough marketing.

They tell me things like…

  1. I am on LinkedIn, but I don’t do very much
  2. I use social media.  I post on there once per week
  3. I send out a quarterly email newsletter
  4. I speak to our clients when I can
  5. I am often slow at following up on enquiries
  6. When I do networking I don’t ever really follow people up afterwards
If you want to put a STOP to the statements above once and for all, then take the first step and sign up to our online training here.

Advancing your own, or your company’s financial situation

By / Blog, Business Advice, Marketing tips, Sales tips / Comments Off on Advancing your own, or your company’s financial situation

Here are 10 ways that you can improve your financial situation:

  1. Take on another job
  2. Learn a new skill, or develop a new product/service
  3. Improve your sales and marketing skills
  4. Start a business, or another business if you already have one!
  5. Improve your sales skills and then become involved with a business on a commission-only basis
  6. Find out what problems are in the marketplace at the moment and solve them
  7. Learn how to set up an Amazon business (for very little cost)
  8. Read a business book each week
  9. Listen to audio programmes in the car, or on the train every day
  10. Take a rich person out to lunch and ask some good questions

There have never been so many options!  They are truly endless!

However, most people use time as an excuse for not doing things.  They sit and watch ‘Strictly’, ‘Eastenders’,  and ‘I’m a Celebrity’.  Then they claim that they just don’t have time.

But the reality is that most of these people simply refuse to focus enough time doing the things they should be doing if they want to be successful.

Make sure you maximise your return on investment for every moment of every day.

That’s why I want to remind you to get your seat booked on my FREE RESULTS Webinar on Thursday starting at 12.30pm.

There’s no better way to spend an hour than learning some great sales and marketing ideas!

The 7 Biggest Things I Have Learned in a Quarter of a Century of Advising Small Business Owners

By / Blog, Business Advice, Marketing tips, Sales tips, Videos / Comments Off on The 7 Biggest Things I Have Learned in a Quarter of a Century of Advising Small Business Owners

I have been advising small business owners on how to grow their businesses for a quarter of a century and in that time I have learned a few things.

I have learned what works and I have really learned what doesn’t!

Below are the 7 biggest things that I have learned when advising small business owners:

NUMBER 1 – I have learned that numbers are the key to success in most areas of life and this is certainly true in business and particularly in sales & marketing.  I would say that not measuring your sales and marketing results is probably the biggest mistake made by small business owners.

NUMBER 2 – I have learned that there are 3 departments in every business in the world and they are – operations, finance, and marketing.  Typically in SME’s the business owner is good at the operational side of the business.  In other words, doing the work that the business does.  And so a garage mechanic opens a garage.  An HR person opens an HR company.  A printer opens a printing business.  A Solicitor opens his/her own legal practice and here lies the problem.  These people believe that because they are good at doing the work of the business, they can run a business that does that work and nothing could be further from the truth.  This is because they often know nothing about sales and marketing and even less about managing the money.  Which is why approximately 80% of all businesses that start trading each year, cease trading within 5 years.

NUMBER 3 – I have learned that in 95% of the businesses that I have met – It’s not that they are doing the wrong marketing.  It’s far more likely that they are doing the right marketing but in the wrong way.  They behave like butterflies trying one form of marketing and then another.  Never bothering to stick around long enough to ensure marketing success.

NUMBER 4 – I have learned that most business owners put a lot of effort into the wrong thing.  To grow a business you need to put a lot of effort into lead generation and conversion.  More often known as sales and marketing and yet I constantly come across a total lack of effort in terms of two things.  Very little effort is put into training in sales and marketing, so business owners don’t know what to do or say.  Then there is an even bigger lack of effort in terms of implementation.  In fact, I would say that the No.1 reason that marketing fails is IT NEVER GETS DONE!

NUMBER 5 – I have learned that a lack of knowledge is costing business owners millions in lost sales.  One of the biggest things I have learned is that most business owners have almost a total lack of knowledge of sales and marketing.  They tell me things like – “I am on LinkedIn, but I don’t know how to use it”.  Or, “I have heard of SEO, but I don’t understand it”.  Or “I am responsible for sales, but I have never done any training in selling”.

NUMBER 6 – Most businesses have five to ten ways of marketing their business, such as a website, email marketing, referral, networking, PPC Advertising and the many even do the occasional exhibition.  And that’s good – It pays to build a business on multiple streams of income.  However, it does not pay to have five to ten ways of marketing that lose money, or at best, wash their face.  Rather it is far better to focus on ‘THE ONE THING‘.  In other words to review what you are doing.  Decide what’s working best and has the most potential to leverage and focus on that one thing.  Then when you’ve got that one thing working incredibly well, then focus on the next ‘one thing’.

NUMBER 7 – I have learned that to win a new client you have to get the prospect to know you, like you and trust you.  To know, like and trust your company and to know, like and trust your products and services.  One of the biggest mistakes I see businesses make is trying to sell too early in the relationship.  They often try to sell to people that they don’t know and who don’t know them and that’s a BIG MISTAKE!

Like what you’ve read?  Want to talk?  Take the next step and book your seat on to my next webinar –

https://www.stevemills.co/results-webinar-2/

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.

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!

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