Sales process is a structured routine of actions that facilitate integration between sales and marketing and this will be the topic at today’s episode of the M&S monthly podcast show where Michael and Simon will be speaking about this process, what should it consist of and where should you be putting most of your energy.
- The Struggles of 2021
- Sales optimization
- How do you leverage your client to sell them more?
The Struggles of 2021
Michael starts the conversation by talking about the real struggles that we’ve had during 2021, how it’s been a challenging year and also mentions his suspicions of a possible 2022 flavoured with what we’ve had in 2021. Simon talks about how the pandemic is proving catastrophic for businesses, not only because of the illness that comes with it but also because of the lack of government foresight and knee jerk reactions.
The duo agrees on the topic and Michael mentions that you need to be nimble and flexible regarding business while Simon recommends SWOT analysis when things need to change overnight.
Regarding the lessons learned from the past year, Simon says that the main lesson for him is understanding that we can pivot our business if we’ve considered the different scenarios on which the business is trading and where the economy is going
Sales process can provide amazing results and with the use of the correct tools can attract and convert new customers all at once.
Simon believes that acquiring and implementing the right systems to take away a lot of the manual work that he has to do, as also bringing in good people to his business are the things he will be doing differently this year. To make sure that we identify within our business, what are our strengths, not just the strength of the business, but our individual strengths as owners and employees. In his words “we cannot survive as a business without a really good, strong, robust sales process. And our sales process also has to be nimble and flexible. Because if we keep a rigid process when the world is ever-changing, then we’ll get stuck.”
In his opinion, the conversion lies in the speed of response, how quickly we’re able to communicate back with that client to really understand what they need. Focus on spending time with that prospect, asking the right questions, so that we’re able to provide the clients with the right solution, they are much more likely to convert with the speed of response, at the right solution.
how do you leverage your client to sell them more?
According to Simon, the key to it all is that the client is in a place where your service is being enhanced. And the most important thing is making sure that we’ve got a means of communicating with clients. Are we communicating regularly with our clients so that they know exactly what we do and how we’re doing it?
Regarding Sales Process, in Michael’s opinion, business does not put enough emphasis on this area because they’re either great at converting winning leads or they’re great at selling additional services but what do you do when the people fall out of the funnel at the bottom. And it’s the most expensive acquisition you will do to win a client. And they are the most cost-effective practice to keep them on board by doing the simple things that probably we’re already doing, we’re just not putting enough focus on the areas of the business that need the most attention.
Michael and Simon recommend you look into your sales process, do your SWOT analysis and turn yourselves into efficient profit. Remember: focus on the companies that are working with you rather than against you.
Michael CraneEntrepreneur, Business Owner, Presenter
For the last twenty years, Michael has built and run a successful business. He’s learned many lessons—some of them the hard way—and he’s met and talked with many other businesspeople. He’s sold thousands of products and learnt the one hundred and one things needed to run a thriving business. Now he’s bringing this knowledge and experience to educate, motivate and inspire other entrepreneurs.