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Category - Sales

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1
4 Steps To MacGyver Your Sales Strategies
2
6 Key Must-Haves In Your Business
3
Who Is Your Ideal Customer?
4
The Prospecting Sales Funnel
5
Sell What Your Customers Don’t Realise They Need

4 Steps To MacGyver Your Sales Strategies

I wonder if you have to be a certain age to understand the reference to MacGyver?

You know, that 80’s series where every week “Mac” found himself in a tricky spot and somehow used whatever was available to get himself out of it?

Oh, never mind! You can Google it!

I want to talk about how you, as a small business, can MacGyver or innovate new sales strategies.

But before I start I want to make clear that I’ll be talking about sales strategies, not marketing strategies this week.

What’s the difference?

Marketing is about the whole system of filling your sales funnel – of making people aware of your business and your products, of defining who is your target market, of understanding what your product means to your target market, creating focused messages to warm your potential customers and getting them to your business so that your sales process can start.

The sales process is about having that final sales conversation, about collecting your warm targets and helping them make their final decision to buy. Sales strategies are initiatives you can take to encourage existing customers to buy more from you, or to tip an interested potential customer into becoming a new customer.

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6 Key Must-Haves In Your Business

When you are starting a business, or even as you grow it from the start and enter into a steady period of consolidation and wish to review your performance, it is useful to take a step back from the nuts and bolts of starting or running your business and consider what makes up a business.

Sure, you must have (hopefully) a great product or service and you must have customers.

But what makes up a successful business? What are the key ingredients you must have?

I created Teik Oh Dot Com in order to help small business owners implement these key ingredients that together make up a successful business, to be the small business owner’s one place to go to in order to find the practical processes to improve their business and become successful. You can subscribe to get these free tools and resources delivered directly to you by clicking on this link and signing up.

Importantly, I believe that when you start your business, you need to focus on six key must-haves in your business to set you up for success.

So let’s dive into the 6 key must-haves in your business.

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Who Is Your Ideal Customer?

If you try to sell to everyone you will sell to no-one.

This is because your message, in trying to appeal to everyone, appeals to no-one because it is diluted by too many generalities and too many confusing messages.

It is a busy world out there with every business and competitor trying to grab the attention of customers. You need to stand out by appealing directly to your customer’s needs. This means that you need to understand d exactly who is best suited to be your customer – your Ideal Customer.

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The Prospecting Sales Funnel

Business is all about systems.

Even in the unpredictable world of attracting customers and making sure that they hear your message and grow more toward becoming customers, there are proven step by step systems that you can use to increase your chances of winning the prospect.

All marketing and sales techniques are based on the prospecting sales funnel. This technique describes how you move potential customers from being prospects to becoming customers. The journey is like moving them down a funnel until they ultimately buy from you.

What is it based on?

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Sell What Your Customers Don’t Realise They Need

One of the most important things to realise in marketing is that people buy with their heart, even though they try to rationalise with their head.

Let’s try this exercise with you being the customer. Let’s say that you need a new laptop, so you walk into a store that has a range of laptops laid out in a row on the counters. What is the first thing you look at?

A. You read each label to see which has the latest chip technology

B. You move from one to the other testing out the speed at which they save a document

C. You move down the line looking at which one looks the best

For most of us, it would be C, right? Be honest!

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