sales strategies

Tag: sales strategies

Business Coaches Needed!

Posted on October 18, 2018 by Andy Turner

Quick question to all coaches and consultants – can you take on a minimum of 10 additional coaching clients this year?

If so – I’d like to discuss a daring new apprenticeship program we’re launching at The Six-Figure Coach magazine where the sole objective is to help you get a minimum of 10 new coaching clients by the end of this year.

We’ll train you on a revolutionary new lead generation process we’ve perfected for business coaches that will have you signing up clients whenever you want them.

Our goal is to document the results from this program as a case study for the magazine and publish it in an upcoming edition.

The coaches that have undergone our initial beta-test program have clients paying them $12,000 to $50,000 per annum.

If you qualify, I will pay for all of your startup and training costs… you only cover our low monthly hard costs.

You MUST have a passion for helping small business owners become successful. Watch this short video https://lnkd.in/dWvvEmj that shows exactly what this opportunity is all about.

If you’re interested, please book an exploratory call at https://lnkd.in/d2wAhUQ so I can outline the program and fill you in on the ways you will benefit from it… both professionally and financially.

Don’t fall in love with your product

Posted on June 6, 2017 by Andy Turner

This is a great short article by Tony Robbins…it’s SO true. Enjoy

The biggest mistake most businesses make is falling in love with their product or service, not with their clients.

If you are too focused on your product, you might overlook what’s best for your client and your product is nothing without a client to sell it to. However, when your client is your number one priority, your product becomes tailored to their interests. A happy client creates a great product.

Others are making a product or providing a service. They are the commodities. You are unique; you have differentiated your business by helping your clients solve a specific problem in a bold way. This is the key to making sure no one else in your industry even comes close. This is the bedrock principle behind hoe to Constantly Create Raving Fan Clients and Culture. It’s not just about being different, it’s about providing so much value that your clients can’t help but tell others about it — with genuine enthusiasm and excitement.

When it comes to client relationships, there are three dimensions of the relationship to be aware of. Your organisation will see the best transformation when you are focused on finding a better way to meet your client’s needs.

1. IT’S ALL ABOUT YOU.

This is the traditional client relationship and it’s why most businesses are always starting their relationships over. In this type of interaction, the focus is only about what you are getting out of the relationship and the minute your needs aren’t met, you’re gone.

Getting new clients and creating new relationships costs an organisation more money than striving to take care of the ones they have.

2. IT’S ALL ABOUT EQUALITY.

While this interaction creates more of a successful business-customer relationship than the relationship above, it still lacks the depth and quality of long-term. The feeling here is, “If I meet your needs, you’ll help me meet my needs,” but if one party becomes unreasonable, the relationship dies.

Whenever you want someone, internal or external, to do something, you need to meet their needs – it’s not effective to expect something because you demand it.

3. YOUR NEEDS ARE MY NEEDS.

A relationship where you are committed to meeting the other person’s needs no matter what. A business that creates this depth of a relationship with their clients will have the ultimate competitive advantage.

Going above and beyond for your clients often requires questioning conventional wisdom about their wants and needs. How can you anticipate your clients’ needs to consistently satisfy them?

When you are striving to surpass your clients’ expectations, it’s important to ensure you fit the third relationship dimension

Interested on people’s views – do you agree?

Solving the Corporate Puzzle

Posted on December 28, 2016 by Andy Turner

The 7 specific areas you need to consider in your franchise prototype process:

Primary Aim
Strategic Objectives
Organisational Strategy
Management Strategy
People Strategy
Marketing Strategy
Systems Strategy

These 7 areas will fine turn your plan for the ultimate level of success. In this lesson we are going to cover the first three.

Primary Aim

It’s essential in business development to set goals and see a vision for the future. This needs to go beyond the business and you need to think about what you want out of life. What do you dream about? How do you see your success unfolding? Knowing and understanding these things will give you the momentum to get started and the stamina to see it through. Even take a minute to write them down and tape to your desk for a constant reminder of what you’re aiming for.

Strategic Objectives

These are essential in taking your business from surviving to thriving. All of these objectives should offer solutions for how to get to your primary aim. There are many things you can use to set strategic objectives, but here are a couple of the most popular:

Money: Setting monetary goals is a great, simple way to see how you are doing at any point in the game. It’s easy to measure and easy to find adjustments to help meet this goal.
Worthy Opportunities: When considering partnerships and other business opportunities you need to think about whether or not they will help you reach your primary aim. Those that will are the best opportunities to seriously consider.

The key in setting standards and goals is not to limit you or stress yourself out. You need to find some quantifiable things you can use to measure your progress toward your primary aim. These are just two suggestions, but make sure no matter what standards you set you are paying attention to the details, as these are one of the biggest keys to your success.

Organisational Strategy

The strength of your organisational structure can make or break your business, so it’s important to take the time to put together a solid structure for your business to grow from. Generally a company is organised around the roles and responsibilities that need to be taken care of on a daily basis and the personalities that need to fulfill those roles.

No matter what roles and responsibilities you’ve defined for your employees, you must always keep your personal primary aim separate from your company’s primary aim or mission statement. Once you’ve identified the primary aim for your company it will be easy to set up a position structure that will work.

Don’t forget to put together position contracts. Your employees should sign a statement of their roles and responsibilities. This helps keep them clear for you, the employee and other employees/vendors or other individuals.

You can see how these areas all work together to build a solid structure on which to build your business. If you need help defining any of these areas, you can check out the resources, tools and speak with me during your FREE guided tour on http://vanguardmarketingacademy.com/myguidedtour/

It’s the mortar that makes it happen

Posted on December 19, 2016 by Andy Turner

Today I’d like to talk about the three keys to business development and how you can put the right bricks in place to build a solid foundation.

There are three main areas of business development:

Innovation
Quantification
Orchestration

If done well these three areas will help you build a solid foundation for your business. Let’s talk about each one of these for just a minute.

Innovation

Innovation should not be confused with creativity, which is the expression of ideas. Innovation is taking these ideas and putting them into action. This is where a large amount of your focus should be in the beginning and even throughout your business’ entire lifespan.

Quantification

This, of course, refers to the numbers. We are talking about the value of your innovation. The best way to gauge this is by your customer response. Look to positive responses for what you are doing right and keep doing it. Look to your negative responses to find out what you’re doing wrong and fix it. This will enable you to keep growing and progressing with the needs of your customers and business climate.

Orchestration

Once you’ve had a chance to find what areas are working, you can narrow down those areas and concentrate on making them the stand out ideas. You shift your focus here to get the most out of your business and to meet the needs of your customers.

We can help you work through these three areas to put together your franchise prototype during your FREE test drive of http://vanguardmarketingacademy.com/myguidedtour/

In the next few lessons we are going to transition to the 7 specific areas you need to consider in your franchise prototype process:

Primary Aim
Strategic Objectives
Organisational Strategy
Management Strategy
People Strategy
Marketing Strategy
Systems Strategy

These 7 areas will fine turn your plan for the ultimate level of success

What you need to know about Franchises

Posted on December 12, 2016 by Andy Turner

The biggest area of turn-key businesses is franchises. There is franchise for ever industry in the world and they are fairly easy to acquire and come with practically a pop out of the box pre-assembled system. McDonald’s is a prime example. In fact, a $40 billion, 28,707 strong example.

There are a few things we are going to talk about:

Business Format Franchise
The Franchise Prototype
Franchise Prototype Standards

Business Format Franchise

The business format franchise came from an earlier model call the “trade name” franchise. The big change was in the rights. During the “trade name” days the franchise owner only had marketing right’s, now franchise owners have owning rights to the entire business including systems. This has allowed for a shift in focus to go from the quality and name recognition of the products carrying the business to sales techniques that carry the business.

The Franchise Prototype

It was really the franchise prototypes that allowed for the changes to be made that help today’s franchises really shine with the techniques developed by the owners instead of the corporation. This can make a significant difference in the success of the franchise as the owner can custom tailor their marketing and promotions to the direct needs of their local target customers.

Franchise Prototype Standards

Now, the above being said, no one in their right mind would purchase a franchise if the parent company didn’t have a solid plan of action set up to ensure the prospective success of the business. So, there are a few standards that are put into place that helps jump start the process of opening a successful franchise.

Build model of prospective customers/clients, suppliers, creditors and employees who will consistently offer high quality work.

Build a user-friendly model that can be used by individuals of any skill set.
Build a defect-free model.
Build a model with Operations Manuals.
Build a model that will provide guaranteed, consistent results.
Build a model that encompasses the same branding in colour, dress and facilities codes.

These are all ways the parent corporation makes sure their brand stays the same and in the front of the minds of customers. When you are purchasing a widely-known brand you will attract customers just for being you.

If you are considering purchasing a franchise, talk with me during our FREE test drive of http://vanguardmarketingacademy.com/myguidedtour/ to understand the pitfalls and benefits.

Grow the lifetime of your business

Posted on December 5, 2016 by Andy Turner

Today I’m going to talk about the life cycle of a business and how to get the most out of each cycle while also extending the lifespan of your business.

The four different stages of a business life cycle are:

Infancy
Adolescence
Growing Pains
Maturity

We’ll talk a little about what each of these cycle’s means and how they can each help expand your business’ lifespan.

Infancy

This is generally considered the technician’s phase, which is the owner. At this point, the relationship between the business and the owner is that of a parent and new baby. There is an impenetrable bond that is necessary to determine the path your business will follow.

The key is to know your business must grow in order to flourish. You cannot stay in this stage forever.

Adolescence

In this stage you need to start bringing your support staff together to delegate to and allow growth to happen. The first line of defense is your technical person as they need to bring a certain level of technical experience. This cycle really belongs to the manager though. The plan stage needs to start and a relationship should be built with the entrepreneur to plan for the future.

Growing Pains

There’s a point in every business when business explodes and becomes chaotic. This is referred to as growing pains. It’s a good problem to have, but a problem nonetheless. You are often faced with a number of choices:

Avoid growth and stay small
Go broke
Push forward into the next cycle

Maturity

The last cycle is maturity, though this doesn’t mean the end of your business. Your passion for growth must continue in order for your business to succeed. You need to keep an entrepreneurial perspective in order to push your business forward.

You see how all three of these cycles are connected and depend on a strong foundation for each one of them for your business to be and continue to be successful. All three of your key roles must also work together to work through these cycles.

If you’re having trouble putting together your business life cycles and figuring out which of the key roles you fit into, try our FREE test drive on http://vanguardmarketingacademy.com/myguidedtour/ and find out how we’re helping business owners around Ireland and the world.

The 5 Levels of an Entrepreneur

Posted on November 29, 2016 by Andy Turner

The definition of a business is a commercial, profitable, enterprise that works without you.

80% of businesses fail within 5 years of start-up and most fail because the owner didn’t know what to do. Business is like a game, if you want to play the game, you need to learn the rules. You need to learn from someone who’s succeeded at the game, not from scorekeepers (accountants), the rule makers (lawyers), the spectators (employees), the money holders and collectors (Bankers) and not from D- grade players (business owners who are just going to fail).

Here are the 5 Levels of Entrepreneurs to give you a framework that’ll allow you to understand yourself and the thoughts you have that got you to where you are now, as well as the tools to grow from where you are now to where you want to be…

Level 0 – The Employee
Everyone starts here, but it’s not the most recommended strategy for wealth creation. Your income is at the mercy of someone else’s decision on how much they decide to pay you. Many employees relate to money that it is scarce, that there never seems to be enough, but that’s not true if you look a little deeper.

Level 1 – The Self-Employed
Here is the first jump someone takes from being an employee to being-self employed, however, it is quite common that people will get stuck here. Rather than it being their business, they’ve become an employee to their own business. You get stuck working IN the business rather than working ON the business.

Level 2 – The Manager
You’ve finally grown your business and now have employees and you’re starting to feel like your business has started gaining momentum… It’s easy to get stuck on this level as well, especially when you find yourself working harder, longer hours, doing your own work and fixing other people’s mistakes. In order to get out of this level you want to work on your systems, you must have good systems that allows the business to function smoothly.

Level 3 – The Owner/Leader
If a business stops growing, it begins dying. As the Owner/Leader you have more time on your hands than you ever had before. Previously your focus was on cashflow and now your focus will shift into profit. At this level you will now be receiving profits rather than making and/or earning money.

Level 4 – The Investor
Investors have a very different way of thinking when compared to those on previous levels. As an investor you make your money selling businesses, not running them. You buy the business, build them up and then sell them to other people. Look for the best investment return.

Level 5 – The Entrepreneur
This is the most exciting level to be on. At this level you begin making money by raising capital. You use other people’s money to build paper assets like shares, franchises and licenses. Sell the dream, and then work hard to make it a reality. Never give up. Stay focused and committed and always keep your mind focused on what isn’t real, but soon will be.

Trust yourself and your team, to turn it into a reality.

Go to: http://vanguardmarketingacademy.com/myguidedtour/ to take a test drive and find out how we’re helping business owners around Ireland and the world make this a reality.

Assemble the Group

Posted on November 21, 2016 by Andy Turner

Today I’d like to chat about the different types of support staff you need and what makes them so important.

There are essentially three key roles that need to be filled to set your business up for success:

The Technician
The Manager
The Entrepreneur

All of these roles need to be played simultaneously by different people with the right talents. It’s all about balance.

The Technician

This person represents the present and all that needs to be done for the physical aspects of the business building process. They are the “doer”. This is usually the most visible person of the entire operation.

The Manager

This person represents the past and works to fix problems through learning from past mistakes. They are the practical side of the business and are in charge of putting together the business and overseeing the planning.

The Entrepreneur

This person represents the future and the vision for the business. They are responsible for the creative side of the business and are always considering ways to enhance products/service, business image, branding and more.

All three of these characters are essential in the success of any business and to build a solid foundation from the start, you need to work harder to find the right people to put in these roles. Obviously, you need to be one of these key people, but ensure you find the role that fits your skills and talents, not necessarily what you THINK you should be doing.

This may be a hard process for you as you will need to relinquish some control over the business and instill trust in people to allow them to do their jobs.

Use our FREE test drive to get the business coaching you need to help you through this entire process and teach you how to avoid falling victim to e-myths.

Go to http://vanguardmarketingacademy.com/myguidedtour

Don’t fall into the e-myth trap

Posted on November 15, 2016 by Andy Turner

We are going to embark upon a journey through the world of e-myths and debunk them to help you avoid falling into the e-myth trap.

First, let’s take a minute to talk about what an e-myth is. An entrepreneurial myth, or e-myth, is an assumption that anyone can succeed at business with:

Desire
Some capital
Projected a targeted profit

This sounds great, but it just not realistic. Think of starting a business as a marathon. Sure, everyone starts out of the gate at record pace, but after a few miles people start slowing and some drop out entirely. Building a successful business takes stamina and agility.

The reality is that there are many different facets to a successful business and none of them can be ignored if you plan to find success.

Let’s take a minute to talk about entrepreneurial seizure. This defines the roller coaster of emotions that comes with starting, nurturing and the potential failure of a business.

The emotions that occur, in order, are:

Exhilaration
Exhaustion
Despair
Sense of self-loss

This is usually caused by the e-myths and assumptions we talked about. You can get your hopes so high on instant success that even the smallest lag and you are sent into an emotional tailspin. This is also brought on by the stark realisation that you can’t do it all and will need help in the areas where you don’t have the knowledge. Now, faced with limited choices you may feel like you need to back out and hide, but don’t do this.

Use our FREE test drive to get the business coaching you need to avoid feeling overwhelmed and defeated.

Go to http://vanguardmarketingacademy.com/myguidedtour

How to Put Them in a Trance

Posted on October 17, 2016 by Andy Turner

We’re going to go through the 5 essential keys to a successful and reusable marketing campaign launch. Once you have these basics down, you can use them over and over again.

The 5 essential keys are:

Define your Unique Selling Proposition (USP)
Put an effective sales offer to work
Avoid the marketing pitfalls
Use a world-class marketing perspective
Get results!

We’ll go through each one of these, so you can see exactly how to use them and how they all affect the overall outcome of your marketing campaign.

Define your Unique Selling Proposition (USP)

Take the time to ask yourself some questions from the prospective of the customers/clients. What would it take to get your attention? What needs do you have that need to be met? What are the promises you want fulfilled?

Once you know the answers to these questions you can start putting together a plan to meet these needs. Then take a look at what USP your competitors are using to help you develop your own USP. Your USP is what you are “promising” your customers/clients. This is what’s going to set you apart from your competition.

Put an effective sales offer to work

To develop an effective sales plan, you need to:

Put together a headline that gets immediate attention.
Share benefits of your products/services speaking from the customers’ perspective.
Identify the specific needs met by your products/services.
Make it easy to do business with you by offering guarantees.
Share your specific sales proposition.
Walk your customers/clients through how they should respond and act.
Motivate with a call to action.

What this all means is, you need to put together what makes your products/services special and compel customers to buy. If they don’t feel like they NEED your product, they won’t buy. You need to answer a question, solve a problem or feed an obsession.

You need to provide them with all the information they need to make an informed and confident decision. Buyer’s remorse is one of the worst things that can happen.

Avoid the marketing pitfalls

There are 5 major marketing pitfalls many businesses fall into and you should avoid:

Ignore market testing and push on with an inaccurate plan.
Offer an incomplete case, or reasons, throughout their marketing plan.
Fail to notice the needs of their prospective customers/clients.
Fail to diversify their marketing options.
Fail to get market opinions on their offers.

These are all areas to avoid. If you’ve been working through these lessons, avoiding these pitfalls should be easy and natural.

Use a world-class marketing perspective

World-Class marketing perspective is important, especially if you want to attract customers/clients from all over the world. You can do this a number of different techniques and activities:

Keep a marketing journal and scribble down anything innovative you see.
Keep encouraging your marketing department, or yourself, to try new things and dump the ones that aren’t working.
Order from your own company under a different name and analyse the process of ordering, shipping, online store, customer service and the product itself. This will show you where the areas for improvement in the customer experience.
Read every quality ad you can find and keep a file for future ideas to consider.
When out in public, watch how consumers behave in different situations and how they consider their purchases.
Step down a notch or two and work on the front lines with your sales and customer service staff.
Continuously acknowledge your staff, vendors and customers. Everyone works and shops better when they feel appreciated.
Always listen to feedback from employees and customers.
Continuously test markets, ads, and marketing techniques. This is the only way to stay successful and know what’s working and, more importantly, what’s not.
Offer more information in your marketing than anyone else. The more information you offer, the more products/services you’ll sell.
A great marketing plan can only get better. Continue to fine tune and refine your marketing plan based on testing results and feedback.
Be classy in your marketing. Make sure your marketing and advertising fits your company image, products/service and quality.
Improve your best marketing areas and drop those that aren’t working.
Focus on what you say, not how you say it. The best marketing ideas turn into the best marketing naturally.
Develop all your ads, campaigns and sales materials with an attention to compelling and factual information.

By using these techniques you can put your name out there to the world and become one of the top brands in your industry.

Get results!

The last area we are going to talk about is the best-satisfied customers. If your customers aren’t satisfied, you’ve wasted all your marketing resources and all chance of positive word-of-mouth advertising. You can satisfy your customers by:

Providing quality products/services
Providing high quality customer service
Providing a low-pressure, highly informative sales experience
Taking all the risk away with a great guarantee

To generate more business there are a couple of simple techniques that work every time:

Build your database with a contest.
Do regular mailings with sales, discounts, or other incentives.
Find other creative ways to keep your current customers coming back for more.

“As long as the reward is directly related to your product or service, you can’t lose. Why not get started today? It’s so simple, it’s so seldom done, and it’s so profitable. And that’s the bottom line.” Jay Abraham

It is so simple! So, why aren’t you starting today? We can help you put together a great marketing plan that will get you results. Click Here to try our FREE test drive and find the tools and resources you need built by some of the biggest names in the marketing world.