Trade Shows - WIN More Leads with these Mighty Moves. Tip #4


 Tip #4 for winning more business at trade shows:

Follow the hashtags for that particular event and engage in the conversation beforehand.

Anytime I am at a trade show I can't help but think that loads of potential clients are walking past me!  So, I have created this trade show tip to help avoid that wasted opportunity.

>> Start the conversation with them before the show.  See who's talking online.

>> Follow the #hashtag for the show.

>> Be present and active in any social media groups related to the show.

>> Post regularly on LinkedIn to let people know you will be there and would welcome a conversation.

I met a great contact a few years ago via Twitter and arranged to meet him at the trade show.  We met up for a glass of wine and I felt like I had known him for years. Why? Just because we had an online conversation first.

We've been great friends since. I subsequently interviewed him for my book and this year a business opportunity has...

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Leading a High Converting Client Conversation. Part 1


This week I really want to talk about the client conversation and leading a client conversation.

There's a methodology that I teach that has 4 specific parts to it. We're talking about Step 1 of it today. It's about the importance of being able to take control and lead the conversation.

Has it ever happened to you that you get in a call with the client and they're in control, and all of a sudden they're asking, "tell me all about this", "I just want to know about this product/service" then they're asking you about price? You realise you are on the back foot a little bit -- you've probably lost the opportunity of a sale there.  It is frustrating. Well you can do something about that.

In this methodology, I'll teach you how to - in a very nice way -  take control of the conversation. 

You want to be able to lead them through certain stages to be able to set them off so you can understand what's important to them so that you can figure out how you can help them. The...

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What You Can Control in Sales


What You Can Control in Sales

Sales Leadership Training Series

Are you feeling like you don't have control of sales?

That the control lies with your client?

Keeping your mindset focused on the areas that you can control is a lot more productive. In this blog post, I share the 4 key factors in the current sales landscape and what are the main areas that you have control of. 

In the training that I'm doing right now, I'm hearing a lot of negativity from salespeople - because there is a lot of negative sentiment out there! It is more challenging to get clients to engage with you, to get them on the phone, to get them to turn up to a demo, to give you their time.

This means you have to work harder to earn the client conversation.

To help you or your team, to get around the mindset of hearing the negativity of clients saying, "there's a spending freeze on right now or a pause", I want to share this diagram that I think really helps to put some perspective...

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Gathering Testimonials to Make Sales


Today I wanted to share some tips with you from my book, Steps to Win. I want in particular to focus on a strategy that will work for you right now in selling in the online space. And that is on gathering testimonials or client reviews.

We all know how valuable websites are when we're trying to make decisions on travel. But no matter what industry you are in, social proof is a very important tool to have to help clients to make a decision.

And that's really what sales is all about - helping the client to make the right decision, which hopefully will be working with you.

So it's very important to be having conversations with your clients right now, even if they are not buying. And a great excuse to call them up, or get them on a zoom call or email them, is in asking for testimonials.

Now you really want to get a testimonial that shows the value that you bring to the table. Every company will have customers that are happy and that will say; 

"I had a great experience, love...

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