Author: Don Vanpool

The Obstacle is the Way

Posted on by Don Vanpool

Often in our professional lives we face obstacles or issues that inhibit our progress in a project or big career move. That obstacle is often a feeling we get when we have an idea that is rejected, a colleague questions our approach or a manager wonders aloud if we really are solving the issue assigned. And all too often we simply ignore this feeling and it becomes an obstacle to progress. It could be that feeling in our gut that we just aren’t good enough or that imposter syndrome that shows up all too often. And it is this obstacle that truly becomes the way to success. It is this very consistent feeling we chose to ignore that can be the learning we need to move forward with our big plans for that next promotion or to start a business.

There are some simple steps to leverage this feeling or obstacle into the deep learning that will move you forward.

-Recognize and name the feeling
-Bore deep into the emotion and make it more real
-Realize you can spend time with the negative emotion
-Recognize the energy you release
-Create a strategy to move forward each time this feeling arises

Recognize and name the feeling

It is that obstacle in our way that hinders action that will forward our own agenda. It can be that feeling you get when a colleague dismisses an idea you have or the way you are managing a big project at work. It can be as simple as a loss of confidence or questioning our own capabilities. Or maybe you were not the one selected for a big promotion or job at work that would have moved you forward in your career. And now the disappointment is creating a lack of action and a lack of confidence. Recognize that emotion and name it to make it even more real.

Bore deep

And now the key is to stay with that emotion and bore deep into what that feeling truly is and make it more real with a simple metaphor. The dismissal of my idea feels like a punch to the gut or not getting that job has created an empty void that cannot be filled. The half-life of that emotion can be much shorter when we simply spend the time recognizing it exists and focusing at a deeper level.

Empower yourself by spending time with the obstacle or negative emotion

When we ignore the obstacle, it does not remove itself or cease to exist. Indeed, this obstacle is often the way to move our own agenda forward as a person or a business executive. When we allow ourselves to recognize this state of our mind and to truly focus on what is created, we realize we are fully capable of creating strategies to move beyond the obstacle and it begins to lose its meaning. We are not only stronger than we think we are, we have many more resources at our disposal than we ever realized. More importantly we can learn to use this to shift our energy into a much more positive space and make the obstacle the key to our success.

Create a strategy

We will not remove these emotions from our daily lives, however by creating a strategy to truly work with them and move forward will be both liberating and transformative. It can be as simple as writing down the instances where they occur and then a simple journal each morning about how you felt and the actions you can take. Or any number of other very straight forward examples. And then the obstacle truly is the way.

Whether you are working on a promotion, a new job or trying to grow your business, you will face these obstacles from time to time. The key is to feel comfortable being with them. It is developing the muscle to make them the path to success and empowering yourself to grow and succeed that is the learning.

P.S. If you are looking to make a transformation in your life or business, schedule a complimentary meeting with me and we can conduct a 30 minute discovery session to determine our fit as partners in your life’s journey.

P.S.S.  Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

 

 

 

7 Steps to Find Purpose and Build Resilience

Posted on by Don Vanpool

More than anything else, having a life’s purpose creates a resiliency that helps a person succeed. Many studies have concluded on key elements that allow a person to persist through setback.

And often the most important ingredient of resiliency is Identifying your life’s purpose, so that the work you do is meaningful and consistent with your values. I consistently coach clients that are climbing the wrong mountains. People who work 20 years or more of their lives doing something that has no deep purpose for them or is not consistent with their values. Executives and leaders that wake up one day and wonder why they spent a lifetime on something that doesn’t provide deep meaning or fulfillment.

If you are a purpose-driven personal naturally, then you probably already possess a sense of direction that create resiliency and moves you forward even during the darkest of days. But if you are like most of us, then you may need some help. I would suggest the following steps.

  • Develop a clear sense of the values that are important to you
  • Better understand your life’s purpose and get uncomfortable with the status quo
  • Get next to people who possess great desire and raise your game
  • Design goals that meet your purpose and values and that will excite you every day
  • Take massive action toward achieving these goals
  • Visualize yourself enjoying the rewards of that goal
  • Create daily affirmations that will ingrain the confidence you need to continue

If you follow this a strategy, you may not immediately find your ultimate purpose, but you will at least start moving in that direction. As Tony Robbins says “Success is doing what you want, when you want, where you want, with whom you want as much as you want.”

P.S. If you are looking to make a transformation in your life or business, schedule a complimentary meeting with me and we can conduct a 30 minute discovery session to determine our fit as partners in your life’s journey.

P.S.S.  Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Lead Generation Made Easy

Posted on by Don Vanpool

Generating leads is a vital component for any business. Unfortunately, it’s often the most difficult and expensive part of owning and operating a business. Let me provide you with the framework you need to begin generating leads for your clients so you can help them make more sales. To begin, consider how professional publications generate leads.

Ask yourself what type of article tends to attract reader attention, bringing more traffic and more eyeballs to their page? Which articles convert, bringing them more customers and more sales? And what’s the secret formula that maximizes the twin impact of attraction and conversion?

Want an easy answer? Just head to your local newsstand. The best attraction and conversion techniques are hidden between the pages of two very different magazines: Cosmopolitan and The New Yorker.

Cosmopolitan articles attract attention. Look at these recent headlines.

75 Crazy-Hot Dance Moves
10 Cheap Fun Date Ideas
117 Style Ideas Already in Your Wardrobe

Seriously? 75 crazy hot dance moves? I’m lucky if I can pull off three in an entire night. But that isn’t what’s actually attracting readers. We find it impossible to walk past anything that gives us seven, seventeen, or seven hundred ways to do or achieve something. As human beings, we’re greedy, and we’re attracted to articles that feed our lust for excess, even excess information.

Most of the articles in Cosmopolitan are just bullet points stacked up against each other that go on forever. Sometimes there’s some meat to the bullet points, but often, especially in Cosmo, it’s just bullet points. This gives you the feeling that you’re learning something, but there’s no depth to the knowledge. Cosmo-type articles are light reading… and we like light reading. Gossip magazines sell like hotcakes for a reason. And just in case you’re thinking attraction is strictly a women’s interest magazine strategy, you’ll find men’s magazines do it too.

Men’s Health and Money always include light-reading articles on their covers like “How to Get Rock-Hard Abs” and “7 Secrets to a Richer Retirement.” In fact, for years, Men’s Health ran essentially the same four covers repeatedly. They figured out the headlines and formats that were the most effective and they just kept running the same ones. Add light reading and a huge list together and what do you get? The promise of a lot of information without putting much work in to get it.

No wonder we find them so attractive. Cosmo-style content gets retweeted, shared on Facebook, and sent around all the other social media channels more often because everyone knows other people are attracted to this kind of format. And by sending it on, it makes the person who posted it seem more attractive by association.

If you create content that offers Cosmopolitan-style headlines and light, easy-reading body copy, you will get the same results that Cosmo has gotten for decades. And those results are very good indeed.

But it’s the New Yorker articles that convert leads into actual sales. The New Yorker produces in-depth, well-written articles that drive home a specific point. When you write content in that

same style, you impress the heck out of your reader. They see that you’re smart. They see that you know what’s going on. And they see that you can tell them something they don’t already know. That impression is so powerful that the reader is compelled to investigate further to see what else you can tell them.

The more in-depth content they find, the more they think you’re a smart person to check in with often, and the harder it is for them to resist your “subscribe” or “buy” offer. This doesn’t just apply to text, but to video and audio as well. An in-depth piece in text, audio, or video drags you in. The more time you spend reading, listening, or watching something, the more likely you are to follow up with the source.

Those of you who have read the back-of-the-magazine articles at The New Yorker might be worried this means you have to write incredibly long articles. You don’t. Being interesting is far more important than going on and on about a topic and even The New Yorker has plenty of short pieces that still offer great insight.

For New Yorker-type content, you need depth, detail, and analysis. Those three things empower your reader a lot more than Cosmo-style fluff. Put more in-depth detail and analysis in your writing and you’ll see your conversion rates skyrocket.

So, which of these is the best strategy?

It depends on your business, of course. Perhaps your free offers or your website, just like some print publications, are driven almost entirely by Cosmopolitan-style headlines and copy. Others are driven by the New Yorker style. But you don’t actually have to choose.

You’ll notice that even Cosmo includes at least one in-depth article per issue. And The New Yorker always has a couple of short, lighter items upfront.

You can use both of these strategies at the same time. And you should. A strategic mixture of both types of content will not only attract a larger number of clients but also get you a much greater conversion. You can also interlink content so that Cosmo-style content leads to more in-depth New Yorker-type content. Or a Cosmo-influenced headline can pull the reader into a piece with more depth than Cosmopolitan ever dreamed of.

In print, magazines normally separate the two styles. The front of the magazine has mostly short, light pieces; the back has longer, more in-depth pieces. Online, you get to be more flexible. You can drive them from light material to deeper, more detailed content so they get a brilliant mix of both kinds of pieces not to mention that you’ll get great SEO benefits as well. They’ll be more attracted to you at the same time they’re inclined to convert and check in with you daily.

If you want to attract more attention, more traffic, more readers, and more social media sharing, go with Cosmo-style articles. At a minimum, make sure you’ve crafted a drop-dead, attention-grabbing headline. If you want conversion, meaning more subscribers and paying customers, lean toward New Yorker-influenced articles with plenty of depth, detail, and thoughtful analysis. And if you want both, give your readers both. Why settle for just one approach?

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me

 

How You Can Make Life Changing Breakthroughs and Live the Life of Your Dreams

Posted on by Don Vanpool

Often when I coach business owners or executives the real coaching isn’t the topic they bring, the real coaching is around what has them stuck in inaction. Some of the more obvious answers are not what we need to work through; it is what is below the surface that really is the issue. The above the iceberg discussion around finding a job or prioritizing business initiatives really is simply a symptom of what lies below. Generally, it is aligning to ones values or taking a different perspective that create the actions needed to break out of the rut we are in. Like a deeply grooved album we simply play the same play list over and over whether it serves us or not.

Examples of this could be simply saying yes to numerous projects and not completing any of them to our standards or staying in a job because somehow that feels safer than all the other and numerous possibilities in our lives. And all the while we experience the dissonance that comes from not living the values that are critically important to living a full life.

And this focus and a shift in focus creates the real opportunity of finding a new job that is more in line with our contributions and values. Or truly serving the clients we have and even amplifying that service by referring to others or creating on line content they can access 24X7. And that is the real work that needs to be done through values clarification, dealing with the negative inner voice or changing our perspective

And the key action here is to better understand the purpose and values that makes us truly feel alive. And to create actions that are aligned with a compelling vision of life that are the really critical priorities to move you forward toward your goals. Taking different perspectives, making choices, creating a strategy and making a commitment to action.

If you are looking to make a transformation in your life or business schedule a complimentary meeting with me and we can conduct a 30 minute discovery session to determine our fit as partners in your life’s journey.

To Your Success

Don

 

 

How to Raise Prices Without Losing a Single Customer Or How to Dramatically Increase Revenue Over Night

Posted on by Don Vanpool

Here’s the best way to execute this strategy. First, identify your competitors who provide the same or a similar product or service. Although this can be time consuming, it’s well worth spending that time up front. Here are several suggestions to help you get started.

First of all, look around you. Who do you compete with during the course of your normal workday? Most business owners have a good sense who their competitors are. Take notes. Write down their names, what they offer, any special deals they offer, their various marketing and advertising offers, collect their ads, sign on to their mailing lists, visit their stores, walk their aisles, ask them questions and make notes how their staff treats you and so on.

Then ask yourself the following questions. First, what prices do you charge for your primary products and services? Second, when was the last time you raised your prices? Third, how do your prices compare with your competitors? Fourth, how does your product or service compare to your competitors? Fifth, do you provide any value-added services that your customer perceives that makes your product more valuable?

Sixth, is it easy for clients to price shop when they buy what you sell? Seventh, do you know your competitors’ biggest weaknesses or failings? Eighth, do you, or can you, specifically compensate for that failing so that you gain vital market share? Ninth, what would you estimate the impact would be on your sales conversion rate if you raised your prices by just 3 percent? And tenth, what would be your increased profit if you raised prices 3 percent while maintaining your current sales conversion rate?

Obviously this is a lot of research, but if you’re about to launch a business, you would do well to understand this information before you open your doors. If you’re already in a business, then you have to do this research to get yourself in front of your competition. However, most business owners are already swamped with responsibility and have little time to invest. So, try this.

Tap into your local resources. Go to your local community college or business school and either hire a business student to do this research for you, or better yet, offer to host an internship for a qualified student. An internship can help you get this research done for free while providing a valuable opportunity for a business student to gain firsthand experience in an actual business setting. In either case, a business student will learn excellent research skills and if you have to hire them it will be for very little money.

Next, obtain the basic research. Give them your list of questions and have them research the answers for you. Ask them to submit their findings in a typed report or an Excel spreadsheet delivered to you by email.

Ask them to break it down into several categories or columns. Make sure it includes the following, names and addresses, a summary of all competing products or services, the prices they currently charge, their individual strengths and weaknesses and their marketing strategies and objectives.

If possible, obtain more in-depth research. Levels of customer support, cost of delivery, your competitor’s primary Market Dominating Position and how they communicate it, their payment terms or options that make it easier for a customer to buy, their risk-reversal strategies including guarantees or warranties and their marketing and advertising collateral.

The purpose of all of this is to help you decide which of these can help you best increase your probability of success. These will help you to better understand what the impact will be of a 3 percent or 5 percent price increase on your business.

Whoever ultimately does this research, here are the best sources for finding the answers. Start with the Internet. Become a mystery shopper and visit their stores or locations. Order from them. Talk to their customers. Analyze their ads. Attend their speeches or presentations. Go to their trade shows and visit their displays.

Effectively raising prices sends that prices increase directly to the bottom line as profit. And since most business owners have not raise prices in years, the impact can have a dramatic impact on the profitability of your business. This is a cost free strategy to increase revenue over night!

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me

Unlock the Full Potential of Your Small Business by Identifying Your Target Market

Posted on by Don Vanpool

Every small business owner wants to build a successful and lucrative business. To do this you must be able to clearly identify your target customer. Let me give you an example to illustrate the importance of knowing and understanding just exactly who your target customer is.

A U.S. based pharmacy chain is testing a new customer rewards program in four markets and according to its web site, promises to roll it out nationwide.

The card offers the typical benefits—it’s free to sign up, customers earn points and get percentages off of brand products, coupons will flow freely in the mail and so on. But one of the new so-called “benefits” involves earning points toward free health screenings.

Here’s the deal. When a cardholder racks up 500 points… or spends $500 on non-prescription products… since one point is worth one dollar… they will receive a certificate that can be used for free health screenings such as glucose and cholesterol readings.

The program also gives 25 points for each prescription filled, but doesn’t include prescriptions paid for in-whole or in-part by state or federal health care pro- grams like Medicare or Medicaid.

But wait a minute. Isn’t it safe to assume that people spending $500 at the pharmacy… or filling 20 prescriptions at the counter… are already screened? Who exactly is this “benefit” supposed to be benefiting?

With the American health care system in a state of disarray and pharmacies like Walgreens stepping up to fill the affordable health care void with inexpensive health care screenings and advice, what is this pharmacy getting at?

Shouldn’t first-step screenings that are so vitally important to customer health come more often than when $500 is spent on toilet paper and a Kit-Kat bar? Rewarding more affluent customers who can afford to spend $500 on non-prescription items… or are constantly filling prescriptions at the store… doesn’t seem like the best way to promote public health. Real innovation here would be free screenings for poverty-line customers… or at least a more realistic point offering.

This is a classic case of putting the cart before the horse as the old saying goes. Here is a major retailer that has failed miserably to even remotely analyze who their target customer is and what it is they want. After all, there’s NO magic to selling. Find out what your customers want… and then give it to them. This retail pharmacy has completely missed the boat here.

Knowing and understanding your target customer… and then mapping out their thought process are two critical fundamentals that must be executed properly if you want to build a successful and profitable business.

The first step in this process is to identify the physical characteristics of the entire universe of customers that could be in your target market. From there you will want to understand the emotional descriptions of segments in your target market and better understand what they want. For example, a consumer looking for child care could want low prices, or a nurturing environment or an educational setting. This would obviously depend on various physical characteristics of the market. Finally picking a niche in your market and the revising the physical description of your target market will complete the process.

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me

 

 

 

 

How you can create dynamic content that will generate all the leads your business will ever need

Posted on by Don Vanpool

There is a simple way to develop great content, and then use it to create a multitude of products and services that will add additional support and revenue for your business. Your first job is to write out a series of 20 questions, along with the answers to those questions.

I’ll bet that as a small business owner you constantly get asked the same questions over and over about what you do and about your product and/or service. Sit down and write out your list of the top ten most frequently asked questions you hear from your prospects and clients.

Next, write out the top ten questions that your prospects and clients “should” be asking. These are the questions that they don’t know they don’t know. These are the things that they need to know about your product or service, but don’t.

The reason for writing down these twenty questions simply comes down to the basics of effective marketing. Prospects will buy what they want, not what they need. They want an expert, someone who can help them accomplish their goals and objectives.

These twenty questions position you as the expert. The first ten questions answer all of the questions prospects have about what you do, and the next ten establish credibility, rapport and position you as the expert in their eyes. It’s very important that you take your time and create these questions accurately.

Here’s an example. Let’s assume you have a business helping other businesses attract more clients and close more sales. Here are the top ten most frequently asked questions in that type of business,

  1. How can I generate more leads/ customers?
  2. How can I make more money/profits?
  3. How can I get prospects to visit my website?
  4. How can I make money using my website?
  5. How can I be sure your process helps me build my business?
  6. How can I make my products or services business different from my com- petitors?
  7. How do I get my prospects to actually buy rather than look?
  8. Why isn’t my marketing working like it used to?
  9. What should I say when someone ask me “what I do?”
  10. How can I find the time to do everything I need to get done?

Now let’s examine the ten things people SHOULD ask,

  1. Who is my target client and why is it so important to find them?
  2. How does my target client make a decision to buy what I sell?
  3. How do I create a short message that practically compels prospects to buy what I sell?
  4. What is lifetime value and why is it important for me to know it?
  5. What is a sales process and how can I find out what it should be for my business?
  6. What is the “marketing equation” and where should it be used?
  7. What is the “sales equation” and why does it close so many sales?
  8. What’s the difference between a landing page and a website, and which one do I need in my business?
  9. Be sure you answer each of these 20 questions thoroughly and accurately. Once you do, you now have all the content you need to create additional products and services?
  10. How can social media help me grow my business?
  11. How can I get my clients to give me more referrals?

Be sure you answer each of these 20 questions thoroughly and accurately. Once you do, you now have all the content you need to create additional products and services. And you have great content to write great reports and start building an email list to market your products and services.

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me

 

How to Streamline Your Sales Process

Posted on by Don Vanpool

Here is a basic seven-step process that you can follow, or fine tune to suit your unique products and services.

This system will work for every business in every industry, from sales presentations to casual conversations in retail stores. Focus on cultivating your ability to master each step, as everyone builds on the first and is important in the overall process.

  1. Prepare yourself with enough knowledge about your product, customer, and industry.

Preparation is essential – for sales presentations, meetings or the sales floor – and it is the only part of the process you have complete control over. In addition to knowledge preparation, make sure that you, your place of business and your merchandise appears clean, well put together and professional. First impressions are everything, so do everything you can to support and prepare for your success, and it will pay off in closed sales.

Know your product or service.
Continuously build your product or service knowledge, and make sure you understand what you’re selling inside and out. This includes a knowledge of complementary products and services that you can offer as an up-sell, down-sell or cross-sell.

Know your customer.
Review what you learned about your target market, or do some research on the company or person you’ll be presenting to. Establish points of common ground and learn a bit about what they’re interested in to build meaningful relationships.

Know your industry.
Stay current on new developments and trends in your line of work or industry. Sharing this information at relevant points in the sales process will position you as an expert and build your credibility.

  1. Begin to build a long-term relationship based on trust.

The first few moments of interaction with a prospect will set the stage for the rest of your conversation. Focus on casual conversation that will relax your prospect, and begin to develop a relationship. Bring up points of mutual interest and understanding, and begin to establish your credibility.

  1. Discuss the problem, need, want or desire in detail.

Now that you’ve begun to build a relationship with your prospect, you can start to ask open-ended questions to establish what their needs and wants are. You could ask them what brought them into the store, or why they are looking for a particular product or service.

Once you are clear on what they are looking for, ask more open-ended questions to gain a better understanding of the features, price range, and complementary items that would be suit their objectives.

  • Listen to their statements, and repeat back what they’ve said to show you understand
  • Ask questions to clarify their statements, and to show you are listening
  • Ask open-ended questions to keep them talking. Learn as much as you can about their needs and unique purchase motivations.
  • If you are sure the customer will make the purchase, as specific questions about size, color, and price range.
  1. Offer the solution and focus on benefits.

When you have a good understanding of what your prospects needs and wants are, begin to offer the appropriate product or service.

  • Start with an explanation of how your product or service will deliver the results your prospect is looking for, or solve their specific problem
  • Paint a picture of your prospect after the purchase using hypothetical examples
  • Offer the mid-range product, and up-sell or down-sell as appropriate
  • Use anecdotes about other customers who had positive experiences with the same product, or showcase the awards or accolades the product or service has earned
  • Focus on benefits, and support with features and advantages
  • Take cues from your prospect’s body language, and ask qualifying questions as the need arises
  • Give the customer an opportunity to ask you questions or provide feedback about each product or service after you have described or explained it.
  • Ask closed-ended questions (yes or no answers) to gain agreement as you discuss the product or service
  1. Anticipate, then overcome objections with empathy.

While you are presenting your product or service, be aware of body language and the questions that your prospect is raising and use them as clues to potential objections. Try to anticipate objections, and then address them by asking open-ended questions (What do you think about…? What is important to you in…?) Objections will arise, so do your best to prepare for them.

When an objection arises:

  1. Repeat the issue back to the prospect to show you have heard what they said, and to ensure you understand them correctly.
  2. Empathize or show that you can relate to what they said, and then provide a response that resolves their concern.
  3. Repeat yourself to confirm that you have overcome their objection.
  4. Close with confidence and awareness.

This is a crucial part of the sales process, and the step that most people have difficulty with because it’s all about timing. You have to cultivate an ability to sense the appropriate time to ask for the sale. This can’t be scripted; it has to happen in the moment when the customer’s objections have been overcome, and when you feel they are ready to seal the deal.

Here are some questions to ask yourself before you attempt to close the sale:

  • Has the prospect agreed that there is value in the offering?
  • Does the prospect fully understand the benefits of the offering?
  • Does the prospect have any more objections or questions?
  • Are there any other factors could influence the purchase decision?
  1. Make that customer a part of your customer retention program, and don’t forget to follow up.

When you’ve completed the sale, make sure to get your customer’s contact information and set up a follow-up schedule. Your goal is to establish a long-term relationship to help cultivate loyal, repeat and referral business.

You should also be sure to ask satisfied customers to be part of your referral program, or if they would mind providing you with a testimonial. Be sure to do this as soon as possible after the sale.

Integrate up-selling, down-selling and cross-selling into your business.

Up-sell to increase the value of your sale.

Cross-sell to boost your average dollar sale.

Down-sell to avoid losing the sale.

Sales is a system that can be created, improved, taught and perfected.

The important thing to remember here is that everyone needs to enhance and refine their sales skills on a regular basis. A routine review of sales 101 is helpful for even the most natural of salespeople.

Consider creating a poster of the sales process with tips under each step, and posting it in the staff room or on your staff communications board. Visual reminders and passive access to resources can have a lasting impact on your staff’s performance.

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me

How to Always be Present and Make an Impact

Posted on by Don Vanpool

This week marks the first anniversary of my last day in the “office”. On that day 1 year ago, I did not know it was my last day or that as I left I would never return. That everything in my office would be a time capsule for how I left that evening. Or that I would never see my work teams again in person; or in some cases never see them again. Mindfulness and being present are hot topics in our business communities and this event brings the concept into focus more than ever

 

This lesson has helped me in many ways in my day to day interactions with colleague, clients and family. Realizing that anything I do could be the last time keeps the importance of mindfulness in sharp focus.

 

This lesson can help an individual stay present in each moment with family or work colleagues. Are you really listening? Are you contributing to your full capacity? Are you really conveying a sense of commitment to the other person? We may not get a second change for any of these things. I don’t believe in regret however I would have acted much differently that day through this lens.

 

And translating this into a business context means giving meetings, coaching sessions and reviews your full attention. Put away the phone and truly listen to others. Contribute as if this is the last time you will have the opportunity to contribute to those in the room. This could mean providing recognition for even seemingly small contributions and coaching on the micro skills necessary to execute on business plans. Act as if this is the last time you will have the opportunity to help your team succeed.

 

Focus on the tangible outcomes as well. Can you add more to ensure goals are met or that people in the room feel appreciated? As you conduct reviews with your team, are you providing the feedback and support they need to hit business goals? As you review plans with your team, your full attention is necessary to give your full weight to the team and leverage your years of experience. You can also get a sense of what is not said and what needs to be said.

 

If you read my blog from last week, you will see notes on how to manage teams remotely. Take those lessons learned and by fully present with your team. And even in a remote, dispersed workforce you can create and execute a strategy that truly set your organization apart.

 

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me

 

 

5 Key Actions to Leading a Virtual Workforce

Posted on by Don Vanpool

Given the potential both for a new normal and no real idea when we will return to the office, it is critically important to have a system for leading dispersed and virtual teams. Outcomes that are measurable with strategies to motivate and align will be more and more critical. The ability to lead without constant supervision and micromanaging will take on more importance in the coming years. There are 5 key actions to help you achieve this and drive excellence in your organization

 

Ensure you and your team are aligned

 

While strategy is important it really only accounts for 1% of performance. The other 99% will be an alignment between you and the teams you lead. To accomplish this, collaborating on your long-term vision and the actions over 3 years, 1 year and this quarter will ensure the big rocks are accounted for and moved along. These actions are measurable with clear and agreed on targets.

 

Agree on measures of success

 

These could by key process indicators (KPIs) or Objectives and key Results (OKRs). They should be measurable with clear improvement goals for the quarter and for the year. The big rocks should ensure the teams are hitting all goals for the year and if not, check whether the plan is on track or the plan isn’t working as designed.

 

Establish operating rhythms to drive accountability and provide support

 

Operating rhythms with a clear purpose and agenda will ensure progress is made efficiently as possible. Daily check ins to remove barriers, weekly team rhythms to discuss 1 or 2 big rocks and quarterly meetings to discuss strategy execution all play a key part in driving success. The goal is to provide support and encouragement to your teams.

 

Create a reward and recognition program

 

Ensure that the reward and recognition program is built into your strategic roadmap. What will you celebrate and how will you celebrate. And make it clear to your teams from the beginning of the year. By doing this you will not miss opportunities to motivate and recognize the success of your teams.

 

Establish communication channels

 

Finally, you should clearly define channels of communication and their purpose. Will your team use slack, email or some other digital tool? When will you use them and for what purpose? Should certain communication always be in person or is it ok to post on an internal slack channel? Combining this with clearly defined operating rhythms will alleviate frustration, improve performance and ensure problems are solved at the appropriate level.

 

To lead change in a virtual environment is simple but not easy. By following the 5 steps discussed and providing daily support, your teams can flourish without meeting consistently in person. And given the uncertainty of returning to an office environment, getting this right is critical to your success.

P.S. Also remember, to determine how likely your marketing is to convert, simply fill out my Conversion Equation Evaluator.

This evaluator has the unprecedented ability to predict the future success of any marketing collateral you develop… as well as predict whether that marketing will be profitable or not. And, it’s 100% free to use!

After calculating your marketing conversion level, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just schedule a complimentary meeting with me