TAKE THE SALES & MARKETING HEALTH CHECK BEFORE THE HEAVY LIFTING BEGINS !

Introductory Step-By-Step Guide to Securing Sales.

When it comes to securing listings and driving sales, it's essential to have a systematic approach in place. Here are some basic questions to consider. By addressing these fundamental questions in a structured manner, you can enhance your approach to securing listings, driving sales effectively whilst marketing to a wider audience.

  • Identifying Target Market:

    Who is your target audience for the product or service?

    What are their needs and pain points that your offering can address?

    Product Positioning:

    How does your product or service stand out from competitors?

    What unique value proposition does it offer to potential customers?

    Setting Sales Goals:

    What are your sales targets for the short term and long term?

    How do these goals align with the overall business objectives?

    Outreach Strategy:

    What channels will you use to reach potential customers (e.g., social media, email marketing, cold calling)?

    How will you tailor your messaging to resonate with your target market?

    Building Relationships:

    How will you nurture leads and build relationships with potential clients?

    What strategies will you employ to retain existing customers and encourage repeat business?

    Handling Objections:

    What common objections might potential customers have, and how will you address them?

    How will you demonstrate the value of your offering to overcome objections?

    Closing the Deal:

    What is your process for moving leads through the sales funnel to conversion?

    How will you ensure a smooth and seamless transaction for the customer?

    Measuring Success:

    What key performance indicators (KPIs) will you use to track sales effectiveness?

    How will you analyze and evaluate the success of your sales efforts to make informed adjustments?

  • Product, Service OR both?

    If product, what are your best selling lines?

    What are your best highest margins?

    If service, what type of service do you sell?

  • Target market? Most suitable and profitable channel? Sales goals?

    Do you have a sales presentation?

    Do you have a sector specific rate card?

    What is your strategy for overcoming objections & passing gatekeepers?

    Does your team use scripts?

    Do you employ field sales?

    Are these aligned with your marketing strategy (see below)

  • Sample promotion and follow up strategy for securing listings/sales?

    Email Newsletter, Broadcast, Social Engagement, Regulatory Compliance / Voice of authority presentation(s).

    Are these part of daily activities?

    If so, how much time is dedicated to each?

  • Correct and relevant prospect / customer information?

    Number of interactions?

    Revenue by product or service?

    Upsell/cross sell percentage?

    Conversion rates?

    Revenue generated & growth?

    Daily, weekly or monthly data?

  • Software & Platforms?

    CRM (Customer Relationship Management)?

    eCommerce? (Shopify, WooCommerce, etc)

    Warehouse & Fulfilment Solution?

    AI? (Chat GPT, Sopro etc)

    ERP (Enterprise Resource Planning) Order processing, Stock control, Core business processes, finance, HR, manufacturing, supply chain, services, procurement etc

    Accountancy Software? (Sage, Quickbooks etc)

  • To Complete: Divide the total cost of all sales and marketing in any given time frame by the number of new customers to know your CAC. Valuable exercise.

  • What are your current activities for securing new business?

    Outbound calls?

    Email?

    Social?

    Newsletter?

    Agency?

    Exhibition?

    Other?