1. Prestige Business Solutions Sales Growth Workshop
System 4Results™
Workshop No 2
“Putting The Basics for
Growth In Place”

2. Review Of Areas Covered
Personal Introductions
Personal and Group Objectives
This Is Not A Talk Shop
You Will Be Doing A lot Of The Work
Join In,

3. Key Objective To Get More people to buy From You
In Order To Achieve more sales….

4. You Need To Take People On A Journey Of...
Target Market(s)
**********
Characteristics
Of The Group
That Want Or
Need Your
Product
Suspects
**********
The People Or
Companies Within
That Group
Prospects
**********
The People Or
Companies Who
Show An Interest
In Your Product
Or Service
Advocates
**********
Wouldn’t Go
Elsewhere, Give
Testimonials And
Refer Warm Leads
Clients/Customers
**********
The People Or
Companies Who
Have Converted
And Now Pay
Money

5. The 3 Business Multipliers
Lead Generation
Sales Conversion
Customer Maximisation

6. Prestige Product Range
HR Solutions
Health & Safety Solutions
Training Solutions
CV Club

7. Turning Features Into Profits
Simple Step-By-Step Way To Do What
Everyone Knows They Should But
Few People Do…
…And Get More Sales

8. Your Unique Perceived Benefit
Standing Out From Your Crowded Market Place
Being Perceived As Different
Taking The Choice Away From Price

9. Target Market The definition of a target market
The characteristics of the group of people or businesses that want or need your services
How can I find them and where do they look?
We Then explored Possible Target Markets for Your Products and services

10. Communicating With Prospects
It Was agreed That I New Telephone Script Would Be Introduced
A List of All Products and Sub Headings Are To Be Put On A poster As A Visual Aid
Everyone Is To Adopt A Fact Find Approach To Speaking With Prospects

11. Todays Agenda Lead Generation Routes To Market Sales Conversion
Prestige's Best Routes To Market
Sales Conversion
Converting Enquiries Into Paying Customers
Creating A Sales Funnel
Customer Maximisation
Getting More Sales From Existing Customers
Turning The In To Advocates

12. So Lets Get Started

13. Lead Generation Generating Enquiries What Does It Mean?
Getting People Who
May Be Interested In What You Have To Offer
“Tell Me More…”

14. Routes To Market
In order to generate leads you need routes to market. These are the mediums by which you can reach your potential clients.
Exercise
How many routes to market can you identify

15. Possible Routes To Market
Mailshot Letter
Mailshot Postcard
Leaflet/Flyer
Fax Blast
Broadcast
Newspaper Advert
Magazine Advert
Trade Magazine Advert
Insert
Outsert
Yellow Pages advert
Yell.com
Town Crier
Your Website (if it’s for Lead Generation…)
Advert On Another Website (Portal)
Radio Advert
TV Advert
Seminar
Joint Venture
Trade Show
Shop Window
Aisle End
Press Release
Google Adwords
Knocking On Doors/Cold Calling

16. 3 Massively Under-Used Routes To Market

17. Networking Few Small Business Owners Use This To Grow
Even Fewer Are Good At It
And Even Fewer Still Have Had Training To Be Good At It

18. Joint Ventures The Single Most Underused Tactic In Business Growth
Identifying Targets
Building A Win/Win Offer

19. How could you influence customer referrals?
What is a referral?
Referral marketing is a method of promoting products or services to new customers through referrals, usually word of mouth.
How could you influence customer referrals?

20. 2 Key Questions
What are Prestige Business Solutions main routes to market going to be? Who's responsible for what?

21. The 3 Business Multipliers
Lead Generation
Sales Conversion
Customer Maximisation

22. Break Tea, Coffee, Water, Biscuits, Toilets
Back In Your Seat, Ready To Go, At … Please.

23. Welcome Back

24. The Second Business Multiplier
Sales Conversion
Getting The Highest Possible Proportion Of Those Leads To Become Paying Customers
‘Browsers’
‘Queue At The Till’

25. Sales Conversion Turning Interest Into Sales
Building An On-going System
Following Up: Getting People To Say ‘You’re Talking To Me’
Using A System That Repeats And Runs Itself…
So You Don’t Have To

26. Sales Funnel Quoting & Proposal System Volume Price Relationship
Setting The Perfect Price
Sales Letters
Asking For The Order
W.A.Y.M.I.S.H
Buyers Remorse Letter

27. W.A.Y.M.I.S.H Why Are You Making It So Hard… To be contacted?
To find out what you do?
To pay you?
To complain?
Other?

28. Exercise
What does.. Sales Procedure / Funnel / System look like?

29. The 3 Business Multipliers
Lead Generation
Sales Conversion
Customer Maximisation

30. Customer Maximisation
Focussing on Existing Customers As Well As Getting New Ones
Helping Them To Spend More
Ensuring They Stay Loyal For Longer
Turning Them Into Advocates Who Sell For You

31. The Three Business Multipliers
Most Businesses Only Have A System For One
Lead Generation
Firing On One Cylinder
The Most Expensive One!
Make Money Not Spend It
=30
10 x 10 x 10 = 1000

32. Why Do You Need A Marketing System?
Who Makes The Most Money?
The Company With A Great Product And No Sales & Marketing System? Or
The One With An Adequate Product And A Great System?

34. Do You Know Your Numbers?
How many new leads you get a month?
How many of those leads become prospects?
How many of those prospects become clients?
How many clients become advocates?

35. Your Action Plan Write Your Action Plan Discuss As A Group Update Plan
How Has The Workshop Helped You?