Sales – How to

You’ve all seen them haven’t you? Those big glossy adverts placed by large corporations with very deep pockets. And they justify the spend on large adverts because its promoting their brand.

This can sometimes lead small business owners into believing that all they need to do is to place an advertisement to get their name out there. By giving a few details about their product or service and including their name and contact details that hoards of people will respond. For most small business owners that’s where it all ends.

This type of large glossy advertising is fine if you are a large corporation but not so if you are a small business owner. You have too small pockets to splash your money around in this way. As a small business owner your advertising needs to work for you. Therefore you need to be very smart and focused in your advertising efforts.

Here’s a few tips on how you can do that:

  1. Ask prospects where they heard of you. This is great information as some people may have come via word of mouth whilst others may have come from having found your website. Unless you find out where people are coming from you won’t know which advert or medium is working for you.
  2. Ask prospects what attracted them to your business. This question will lead you to your finding out what is unique about you and what perception they have of you and your business. Make this attraction work for you by finding out more about them and why they felt you could help with their specific problem.
  3. Identify the lifetime value of your customers. If for instance you place an advertisement and it costs you £1000 each month and your customer then spends £100 with you, this means you need to have ten new customers from that advert each month. This will demonstrate whether your advertising is working for you or not.
  4. Test, track and monitor all adverts. Always make sure that you track each and every advert that you place. What response did you have? What income did it bring in? You need to identify which of your advertisements is working best. Stop doing those that are not working.
  5. Test small. Always do a small test first to see whether your advert is working before you splash out on a large advertising space. The response will likely be the same regardless. So if the advertisement hasn’t worked initially, placing a bigger advertisement or to a wider audience won’t get any higher response percentage wise than it did on a small initial test.
  6. Split Test. Find out what attracted them to respond to your advertisement. Instead of changing the whole advertisement, just change the headline and do a split test on headline only to see which one gets the best response.
  7. Clear call to action. You shouldn’t just tell people about your products or services, your advertisement should make them want to buy. Work on your communication and creating an irresistible offer to entice them to buy from you.

Adverts are all part of your marketing mix and as such shouldn’t be the only way to attract business. As a small business adverts certainly have their place but you do need to consider what advertising mediums will work best for you. This will make sure that the investment you’re making in advertising will be working sufficiently well for you.

It’s so frustrating isn’t it when you’ve spent time and effort to really understand the prospects problems but they won’t commit to the project because they “want to think about it”. Aaarrrgghhh!

Has this ever happened to you? If so, then you need to act fast. You need to give them an incentive to make the decision sooner rather than leave it until later, by which time they may have gone back into their comfort zone and not want take up the offer.

And for you there’s nothing worse than being left in limbo. What started out as a hot prospect has dragged out to be a continuous process of following up and being put off until later scenario. This can waste your time and energy chasing those ‘maybe one day’ prospects. You want to avoid this wherever possible.

How do you get clients to make a decision to buy from you without them feeling as if you’re putting the pressure on?

The answer to that is to make them see the value in what you are offering. That is of course providing you have initially qualified your prospect properly in the first instance and established what their pressing need is.

In qualifying people and understanding their problems you will have identified a solution for them. The questions to ask yourself are; do they want to make the decision now? can they do that? and is their need for your product or service right now?

When someone has had an initial conversation with you and had the opportunity to gain rapport then they will have a fairly good idea of whether you are someone they will want to work with. So to avoid the “I’ll need to think about it” scenario you need to create incentives for them to take up your offer now and not leave it until some time later.

Here’s a selection of fast-action incentives for you:

  • Create more value by having a reward for making an immediate decision. This might be an additional product or service of value as a reward for making an immediate decision.
  • If someone does ask for a few days to go through things then by all means do that but make sure you set a day and time to call them back. Make it very clear to them that you will expect them to have made a decision by that time.
  • Offer an additional level of service such as giving them a direct line contact number or a private VIP email address so that they can get in touch with you directly.
  • Provide gift vouchers such as cinema tickets or restaurant vouchers for the first 10 people to sign up. Remember that when doing this if it is a high priced ticket you are selling that the voucher must be of similar high value otherwise this won’t be an incentive for them
  • Offer a cash incentive. For instance if you have a program which costs £1,000 then give them a Fast Action Bonus Incentive such as £850 to say ‘yes’ now.
  • If offering training or coaching sessions you can offer an early bird discount. These are very popular especially when there is a short time frame. You can remind people to grab the early bird now as the price is going up by tomorrow.
  • Offer a payment plan so that the investment is spread across a number of months. I find a yearly programme paid monthly works well for my VIP clients to allow them to spread the cost of their investment.

Whatever offer you choose to give to people always ensure that you have set a decision deadline. This means that you are meeting your own objective which is to get them to make a buying decision today rather than leaving you in limbo. By enabling them to make a decision it frees you up to move forward or to move on to the next prospect. This makes sense in that you are managing your time, resources and energy effectively too. This makes complete business sense.

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High ticket sales success … can anyone do it?

And if so, how?

All the gurus and well-paid coaches do it don’t they. They develop a high-end coaching product or service and manage to quickly and easily fill those places. While others… despite being well-qualified and who work tremendously hard don’t even get a bite of the cherry.

So what is it that makes the difference?

Having studied this long and hard and interviewed a number of leading experts who do just that it all boils down to a few key things:

Point 1: Your mindset must be in the right place to create and promote your own big ticket products or services. You must be disciplined and give 100% to  achieve your intended outcome.

Point 2: You must ‘walk you talk’ and ‘do what you teach’. This is turn will move your mindset to believing that you are worthy. Plus you will appear more charismatic when you come from the heart.

Point 3: Decide on the ultimate financial amount you want to make. This must have meaning to you for instance, what would ‘X amount’ do for you? Would you buy a new car? Educate your children? Eat at best restaurants every week? Give the amount you want a reason for you to achieve it.

Point 4: Set yourself some stretch goals to help you challenge and overcome any negative beliefs about money. Think of the most money you have ever earned in any month of the year. Now think beyond that and stretch your thinking to the maximum you can see yourself getting. Write this figure down. You may need to keep working on this as you progress but in doing so, it will accelerate your success.

Point 5: You must be congruent with the prices you are charging. Don’t just pull a huge figure out of thin air and expect it to happen as people will see right through this. People don’t just pay high fees because you’ve set them. Your mindset must be congruent with the price you charge. In the beginning when you work this way, set a price that you feel comfortable working towards.

Point 6: If you are still in the mindset of trading time for money or working on the principle of what people will pay based on what your job is worth, then you won’t be in the right place to charge high-end prices. You must base your worth on the result your end user will get from your product or service. What value it will bring to them.

Point 7: Think carefully about the kind of client of you want. Look out for places where these types of people hang out and are already involved or attending courses to help with their self-development. Look for people who want your help and are willing to spend to get it.

Point 8: Don’t waste your time, money or energy trying to shoe-horn people in or convince them into converts. Instead, focus on finding people who have already demonstrated they want help in your area of expertise.

Point 9: Learn from people who have already made high-end ticket sales. Look to being around or working with people who already make a lot more money than you do. Conversely avoid working with people who don’t earn as much or about the same as you as you won’t be learning anything.

Point 10: Aim to build trust, an intimate relationship where people can get to know you well and what it is that you do. Always be authentic.

One final point, high-end sales are all about relationship building and nurturing a relationship on a deeper and more meaningful level.

Begin the relationship today by downloading your free report at or by booking a free 60 minute ‘Can I help You?’ consultation by going here:

Busting Through The Fear Of Sales!

Whatever your business, whether it’s with customers in a shop, selling online or attending networking events – you will have to sell.

Yes, I know that brings up uncomfortable feelings for most people (me too once up on a time). But believe me, without these skills you will struggle … or fail. It’s that simple.

One of the exercises I found that was really good for busting through the fear of sales is this:

Take a blank piece of paper and write down every single excuse you can think of as to why people are not buying from you. This might be ‘it’s the economy’, or ‘people are not spending money right now,’ or ‘people are very choosy what they buy,’ or ‘people are not investing in their personal development right now.’

Write a long list with every single excuse that you can think of. What this is doing is actually what most people do on a daily basis and it’s this; they are putting the energy and focus into negative thought. It’s just a negative mindset and as such it can only be true if you make it so. Reality is, that people are still buying what they want regardless of the economy. Look at the high street … there are shoppers in almost every store. Look at the internet … sales have continued to grow despite the state of the economy. Look at the cars on the road … people are still buying new cars (and there was a 3-month waiting list when I wanted to update my car).

Truth is, you are the one who has to be flexible and change. You have to eliminate that negative thinking from your mindset. If you put your energy and focus on the negative things that are happening externally then it’s going to bring you down. You need to find a way to separate yourself from that negative thinking.

So, go back to your piece of paper and cross out each and every one of these excuses and replace it with a positive thought. For instance; ‘it’s the economy’, change to ‘in this economy people need and want more of I have to offer’. Or ‘people are not spending money right now,’ to ‘people want exceptionally good value now more than ever and that’s all part of my good service’.

This exercise is particularly powerful if you can combine the positive thinking with ‘why you are doing this right now’. What is it bringing to you personally and what is it giving to the person buying your products and services.

Think positive, be positive and act positive and watch those sales come rolling in.

Oh I hate having to sell! How many times have I heard that? Well, let me tell you something … it all depends on your mindset.

And that mindset is the difference as to whether or not you are thinking in terms of a ‘having to sell’ or whether you are making it a part of your ‘customer service’.

What’s the difference?

Having to sell provokes that horrible feeling of being a pest, and manifests itself in the fear of picking up the phone … or making that follow up call.

Customer service on the other hand is being a guest rather than a pest. If someone has requested information from you, then they deserve to receive it. And great customer service is in calling your customer to make sure they’ve received it.

And then asking them how long they it will take for them to review it. And do they have any further questions at this stage? And making sure you’ve told them that you’ve made a note in your diary to give them a courtesy call back. And checked to make sure this is going to be a suitable time and day for them to receive that call or make an alternative one with them. And then keeping to that appointment you made in your diary to discuss the way forward.

So you see … that is all a sales process but really it’s about customer service at every step of the way. And I guarantee it’s those business owners who make customer service part of their business who make the most impact in sales.

The great thing is that when you concentrate on sales in this way, you lose that fear of dreading to pick the phone up, or living in fear of being a pest. After all, ‘NO’ is not an option until the person says so. Until then, it’s up to you to show them how great you are at customer service.

Are you ready to increase your bottom line? Then check out your customer service right from that first moment of contact.

Article by: Wendy Howard
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The Three Biggest Sales Blocks Of All Time.

1. Allowing your emotions to take over, especially at a critical moment. When that happens you either clam up or fall into the trap of defending yourself. Either way, the sale is lost.

To overcome this get used to tapping into and identifying your emotional state. Recognize and acknowledge it. When you find your emotions coming up, ask your prospect a question about them. Become more interested in them and let your emotional state settle back down.

2. Giving in to the fear of selling and letting it manifest in your behaviour of avoiding certain situations or not picking up that phone when you know you should.

To overcome this try to identify what your emotional attachment is. In doing so, you will be in a far better position to try to overcome and move beyond it.

3. Lack of knowledge or ability to create a great sales conversation. All good sales people are excellent communicators at all levels in a number of different ways.

As such you will have a preferred way to sell. In doing so, how you communicate your message in your preferred way will always work best for you.

Article by: Wendy Howard
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Why Is Selling So Difficult For Most Entrepreneurs?

Do you struggle to make the sales you would like for your business? Do you feel uncomfortable asking for the sale? Do you feel you handle the sales process badly?

Lack of sales is often the very reason most businesses fail as there is no cash flow into the business to sustain it. So shouldn’t it be a priority to ensure you have the skills to sell?

Absolutely! But there’s more …

You see sales skills are often taught by teaching you how to begin by introducing your business and then taking your client step by step through your products and services – right?


Why? Because you are talking all about you and your services and true sales people are more interested in the client and the client’s business. In other words its not about you or your products or services, it’s all about them and their problem which you will solve.

So the first part of this is really about your mindset which should be focused on serving your client and helping them solve them problem by matching up the solution you’re your products and services – rather than trying to sell to them.

If you think of sales in this way, then you are approaching the sales process with a completely new mind frame.

But here’s something else and that is to be able to take the ‘emotion’ out of the sales process to that you remain as emotionless as possible until after the sale.

Why is this important?

Because it’s the emotion that is driving the fear or the negativity towards you’re having to sell. And until you are able to recognize and tune into the different emotions they may still sabotage your success in sales.

How do you do this?

Start to recognize when feelings of discomfort come up and try to identify the emotion which is driving the feeling. Secondly, try to pinpoint the time that these emotions come up. Is it at the thought of having to sell? Is it when you try to close the sale? Is it when you ask for the order?

All of this is important when learning the skills to sell because the more in tune you are with your emotions then the more able will you be to control the sales process.

So, by working on these two simple processes alone i. Mindset and ii. Emotions, you will be able to start to transform the sales in your business.

Article by: Wendy Howard
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Want to improve your sales skills? Go here

Sales … without them you don’t have a business. And if you’re in the majority of business owners then you want more of them – right?

Having worked with many different business owners from large corporations through to individual entrepreneurs working from home, I see the same problems arise when it comes to sales.

How many of the following can you relate to?

• I’m a great coach but simply hopeless at sales!
• I need my sales team to sell more
• I want to motivate my sales team to make more calls
• I don’t like to appear too pushy
• I’m okay when I’m in front of a client and can show them how I can help them … but it’s getting there in the first place that’s the problem.
• I simply hate having to sell.

And the list goes on … but behind all of this is just ONE thing … and that is a FEAR of sales. The problem is really a mindset one, which is fueled by the emotion of fear, materializing in the reluctance to pick up the phone, make that follow-up call or ask for the order.

Sales training and giving sales presentations will help with increasing your confidence as these will give you the techniques to use. However, they won’t necessarily help slay and put to rest that initial mindset problem.

The mindset and fear of sales may feel less once you’ve mastered the sales techniques but it will still materialize again and could sabotage your sales success … unless you deal with it in a different way.

How do you do that?

The first step is to identify that it exists and uncover why it’s there in the first place. Often this relates to the values you were brought up with.

Then it’s important to understand where the ‘feeling’ or ‘emotional charge’ you get when you’re faced with those sales situations which you find difficult.

Once you have explored this in some detail, then you are ready to remove that way of thinking and putting in place a more supportive mindset to help you gain clients.

After all, sales is not about simply finding clients and being to sell to them. Sales is really about your customer service and how well you are able to match up what it is you are offering to meet the needs of your clients.

And one final thought, if you are not selling your valuable products and services to those clients who will really benefit from what you have to offer … surely they will have to go elsewhere won’t they?

And if they do that, aren’t you denying them the opportunity to gain from your valuable products and service that could really help them?

And even worse … the product or service they do buy might not be as good as the one you offer … and possibly more expensive.

You owe it to people to be able to sell your products and services because that is all part of great customer service.

Article by: Wendy Howard
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Want to improve your sales skills? Go here