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Are You Doing Enough of This?

Are You Doing Enough of This?

Emma Sargent Extraordinary Coaching Company
Emma Sargent

This week I had a private mentoring session with Chris who shared some incredible insights with me.

If we don’t get enormous return on that investment then we are muppets. And I prefer not to think of us as muppets (although I do do a pretty mean Miss Piggy to be honest!)

Anyway, he shared some pretty amazing statistics that surprised me.

Get this:

48% of sales people never follow up with a prospect

This is of course shocking but not surprising.

A friend of mine decided he wanted to take up CrossFit. For those of you who haven’t heard of it, it is yet another fitness craze that has arrived here from across the pond. Those who qualify to train CrossFit have invested £thousands in setting up their gyms. So imagine how surprised he was when he called all 6 of the CrossFit trainers in London near him and NOT A SINGLE ONE called back. NOT ONE!

Why would you start a business and not follow up an incoming enquiry?????

So we continue:

25% of sales people make a second contact and stop

12% of sales people make more than three contacts

“I don’t want to hassle them”

“If they want it they will buy”

Well it seems they won’t….please read on for the most surprising stats of all…

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact!!!

Just look at the jump between the fourth and fifth contacts.

In fact I had a great example myself this week. I go to a fantastic networking group in London – it’s a dinner and at every dinner we all get to say what we do to the whole group. I’ve been going for 2 years and have been to about 12 dinners.

At the last event we were invited to actually make a pitch to the group. We had 6 minutes.

I sold £4,500 of consulting, and the promise of more, in what was actually less than 5 minutes – all to people who had met me multiple times.

All of whom are certain that I can help leverage their expertise, are satisfied that my passion for helping them to increase their income and reach to their customers is real, and are excited about my ability to spot the gaps that they can’t spot. All because I have “followed up” multiple times.

So are you doing enough sales follow up?

Or are you leaving money on the table every day of the week?

That reminds me….I’m off to follow up the people who were interested but didn’t commit……

 

Emma Sargent is a Founder and Director of the Extraordinary Coaching Company and helps experts to create the life they want with a business about what they know and need to share to the world.

Do You Know Your Ideal Client?

Do You Know Your Ideal Client?

Do you know your ideal client… even when you see them? Your ideal client is much different from your typical client. How?

Your typical client NEEDS what you sell, and your ideal client WANTS what you sell. That difference is huge. Prospects may or may not buy what they need, but they always buy what they want. If you know how to find your ideal client, you can literally dominate your market.

What you need to know…

Prospects buy based on emotions, and wants are emotion-based. Needs are logic-based. When your product or service matches what your prospects specifically wants, you will immediately begin to attract your ideal client.

Why do you need to know this? Your ideal client makes you the most money. In fact, for most business owners… 80% of your entire revenue is generated by only 20% of your clients. Those are your ideal clients. They love you and what you provide to them. They buy from you and you alone. They’re loyal and will never leave you. They are your best source for referrals and they give great testimonials.

Think about this for a moment. A mere 20% of your clients are responsible for 80% of your total business revenue. What if you could replace that remaining 80% of unproductive clients with more of your 20% clients? Do you realize your income would explode by 16 times?

If your revenues right now total $50,000 annually, you have the potential to increase your revenue by an additional $750,000 or more!

Can you afford to continue to watch this much additional revenue fall into your competitor’s coffers?
Walter Wise is a Sales and Marketing Strategist and Executive Coach at BPI Strategy Group, and the author of the highly acclaimed book “Getting Back to Basics, Effective Marketing Strategies to Grow Your Business in Today’s Brutal Economy”.

All Behavior Has A Positive Intention

All Behavior Has A Positive Intention

Emma Sargent
Emma Sargent

Have you ever found yourself in the middle of doing something – you’re having a bit of a struggle – and you suddenly remember something (yes, I know, two ‘somethings’ – vocabulary shortfall) that, if you’d remembered it earlier, you’d never have had to struggle in the first place? Now, I’m not talking about IKEA and assembly instructions; I’m talking about something (that’s three!) that happened to me the other day.

There I was running a workshop with the senior managers in one of our lovely client’s businesses. They’re a smashing lot and technically highly competent, but I was getting a tad frustrated.

You see, the reason that I was there was to start the process of building them up to the point where they can take the reins of the business so that our clients, if they so choose, can move on to other things. And that involves asking them to step up to the mark as leaders of the people in the business.

Trouble is, and I know they won’t mind me saying this, the owners have somewhat molly coddled their team over the years. They’re such lovely people and they’ve done pretty much everything they can to make things good for their staff. It’s a bit like walking into a family get together with an absolutely wonderful Mum and Dad.

But, as all we parents know, there comes a time when the kids have to leave and make their own way in the world.

So, whilst I was being highly enthusiastic about the opportunities that are going to be coming this team’s way in the new world, they appeared to be slightly less than motivated. When we talked about the need to become more proactive as leaders and start doing the things that good leaders do, like sitting down and having meaningful conversations with the members of their teams, I am met with the cry, ‘Good idea, but we just don’t have time.’

When we talked about getting themselves and their teams more informed about the progress and direction of the business, ‘They don’t want to know about that’, is the response that I got.

Now you and I know that if something (that’s four) is important enough, we will make sure that we do it. Unless…

We are lacking in confidence; we are frightened; we don’t think we have the skill to do it; we’re worried about what other people might say; we’ve never done anything like it before and we don’t like NEW; and we don’t like CHANGE. And that, my friends, is exactly the issue I discovered here.

And I discovered it because it was then that I remembered…and the memory dispelled my frustration.

I remembered that (and anyone of you reading this who has any background or knowledge of NLP, will know exactly what I am going to say)…

‘All behaviour has a positive intention’

Everything we do has, lying behind it, an intention that is entirely positive for us otherwise we wouldn’t do it! Sure, sometimes it’s difficult to work out what it is but it’ll be there, mark my words.

And what can we do with this knowledge?

We can apply it to ourselves:

  • What’s in it for me by NOT doing some of the things that I know you need to do to drive my business or career forward?
  • What’s in it for me when I procrastinate?
  • What’s the positive intention that lies behind me not putting my head above the parapet and telling the world to take notice?

I could go on…

We can apply it to anyone in our life – partners, friends, colleagues, customers and clients.

  • What’s in it for them when they do the things that they do or don’t do?

And if I may ask one thing of you…

When you next meet behaviour that triggers a less than positive response in you, take a moment to pause before you react and find out what lies behind it. It’s time well spent.

And so, I get where those managers are coming from. I’m just glad that I remembered in time.

 

 

Emma Sargent is a Founder and Director of the Extraordinary Coaching Company and helps experts to create the life they want with a business about what they know and need to share to the world

How to Change Your Behaviour

How to Change Your Behaviour

Emma Sargent
Emma Sargent

It’s no joke the stuff we do that gets in the way of our success. We see it all the time with our clients – how small things can stop us really achieving what we want.

Have you got any habits that get in your way?

You know the type of thing – spending too much time on Facebook, getting distracted, managing your time poorly. What moi?!

Well, if that’s you, read on….I learnt something the other day that is CRUCIAL to changing habits and making the change stick. It’s a really easy tip to follow if you want to learn how to change your behaviour.

This technique is so simple, you will love it; and it is based on research from NASA so it comes with great credentials.

The NASA research was on how astronauts would deal with zero gravity – of course one of the side effects of zero gravity is that you spin around and go upside down. So some of the astronauts in training were required to wear goggles that flipped their vision upside down. They had to wear the goggles constantly for 30 days.

Something amazing happened…. At between 25 and 30 days the astronauts’ brains flipped their vision the right way up again. New neural pathways had been developed so that they could see ‘properly’. Annoyingly for them, it then took another 25-30 days for their brains to flip their vision around again once they had stopped wearing the goggles, which must have been horrible.

Here’s the even more amazing part, and the bit that is CRUCIAL if you want your brain to develop new neural pathways to help you function differently…

In a slightly different experiment, the astronauts removed the goggles for 24 hours on Day 15. When did their new neural pathways develop? 25-30 days AFTER day 15. In other words, they had to start the whole thing again.

What does this mean for us?

It means that to really develop a new habit you need to focus on it for 30 consecutive days. Yes, it takes 30 days to reprogramme your unconscious mind. Just breaking that new habit once – yes, just once – puts you right back to the beginning.

So when you want to do something differently, focus on it EVERY DAY for 30 DAYS without a single day off – even just visualizing the new behaviour can work.

ACTION: What behaviour do YOU want to change?

Try something that will just take 15 minutes per day.

Choose something that will be useful to your business like writing a blog post, creating some marketing copy, listening to a guided meditation, analyzing figures (choose ONE!)

Be specific and realistic, make a plan and do it every day for 30 days.

After 30 days you will have developed new neural pathways that make that behaviour habitual.

 

Emma Sargent is a Founder and Director of the Extraordinary Coaching Company and helps experts to create the life they want with a business about what they know and need to share to the world.

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