Sales & Marketing | Tips From Randy Crane

Presently, people see or hear roughly 5,000 ads a day.

So how do you get your business to stand out in this crowded world?

In a recent conversation, we had the privilege of delving into the intricate dance of sales and marketing with seasoned expert Randy Crane, The Fearless Marketer. The conversation pivoted around the undeniable truth that relationships are the beating heart of any successful business strategy. In a market saturated with competitors, the distinguishing factor often boils down to how well a business understands and connects with its customers. It's a dimension of business that, when executed with finesse, can lead to remarkable growth and customer loyalty.

Listen to this episode below, find Small Business Pivots here, or keep reading about this episode below the graphic…

Sustainable Small Business Success

With his four decades of leadership in sales and marketing, Randy Crane shares that empathy and a genuine desire to serve are not just nice-to-haves but crucial for sustainable business success. He highlights the shift from a transactional mindset to one of creating value, where understanding the customer's needs and desires becomes paramount. The philosophy here is simple yet profound: it is not merely about the product or service being sold, but about the human connection that's being nurtured in the process.

The Customer Experience

The concept of giving before taking was a recurring theme throughout the episode. Randy stresses the importance of providing value to customers beyond the scope of immediate business gains. This could manifest in various forms—a piece of advice, a helpful referral, or even just a listening ear. By focusing on what the customer values, not just on what we think they should value, we open up the pathway to trust. Trust, after all, is the foundation upon which lasting business relationships are built.

The Sales Process

Another key takeaway from the episode was the idea that sales should not be a rush to close a deal but rather a journey towards understanding and meeting customer needs. Randy shares his personal strategy of approaching sales with a three-day close, allowing for genuine engagement and value delivery before ever talking numbers. This method not only allows for a deeper understanding of the customer but also positions the salesperson as a trusted advisor rather than just another vendor.

As we delved further into the conversation, the significance of the 'why' behind a business became clear. Drawing inspiration from Simon Sinek's "Start With Why," the episode emphasized the transformative power of aligning business actions with a purpose that goes beyond financial gain. When a business operates from a place of purpose, the connection with customers becomes more meaningful, leading to a more passionate and committed clientele.

Finally, Randy shared insights on the pitfalls of one-size-fits-all strategies and the dangers of a quick-fix mentality, especially in the realm of social media marketing. A tailored approach, grounded in a deep understanding of one's unique customer base, is the key to creating effective sales and marketing strategies.

Conclusion For Small Business Growth Through Marketing & Sales

As we conclude, the message is unmistakable: the road to business growth is paved with the stones of empathy, service, and genuine relationships. Randy's expertise serves as a clarion call for small business owners to infuse their operations with these principles, transforming their approach to sales and marketing for the better.

Remember, it's not enough to listen to wisdom; one must act on it. So, embrace the challenge from our coaches' corner: find one thing of value to give in every conversation, and let your business thrive on the power of giving. And for a deeper dive into the essence of relationship-driven business strategies, "The Go-Giver" by Bob Berg and John David Mann is a highly recommended read.

The podcast episode is on Apple, Spotify, or other popular platforms.

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ARE YOU READY TO TAKE YOUR COMPANY TO THE NEXT LEVEL?

If so, schedule a call today with the premier small business coach. We’re ready to help you put in place the habits today that will unlock a lifetime of success tomorrow.

Click Here if you are wondering how much a business coach costs.

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Sales Success | Tips from Joe Rockey

The roadmap for business success!

Learn how to replace your outdated sales system and delegation processes to create a business that can work without you!

In a recent podcast hosted by Michael D Morrison, our guest, Joe Rockey, the entrepreneurial guru and force behind Elite Business Conversations, laid out a transformative roadmap for business owners aiming to establish a self-sustaining business legacy and drive exponential sales and business growth. Throughout the episode, the emphasis was on fostering emotional connections with customers and strategically delegating tasks to achieve business autonomy, ultimately leading to increased sales and scalable business expansion.

Listen to this episode below, find Small Business Pivots here, or keep reading about this episode below the graphic…

Driving Sales and Business Growth

Joe Rockey's journey from overcoming recession challenges to his current status as a master coach exemplifies resilience and strategic foresight, key components for driving sales and business growth. He shed light on the critical role of sales in business success and how personal experiences shape an entrepreneur's sales approach and overall business management strategy. The podcast explored the three pillars of a thriving company—marketing, sales, and operations—and emphasized the importance of adopting different mindsets for each pillar to drive sales and spur business growth.

A notable aspect of the discussion focused on the misunderstood concept of delegation. Michael introduced the delegation quadrant, a vital tool empowering business owners to identify tasks for delegation based on their preferences and skill levels, thereby freeing up time to focus on sales and strategic growth initiatives.

Sales Strategy For Small Business Growth

The conversation also delved into sales strategies and relationship-building techniques essential for small business growth. Joe Rockey shared his experiences in real estate and highlighted the significance of authentic connections in driving sales and fostering business growth. They discussed the inadequacy of outdated sales methods that prioritize transactional interactions over relationship-building, stressing the need to adapt to contemporary business dynamics for sustained sales and business growth.

Building Sales Relationships

Furthermore, they explored the importance of vulnerability in building sales relationships, emphasizing the value of genuine interactions in understanding and meeting customer needs, a crucial aspect for driving sales and business growth.

Conclusion For Business Growth

The episode concluded by underscoring the power of introspective exercises in mastering sales conversations and driving business growth. Joe shared visualization techniques to enhance confidence and adaptability in sales interactions, and highlighted the resources available through Elite Business Conversations and Casino Sales Master for continuous learning and business growth acceleration.

In summary, the podcast episode served as an insightful exploration of how emotional intelligence, strategic delegation, and effective sales techniques can fuel business growth and ensure long-term success in today's competitive market landscape.

With these strategies, you're well on your way to building a successful business and a wealthy empire.

The podcast episode is on Apple, Spotify, or other popular platforms.

👉 Don’t forget to subscribe to the show and leave a review. 👈

ARE YOU READY TO TAKE YOUR COMPANY TO THE NEXT LEVEL?

If so, schedule a call today with the premier small business coach. We’re ready to help you put in place the habits today that will unlock a lifetime of success tomorrow.

Click Here if you are wondering how much a business coach costs.

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What a CRM is and Why Your Business Needs One to Succeed

Let’s demystify the concept of CRM (Customer Relationship Management) and explore how it can power sales, marketing, and business growth for small business owners. As entrepreneurs who are bootstrapping their businesses, understanding how CRM works and its benefits for your sales and marketing strategies is crucial. So, let's dive in!

What is a CRM?

CRM stands for Customer Relationship Management. At its core, CRM is a software system that helps businesses manage and nurture their customer relationships throughout their journey. It allows businesses to efficiently store customer information, track sales opportunities, manage marketing campaigns, and more.

How a CRM Works:

Centralize and Manage Customer Information:

CRM provides a unified database where you can store all your customer data. From basic contact details to purchase history, CRM gives you a holistic view of each customer, ensuring personalized interactions and improved customer service.

Track Sales Opportunities and Manage Pipelines:

CRM allows you to track your sales opportunities, from initial contact to closing the deal. With features such as pipeline management, you can effectively monitor your sales team's progress, identify bottlenecks, and make data-driven decisions.

Manage Marketing Campaigns and Automation:

From targeted email campaigns to automated follow-ups, CRM empowers your marketing efforts. By leveraging customer data stored in CRM, you can segment your audience, send personalized messages, and track campaign performance for better ROI.

Seamless Integration with Other Tools and Systems:

CRM integrates with various tools and systems you already use, such as email marketing platforms, social media, and customer support software. This integration streamlines data flow, improves collaboration, and enhances overall efficiency.

Empowering Sales with CRM:

With CRM, sales teams can:

Centralize customer data for better insights and enhanced customer experiences.

Streamline sales processes, saving time and effort.

Improve lead management, ensuring no opportunity falls through the cracks.

Enhancing Marketing with CRM

For marketers, CRM enables:

Targeted marketing campaigns based on customer data, increasing conversion rates.

Tracking and measuring marketing performance, enabling data-driven decisions.

Personalizing customer interactions, nurturing relationships, and improving engagement.

Driving Business Growth with CRM

The benefits of CRM for business growth include:

Strengthening customer relationships, leading to increased loyalty and customer retention.

Identifying and capitalizing on cross-selling and upselling opportunities.

Enhancing customer service and satisfaction, resulting in positive word-of-mouth and referrals.

Choosing the Right CRM Solution:

When selecting a CRM solution, consider:

Your specific business needs and objectives.

Scalability and flexibility of the CRM platform.

Ease of use and the availability of training and support.

Integration capabilities with existing systems.

Pricing structure and affordability.

Understanding how a CRM is a game changer for Small Businesses:

For small business owners, CRM offers unique advantages that can level the playing field with larger competitors. Here are some key aspects to consider:

Cost-Efficiency:

Many small businesses have limited budgets, and investing in expensive CRM software may seem intimidating. However, there are affordable CRM solutions available that cater specifically to the needs of small businesses. These solutions often offer flexible pricing models, allowing you to pay as you grow.

Customization and Scalability:

Small businesses have unique requirements, and CRM systems acknowledge that. Look for a CRM solution that allows you to customize fields, workflows, and reports to align with your specific processes. Additionally, scalability is essential as your business expands. Ensure that the CRM platform can accommodate the growth of your customer base and team.

Ease of Use:

As a small business owner, you may not have a dedicated IT department to handle complex software implementation. Look for a user-friendly CRM system that is intuitive and easy to navigate. Avoid solutions that require extensive technical expertise or significant training for your team to get started.

Mobile Accessibility:

In today's digital landscape, having access to your CRM system on the go is essential. Look for CRM platforms that offer mobile apps or are optimized for mobile browsing. This feature allows you to access customer information, manage leads, and stay connected to your business even when you're away from the office.

Integration Possibilities:

Your business likely already uses various software tools like email clients, project management platforms, or accounting software. Ensure that the CRM system you choose integrates seamlessly with these existing tools. This integration minimizes data silos and ensures a smooth flow of information across different applications.

Support and Training:

While CRM systems are designed to be user-friendly, it's always helpful to have access to support resources and training materials. Look for CRM providers that offer comprehensive documentation, video tutorials, and responsive customer support. Having reliable support ensures that you can maximize the value of your CRM investment and troubleshoot any issues that may arise.

By considering these aspects, small business owners can choose a CRM solution that aligns with their unique needs, providing all the necessary tools to boost sales, streamline marketing efforts, and foster business growth.

Conclusion:

CRM is not just for large enterprises. Small business owners can leverage the power of CRM to manage their customer relationships, streamline sales and marketing, and achieve significant growth. With the right CRM solution tailored to their specific needs, small businesses can level the playing field and compete effectively in today's market.

Remember, your path to success starts with embracing the power of CRM.

If you're ready to explore CRM solutions tailored to your business needs, contact our team today for a personalized consultation.

Want a small business coach to help you build a profitable business that can run without you? Click Here.

If you are ready to talk to one of the top-rated small business coaches centrally located in Oklahoma City, Oklahoma, in the United States, CLICK HERE to chat or CLICK HERE to call us at 405-919-9990 today!

10 Ways to Increase Sales During Business Development

You have started your business, and now it's time to hit the ground running! Those initial sales will be vital to growing your business—but what are the best ways to get there?

Of course, we want to do anything and everything to bring in sales. But on a finite amount of time and energy, you'll want to focus on what is the most effective.

Sales are about a relationship with the customer. By using these strategies, you can increase sales and build a customer base that will last.

1. Understand Your Customer

It may seem basic, but you need to know who your customer is. Ask yourself questions about your potential customers:

• What is their pain point?

• What will motivate them to buy?

• How will they find you?

• What do they need to make a decision?

By answering these questions and anything else relevant to your industry, you can make sure that your customers will be receptive to your messaging. Use this information to your advantage.

When you identify your customer, you can also clarify who isn't your customer. Don't focus on these—move on. They are not your customers, and you should not waste your resources on chasing them.  

2. Identify What Sets You Apart

With a quick search, customers can find almost anything online. Why should they choose you?

You should be very clear about what sets you apart from your competition—and be able to articulate it. From your website to sales calls, you want your customers to know who you are and why you are different.

Spend some time learning about your competitors. What are their weaknesses? Figure out how to turn their weaknesses into your strengths.

3. Put the Customer at Ease

The customer is investing in you. The more you can put their minds at ease, the more quickly you can turn a "maybe" into a "yes."

If you have customer testimonials or reviews, use them. Develop case studies or success stories. You want your customers to see that "other people have been in their shoes," and you were able to help solve a problem.

Assure your customers that they will be satisfied with your product and service. If you offer a guarantee or refund, make sure the customer knows it. It shows that you stand by your products.

4. Ask Questions

...and listen. The more you know about the customer, the more you will be able to position yourself and the value you bring.

Often, salespeople get caught up in wanting to show every detail and how every problem can be solved... without listening to the customers and the specific problem. By asking the right questions, you can show how you are the solution.

5. Share Information and Content

You may find that you don't want to "give away too much," but information is everything in today's world. The more accessible you can make yourself and your brand, the more the customers will feel like they know you.

Your digital marketing strategy should include both content marketing and social media. Meet your customers where they are, and provide them with material that they will find useful. Allow them to engage with you—and embrace it.

All of this is about building the relationship and positioning yourself in the marketplace.

6. Assume You Have Won the Business

You will want to frame your questions as if the sale has already happened. Don't ask if they would like to buy your product or service, but how they see themselves using it.  

Assume your prospective customers have done some research in advance. Unless you used cold calling, the customer likely has already been on your website or done some initial digging. They made a choice to continue looking at you as a solution.

By assuming you have already won the business in your conversations, it shows your confidence in the sale and helps to build the relationship.

7. Be Prepared to Overcome Objections

Now comes the tricky part of the sales process: overcoming objections. Customers always want it all: the best price, the best quality, and the best service.  

The more prepared you are to answer the objections, the more you can increase your sales. If you get stuck, you may find yourself losing a lot of potential business.  

Instead of being frustrated by objections, think of them as a request for more information. The more you know about the reasoning behind the objection, the better you can address them.

Here are some examples of common objections.

Example #1: Too Expensive

An objection to cost is where you will need to convince the customer of your value. If you have an ROI example, share that information. Or make the customer aware of the high quality of service that will be received.

It helps to dig into the objection of "too expensive." Expensive compared to what? Sometimes customers throw cost out there in the hopes of negotiating, so press the customers on what "too expensive" means to them.

Example #2: Product/Service Doesn't Meet Needs

You want your customers to see themselves with your product/service. This is where the "assume the sale" strategy comes into play and also "ask questions and listen."

Sometimes, customers may not think the product/service meets their needs, but they have not articulated their pain points well or need you to clarify what you can offer as a solution. Provide examples from other customers that have been in similar situations.

Example #3: Unsure of Change

People don't like change, and perhaps your prospective customers are hesitant to make a change. If the investment is a large one, they may be even more reluctant.

Here is where you can point to success stories from other customers or reviews. Help the prospect see that other satisfied customers made the change, and they saw an improvement and results.

Example #4: Unsure of the Relationship

This is a nice way of saying "lack of trust." Maybe the customer is not familiar with your company and your brand. Maybe this is where your competitors have an advantage.

This is also where testimonials and reviews can help, but you will also want to establish yourself as an authority. The content that you share as part of your digital marketing strategy should help you here. You want the customer to trust that you know the industry and can deliver.

Example #5: Lack of Urgency

Timing is always an issue, and the customer may not see a need for a purchase right now.

You can attempt to force more interest with promotions or limited time offers to make a deal seem too good to pass up. You'll want to do this in such a way that you don't devalue your brand too much.

The information that you learn about your customer may also help you identify certain patterns or cycles to your sales. Are customers more likely to buy at a specific time of year (as an example)?

Ultimately, you want to have a good follow-up process in place so that if "not now, maybe later" comes up, you can catch the customers when they are ready to buy. Whether it is email campaigns or phone calls, you want to be sure you are on their minds.

8. Push for a Decision

One of the worst things for a sale is indecision. You may be spinning your wheels on a "maybe."

Keep asking questions, and try to force a decision out of the customer. Even if the answer is "no," then at least you can move on with life.

You don't have to directly ask, "Are you going to buy?" Instead, you can ask, "Are you ready to make a decision?" If not, you need to figure out what other information you need to provide or determine if the customer will be stuck in indecision forever.

9. Never Over-Promise

The phrase "over-promise and under-deliver"? It probably goes without saying: don't do that.

In selling yourself, you need to ensure that you can deliver on what is promised. Better yet—you want to exceed the customer's expectations.

Unhappy customers will lead to refunds, bad reviews, and short relationships. None of these will lead to growth in your business.

10. Have Your Negotiation Skills Ready

Your customer is ready for "The Close." Some salespeople thrive on the art of negotiation, while others shy away from it.

The best thing you can be is prepared. Continue to ask questions throughout the negotiation process and be patient. Try to get the customer to commit to a timeline to close.

When customers have decided to buy, they have formed some attachment to what is being sold. They can see themselves using the product or service. Use this to your advantage without pushing too hard.

Use These Strategies to Increase Sales

Now that you have some strategies to grow your business, you can set some goals for sales. Your plan for success will depend on implementing the sales strategies that make the most sense for your company.

Are you ready to put your plan into action and increase sales? Book a discovery call with Michael Morrison today.