Conversion is the key to cashflow!

In the business world, a lot of people focus on marketing and sales, they need more leads, inquiries and sales, but none of their leads converts to sales. But we can’t deny the fact that conversion is the key to cashflow! And everything comes from conversion.

Some businesses may need more leads and inquiries but they have to know what to say and what to do. There are so many moving parts in the business these days and writing the right email, saying the right words on the phone and in a meeting, having the right mindset and level of confidence are very critical in order to get those buying clients.

The common challenge of businesses right now is that their people don’t know how to do the essentials properly. We are now living in a world where people don’t know how to communicate, complete back office tasks, do marketing and sales, attend to customer needs, and are being forced to have multiple personalities. This being said, we can safely say that it is not the lack of motivation that is becoming the issue but the lack of skills.

Trevor Russel developed himself a process called “The 7 Points Sales Growth Audit” that helped a lot of business owners and his clients.


Don’t miss out and get access to his FREE SKYROCKET YOUR BUSINESS AND SALES training now!

A lawyer who only focuses on legal services and cases before are now forced to learn how to do marketing and sales. And this is because of the evolution of the world of entrepreneurs.

Proper communication with your prospects is crucial to convert them to buying customers. What you say and do is very important. There may have some scripts that you can use to converse with your audience, but nothing beats experience. It is very important that you have tried and have done the things that are needed to interact with customers before you can clearly communicate with them and get them hooked.

Watch this video by Trevor Russel as he talk about How to Outdo Ourselves to Make Better Progress.

Marry good marketing with good skill and motivation – sales revenue, customer acquisition will catapult because marketing brings them to the door, good modern consulting and sales brings them through the door.

If it feels to be uncomfortable and difficult to do, it probably is the one thing that you are meant to be doing.

If you are into podcasts, don’t forget to visit this episode of Reenergize Our Business by Joanna Zhang too.

WHY SALES CAN BE EASY?

Why sales can be easy

As I was saying, here I was, sitting with Gabby. An expert in driving buying customers to her clients’ websites.

As we chatted, she jumped in and said… “Hey Trevor, did I tell you I’m now fully booked with clients and I’m getting paid my ideal monthly fees. How good is that!”

Gabby shared how overwhelmed and consumed she was by fear and doubt at the thought of selling and prospecting for new clients. But her need to get customers HAD BECOME A MUST! 

Gabby is now at 100% conversion and fully booked up. 

How does she do it and WHY CAN SALES BE EASY, WHEN YOU KNOW WHAT YOU’RE DOING?

1.Decide! To learn how to drive the sales vehicle.

The number one reason why Gabby is now engaging clients is she woke up. She needed to develop sales skills. Let’s face it, hunger can be a great motivator!

Her reason ‘why’ became bigger than her fears that had kept her stagnant in struggle and frustration.

That’s what fear does. It keeps us ‘safe’ from dangers that don’t exist.

  • If you want to know the cure to lower your fear in business – it’s to upskill!
  • Never learned to drive? Get in a car alone and you’re petrified.
  • Get driving lessons from a professional and with practice and support, within 3 months you are a competent driver. Your fear levels? Low to non-existent.

2. Drive your mind: take charge of your fears.

Wake up! Be aware of what goes on in your mind.

Become aware of what goes on in that space between your ears! I call these negative thoughts ‘the voice that is the killer of my dreams’.

Some disempowering, stop you from taking action, thoughts:

  • I don’t have time to learn how to sell.
  • It will be too expensive to hire a sales trainer
  • It’s just too hard! I’ll keep winging it
  • But I’m so busy! I have this and this and this to do
  • A 2 out of 10 conversion, we are happy with that KPI
  • I’m scared.  Where do I even start?
  • If I keep doing marketing it will eventually lead to sales
  • We’re okay. We don’t need to do all of that
  • Sales & selling all sounds sleazy and pushy to me
  • We are professionals, we don’t entertain the ‘sales thing’
  • We are okay with a 5% gross profit result
  • I’m afraid to sell because what if I get rejected!
  • I need to make that call. Hey, I better go make lunch!

If you’re happy and jumping out of bed enthused about your business every day because of the paying customers and successful sales revenues – then congratulations! You’re sorted!

But if you are constantly worried and concerned about how to get clients through your door and get sales set up and flourishing – take note!

Grab a coffee and take a seat. Take a moment to do an audit on what thoughts you’re having and if they are stopping you from moving forward?

Gabby did exactly that. Before seeking help, she acknowledged that her perception of sales and selling was a fear of rejection. After seeking help, her attitude is to reach out to companies and explore if she can provide the service and value they want and need.

Maybe she can help, maybe she can’t – but she is open to communication.

Deciding to drive your mindset past your fears and doubts is exactly what Gabby did.

But she had a big reason why!

3. Get a big reason why: you want to learn to sell

Gabby arrived at a point where she was so desperate that she considered quitting her dream business. She needed to learn how to drive her sales care or risk losing everything she had worked so hard for.

What could be your big reason why?

  • I’m sick of being controlled by fear.
  • I want to help more people and be paid my worth.
  • I want to build a thriving successful career or business.
  • By building sales revenue, I can do all the things I want to do in my life.
  • Being able to engage in happy buying clients and make sales means I can help more people.
  • I can give my family the lifestyle they deserve.

You need to acknowledge your reason why you want to be paid your worth, achieve your sales targets, and really know how to engage your customers.

4. Want an ROI and result: for learning to drive the sales vehicle

One great thing about sales and marketing is that they can be measured!

When Gabby approached me for help, I asked her what did she want?

She provided me with her ideal monthly sales revenue figure, and we broke that down by the number of clients.

We set a plan, so my training cost was realistic % of what her ideal sales growth target was.

Now my training was an investment for her business. Now she has the life-long key skills to know how to drive her sales vehicle effectively.

5. Learn the skill: sales and selling

Learning these skills is just like learning how to drive. We start off by learning the basics – how to start the engine and put the car into drive. Learning how to sell with skill involves a set of steps and processes.

Gabby learnt the ‘7 Point Sales Growth Success System’:

P1.    BUILDING NEW FOUNDATIONS FOR SUCCESS
Upgrade her perception of sales and self-worth
Get clear on the goal, ideal sales revenue figure.

P2.    CATCHING CUSTOMERS
Who are her clients?
Where are they? 

P3.    CONNECTING 
How to reach out them to them
Connect to get a conversation going

P4.    CONVERTING
Structured selling skills so she can speak and explore what the client needs
Provide value-based solutions 
Present ideal outcomes and results for the client
Ask to proceed and go to the proposal

P5.     POWER PROPOSALS
Present a client-focused proposal

P6.      FOLLOW UP AND ENROL
Follow up and walk through and confirm the proposal

P7.      GET THE BUSINESS
Get the yes to commence.
Say thank you and start on the work.

Gabby now has a road map with a set of driving skills which include knowing how
To write attention-grabbing emails.
Communicating effectively with clients on the phone.
Skilled and follows a sales conversion script process.
Engaging proposals and all the little secret steps that only a skilled driver knows!

6. Be held accountable: keep driving

Let’s face it – if anything is uncomfortable and challenging, we want to give up.

Without someone alongside offering encouragement and support, when we want to stop our journey. We will always struggle.

Why do companies have sales managers and CEOs?To keep the company on track and driving!

If you want to learn how to drive the sales vehicle, you need to have a sales coach, trainer, and driving instructor work alongside you to motivate you!

Gabby had me by her side to keep her on track for several months until she was confident to jump into the car and drive herself!

I continue to have driving mentors and a strong network to hold me accountable. They provide encouragement and knowledge to allow me to see past my primal fears.

My big reason why? I want to have a successful business and life.

Which is what Gabby wanted, and achieved. And you can too.

7. Keep driving: to your destination until it’s reached

Gabby kept driving. She practiced the script and followed my instructions.

I get it. People are busy.

However, what Gabby did was find her reason why. Gabby also found someone to support her and guide her through her journey.

Metaphorically, she picked up my book and read a bit every day.

Imagine what could be possible for you if you decided to just own it and upgrade you and the team’s sales and business developing driving skills?

What could it allow you to do?

How would all the working parts of your job, business, and clients benefit?
With happier buying customers and sales revenue and be in extra-ordinary profit.

How would you feel on a Friday afternoon sitting down after a big week and knowing everything is paid and the team is thriving, and more buying customers have come in that you can almost be handed. What would that be like?

With skills to know how to turn up or down when eve you want?

Back to Gabby, with her taking a step at a time, bit by bit she began to improve. Her reason why drove her to success.

She then looked at her dashboard and her number of clients and her bank account.

Google Voice: ‘YOU HAVE ARRIVED AT YOUR DECISION’.

Gabby has a new set of skills and with a few changes, she is now building a thriving digital marketing business. She is proof that it is possible to make the money you want!

To work with the clients, you want!

If she can succeed, so can you! It’s a skill anyone can learn.

I learnt this skill myself and now teach others how to sell with confidence.

If you’re all ok in this area, great! But if you have some questions running through your mind. Such as I think I should look at this? Then do so and it’s so easy.

Which starts with a chat. If you go to my contact page and send me a message or email me. We schedule a suitable time and go through a simple process to find out if and where a tune-up could help you drive up sales.

I assure you it’s a very easy and enjoyable, opportunity expanding process. And for many the beginning of extremely empowering change. 

Or as another option, you can learn all that Gabby learnt in this program. How Digital Marketers Get Loads Of Happy Buying Customers. And this process works the same for any person or business who wants to get more customers and grow sales. 

https://www.udemy.com/course/how-to-sell-make-money-sales-mastery/?instructorPreviewMode=guest

There are always loads of gold living in you and your business, you just need to know where to dig and go dig it up. 

Trevor 

TUESDAY TUNE-UP WITH TREVOR

Trevor Russell 
Sales Growth Strategist | Trainer | Consultant | Coach 

https://www.resultsacademy.com.au/connect/

HOW TO CLOSE THE SALE

HOW TO CLOSE THE SALE

While I don’t like the word, close. I prefer the word, enroll. How to enroll a prospect into being a happy buying customer or client. 

So what can you do to close the sale? To enroll lots of happy buying customers and clients, with all the skills and confidence to do so every day.

Well, it’s simple actually. But not easy. It’s simple to go to the gym every 3 days to keep fit. But not easy for people. 

Sales and selling and closing the sale is a skill that with some focus and effort can be learned and if you’re already good but want to improve, is so very possible. Ill show you how. 

For the respect of your time and want to get a quick solution to how to close sales and get paid from customers for your hard work. I’m going to share a story with you. 

HOW MARY THE BOOKKEEPER LEARN TO SELL WITH SKILL AND CLOSE SALES.

I trained Mary and helped her business her own 7 POINT, SALES GROWTH SYSTEM. Like driving a car, you can learn to drive sales growth. This is what we did.

Mary has a bookkeeping business. After conducting my Business Review and Growth Planning Strategy Session I do with prospective clients. Which you will learn in Pillar 4. The Consult And Enrol A Client Process.

Mary’s strengths and then the gaps we needed to fill in sales growth skills and systems which would then give her the confidence and ability to achieve your targets, results, and goals. To close sales and enroll clients became apparent. 

Pillar 1

Extra-ordinary

Rating 1 to 3 Ideal

 

Mindset management, past FEAR

1-Poor -High fear due to sals skills gaps 

 

Goals and sales targets

3-Ideal -Clear business goals and targets

 

Care Factor, being the Example1

2-Cares, response time could be better

Pillar 2

Catching Customers

 

 

Best 3 ponds to fish

3 – Good network, social club, expos

 

Is she fishing, marketing

3 – Yes highly active and out meeting

 

Merging tech with talk

1 – Poor, no online marketing

Pillar 3

Activity Train

 

 

Do the activity (5 x 5)

1 – Poor, no calling, asking to meet

 

Connect to speak and meet

1.5 – Low, connecting to enroll/sell

 

Schedule and confirm

1.5 – Low, committed to meet to sell

Pillar 4

Consult to enroll a client confidently

 

 

Meet and convert confidently

1 – Poor, little skill, winging it

 

Agree on needs value pay off

1 – None, doesn’t currently do or know to

 

Ask and agree to buy, next pillar

1 – None, doesn’t currently do or know to

Pillar 5

Proposals Agreements That Convert

 

 

Power Proposals

1 – Not really, more on service, not value

 

Confirms wants and needs of the client

1 – None, doesn’t currently do or know

 

Request and confirms the next steps

1 – None, doesn’t currently do or know to

Pillar 6

Follow Up And Enrol

 

 

You Follow Up

1.5 – Not really, it’s left to chance

 

Clarity and confirm the proposal

1.5 – Somewhat, if it comes up

 

Adjust and agreements

1.5 – Somewhat, if is asked

Pillar 7

Get the business, deliver on your promise

 

 

Say Thank You!

2 – Is good at welcoming client

 

Doe the work and deliver

3 – Very good at what they do

 

Be memorable

2 – Good, work on response times

In summary. Mary had some skills gaps in how to sell. Which is so common. And proactively attracting and leading a prospect to engage and employ their services is poor to average.

Which the needs and results Mary wanted if she was to employ my services was to:

  • Have much more skill and confidence to follow up leads and prospects.
  • Be able to have them say yes to employing Mary and her team’s services.
  • How to have a meeting with new and current clients to confidently enroll them.
  • Be able to confidently meet with current clients and present other services with the intention to increase sales revenue and be of greater service to her valued customers.
  • To grow the practice revenue from $13,000 to $25,000 so her husband, Lewis, could leave the tools as a builder, due to the toll it had taken on his body all these years.
  • To give them and her team a better quality of life overall.

We went to work and Mary invested the time and money and we trained her and she applies what we show her how to do to achieve her goals and targets.

Where she achieved in just over 6 growing from a $13,000 a month in gross sales turnover. To over $38,000 per month, on month… in gross sales revenue growth. Now, that’s worth celebrating!

Mary learnt to sell and close the sale. Which if you want to know how to close the sale and have the confidence to know how to connect and convert leads to happy buying customers.

You can learn all of this and more in IWANT CUSTOMERS, SALES, AND MONEY TODAY. 

If I can be of any help, just let me know. Always here to serve and support you on your quest to solve problems and achieve your goals and dreams. 

Success and happiness to you, 

Trevor Russell 

 

 

EVEN LAWYERS NEED TO KNOW

Have you considered this? You went into business or your career role to ‘do your stuff.’ You know, the legal, digital marketing, accounting, house building, coaching, writing mortgages and IT, type stuff. The doing!

But, to DO your stuff, someone needs to be SELLING your stuff. EVEN LAWYERS.

Maybe, just maybe… It’s time to lift up the bonnet and check if a tune-up could help in some areas. Roll up the sleeves with a ‘let’s do this’ attitude. What would you desire?

Renewed inspiration?
A happier, more productive team?
Better flow of happy buying customers?
A lift in sales revenue and cash flow?
A paradigm shift for how to get anyone you want?

Would it be worth overcoming all the brain’s fears and ‘keep you safe’ thoughts such as: I don’t have the time, I don’t like reading, we’re going to be ok, maybe after I go on holiday?

The good news is, if you are open to looking at a few ways to make 2021 a year of hope, new creation, and better results. It might just be worth it.

I hope to speak about what you’ve learnt AFTER YOU HAVE READ THE BOOK.
The good reminders, new skills, and results you’re achieving. HOW EXCITING!

If I can be of any help, I’m just an email or phone call away.

You’ve got this!

Trevor 

TUESDAY TUNE-UP WITH TREVOR

Trevor Russell 
Sales Growth Strategist | Trainer | Consultant | Coach

 https://www.resultsacademy.com.au/connect/