Bite-Sized Business Marketing Seminar Series

Join me at the Milford Bank on March 16th, to learn more about how I help business owners increase sales and profitability while working more efficiently. My training focuses on sales & marketing including plan development, processes, team building, communication, and financial management. ROI Business Advisors have helped businesses grow more than 40% in one year, helping them become million dollar businesses. 

Hope to see you there! 


A Guaranteed Way to Get More Sales (Really!)

Business Marketing Consultant New Haven and Fairfield CT

Would you like a guaranteed way to increase your sales?  The business principle of getting more of what you want by measuring it may be the answer.   As simple as it sounds, if you measure what you want, you will increase your chances of getting it, and will attain it faster than if you did not measure it.   The saying is that you get what you inspect.  As with many business rules, it is the application of this rule that is the key in determining your level of success. 

Sales performance is a good example of how to apply this principle.  It is not just the final results, such as number of sales closed or dollar amount of sales that you need to measure.  You also need to measure your performance in the interim steps to reach those goals, which are the drivers of your sales success.   

There is a five-step process to do so: 

  1. Determine the metrics, i.e. sales drivers, for your business 

  1. Continue your sales activities 

  1. Test and measure your results in each driver over time, versus before starting the strategy (baseline) 

  1. Adjust sales activities as needed 

  1. See how much your sales increase 

Examples of sales drivers for your business may be: 

  • number of members of your target market who you contact 

  • new (unqualified) leads generated 

  • number of (qualified) prospects that progress to the proposal stage 

  • how many proposals you write  

By doing so you will improve your results in both: (A) number of closed sales: & (B) dollar amount of closed sales. 

The reasons for this are not magic.  They are a combination of psychological principles rolled into one strategy.  This works so well that I call this one of the few guarantees in business.  By measuring your performance in sales drivers specific to your business, you are guaranteed to increase sales over the long term, all other factors being equal.  This works because you get what you inspect.   

Start trying this strategy on your business and see how much your sales increase over time.  Why wait?  Start increasing your sales today! 


Mailing Programs-How Many Waves are Enough?

The short answer is – it depends. One thing is for sure, mailing out one piece of mail to 3,000 people is far less effective than mailing out three waves of mail to 1,000 people. You may even need far more than 3 waves per person depending on a number of factors, such as complexity of your offer. Test and measure each wave to learn what your response rate for each, then calculate your ROI to determine how much profit you made from each wave and your overall program.

Using a unique code for their responses will help you determine which wave sold your prospects. If the third wave is the most effective (and is profitable) try another wave and continue to do so until your response rate goes down. Also, it is not necessary to change the mailer every time. Sometimes sending the same mailer multiple times produces better results than changing the mailer. The key is to test and measure. If your mail program continues to be profitable, and you have the marketing dollars available, keep doing it. Have fun with it while you are making a profit. What is better than that?


How Better Activity Makes You More Money

Laws regarding business just cannot be broken, and one of those laws involves the connection between activity and income. The law states that your income is determined by your activity. The better your everyday activity in your work, the more money you will make. Your financial results-profits for business owners and commissions for salespeople, are the best gauge of how good your activity really is. The following describes the three ways to make your activity better.

One way is QUANTITY, increasing the number of times you do something. For a salesperson, that may mean making more telemarketing cold calls to attain more face-to-face appointments. A second is QUALITY, improving how well you execute the strategy. For the telemarketer that may mean improving presentations, asking better questions, and improving the script being used. If your efforts in each of those areas does not improve your results, then change your STRATEGY CHOICE-try a different activity. Perhaps telemarketing is not the way to reach your target market. Try face-to-face cold calling (or as some call it, “Bold calling”.

By making your activities better, you will make more income, probably feel less stress at work, and have more fun. So try it and take Action today!