Get More Sales

success comes in cans

Success comes in Cans, not Can Nots!

Are you comfortable doing sales? Is it a part of your business that you enjoy?

There's a high probability that you answered "No" to both questions. And that's fine. You're not alone on that. Most people will answer no when asked.

Now, just to clarify, I'm talking about real selling - either in person or on the phone - real human to human communication, not sending out email blasts and hoping that you get a reply.

With real person-to-person selling, there's a high chance of getting a lot of 'No's', and that's something that most people have a problem with.

Every no puts another little dent in your armour. Every no you get makes the next call harder than the last one.

Well there is an easier way to sell. If you put our "Builders Profitable Marketing" program to work and implement it in your business, it makes selling easy and often unnecessary.

Builders Profitable Marketing attracts your ideal customers and places you in a position where they know, like and trust you. You become a trusted adviser and expert. It places you above your competition and it helps take you out of the low price game.

Using Builders Profitable Marketing gives you and your business an unfair advantage over your competition. It's a sustainable competitive edge as it can't be easily copied. And when it's done properly, it enables you to increase your prices.

Don't begin by thinking about what you can't do. Start by asking what can I do better... or different?

It's unfortunate, but when I ask a business owner what they do to get customers - most give the same answer - "My customers come through word of mouth".

In other words, most businesses get customers by accident. If they had a deliberate word-of-mouth strategy in place - it would be a good start, but few even know what a deliberate strategy would look like or how it would work.

You can grow your business very quickly by making a few simple changes to your business and your thinking. Actually, most of the gains will come from changing your thinking about your customers and your business.

Many of us look at what our competitors are doing and copy them - we advertise where they advertise, we price our services the same or lower then them and we offer the same services that they do.

If you go down that road, your business becomes a commodity - its the same as all the competition and we end up being judged on price alone. but if you're doing something different, offering more value, becoming a trusted expert - by standing out, your different.

If you an provide something that's unique, more valuable, you've got a different message and give your clients what they really want, you're no longer competing on price.

Doing things differently requires a change of thinking. You'll need to ignore what everyone else does and take a few steps on your own.

Think of it like this. You were once a baby. You crawled on your hands and knees. One day you felt brave enough to pull yourself up on your feet and give walking a try. At the start you wobbled a bit, but pretty soon it felt good and you gained confidence.

It's exactly the same here. You need to give something different a try. Get going with a few small steps and build confidence. Petty soon you'll see big improvements in your business and you'll want to do more. But it starts with taking the first step.

Is Selling Evil

Nothing happens until someone makes a sale!
You're not alone if the very mention of selling brings a shiver...

Many people would rather chew their right arm off, than work in sales or think of themselves as a salesperson. The image you have in your mind right now at the mention of salesperson is probably one of the dodgy second hand car salesman. Fast talking, shifty, can't be trusted - am I right?

The truth is, if you're in business, you're already a salesperson, whether you like it or not. No business can exist without sales. Even charities need sales-people to raise donations. That being the case, you may as well get good at it.

I've heard of sales being described as a "necessary evil". That's a really stupid attitude to take.
You don't have a business without sales. If you have something of value - be it a product or service - that will make someone's life better, happier, more comfortable or solve a problem, then you have an obligation to get that 'thing' to as many people as possible.

On the other hand, if a person has got no morals, a product or service that's rubbish and they only want to scam or take advantage of people - then in that case - selling is evil.

But I trust that you're the honest type that only wants to do good - right?

Marketing is the fastest route to the sale....

Where the job of marketing was to generate leads and enquiries, the job of sales is now to convert those enquiries into money in the bank. When your marketing is done well, the selling piece is very easy.

Good marketing will have attracted qualified leads, who now know, like and trust you and your business. You will have educated and informed them on how to buy.

The sales job is now to make them an offer and remove the risk of buying from you. Demonstrate that you and your business can be trusted to provide the product or service that they want.

Done properly, selling is not about arm twisting, manipulation or enticing the customer to buy from you. There's no need for high pressure sales. That's as uncomfortable for you as it is for the customer. You won't last long in business by selling using pressure, tricks or manipulation.

Those are the things that makes sales a tough job.

Remember, people like to buy, but they hate to be sold - so no pressure or you'll get resistance. People buy from people that they know, like and trust.

Part of gaining that trust and credibility is also knowing when not to sell, as much as when to sell. Think of it like this, you wouldn't (or shouldn't) sell something to your elderly mother if it wasn't going to be right for her.

Most businesses get a customer to make a sale. Time for a different approach...

Make a sale to get a customer!

This is 180 degrees to what you and your competition do, but trust me.

Almost everyone thinks of a customer as the next transaction. Very few think about the relationship or the possibility of an ongoing relationship...

You've probably heard before that it costs something like five times as much to get a customer as it does to keep one? Actually it's probably a lot more than five times, but lets focus on five for now.

Why is it then that in our own little business worlds, we put some much energy and money into constantly chasing new customers? I think there's two reasons.

The first is that most of us honestly don't know any better. It's the way we've always done things and when we look around at what everyone else does, it's the same. We're a product of our environment - monkey see, monkey do!

The second reason is that many people see money spent on nurturing existing relationships as money or effort wasted. They think that because we already have that customer, the business resources are better spent on getting another new customer. I can see why they think that way...

For many businesses, they think that they can only sell to a customer once in a lifetime. For example the kitchen manufacturer is unlikely to sell a second kitchen to a customer in the next ten years, unless they move. Why would he want to develop a relationship?

That's not only kitchen manufacturers that think that way. Most of our members are guilty before they come and "see the light"

If you think about it, the entire cost of getting a customer is borne by the first transaction. The costs associated with marketing to and converting that person to customer is all absorbed by the first sale. Every transaction with that customer after the first sale is so much more profitable...

So one of the important numbers you should be aware of in your business is the lifetime value of a customer. That means being aware of the potential value of a customer for the duration of your relationship with them.

Ahh, now I can hear you say, "but my business is different". I can only make one sale... I sell kitchens - I can't sell another kitchen to them for 20 years, or I'm a roofer - they won't need me again for a lifetime...

Okay, so they may not need them for a kitchen or roof directly, but what about the possibility that they could send referred business to you - friends, family and co-workers.

​Selling Made Easy

Sales can be a difficult topic, if that's the way you make it!

Are you comfortable doing sales? Is it a part of your business that you enjoy?

There's a high probability that you answered "No" to both questions. And that's fine. You're not alone on that. Most people will answer no when asked.

Now, just to clarify, I'm talking about real selling - either in person or on the phone - real human to human communication, not sending out email blasts and hoping that you get a reply.

With real person-to-person selling, there's a high chance of getting a lot of 'No's', and that's something that most people have a problem with.

Every no puts another little dent in your armour. Every no you get makes the next call harder than the last one.

Well there is an easier way to sell. If you put our "Builders Profitable Marketing" program to work and implement it in your business, it makes selling easy and often unnecessary.

Builders Profitable Marketing attracts your ideal customers and places you in a position where they know, like and trust you. You become a trusted adviser and expert. It places you above your competition and it helps take you out of the low price game.

Using Builders Profitable Marketing gives you and your business an unfair advantage over your competition. It's a sustainable competitive edge as it can't be easily copied. And when it's done properly, it enables you to increase your prices.[/vc_cta][vc_cta h2="Don't begin by thinking about what you can't do. " h4="Start by asking what can I do better... or different?" style="flat" color="white"]It's unfortunate, but when I ask a business owner what they do to get customers - most give the same answer - "My customers come through word of mouth".

In other words, most businesses get customers by accident. If they had a deliberate word-of-mouth strategy in place - it would be a good start, but few even know what a deliberate strategy would look like or how it would work.

You can grow your business very quickly by making a few simple changes to your business and your thinking. Actually, most of the gains will come from changing your thinking about your customers and your business.

Many of us look at what our competitors are doing and copy them - we advertise where they advertise, we price our services the same or lower then them and we offer the same services that they do.

If you go down that road, your business becomes a commodity - its the same as all the competition and we end up being judged on price alone. but if you're doing something different, offering more value, becoming a trusted expert - by standing out, your different.

If you an provide something that's unique, more valuable, you've got a different message and give your clients what they really want, you're no longer competing on price.

Doing things differently requires a change of thinking. You'll need to ignore what everyone else does and take a few steps on your own.

Think of it like this. You were once a baby. You crawled on your hands and knees. One day you felt brave enough to pull yourself up on your feet and give walking a try. At the start you wobbled a bit, but pretty soon it felt good and you gained confidence.

It's exactly the same here. You need to give something different a try. Get going with a few small steps and build confidence. Petty soon you'll see big improvements in your business and you'll want to do more. But it starts with taking the first step.[/vc_cta][vc_cta h2="Is Selling Evil?" h4="Nothing happens until someone makes a sale!" style="flat" color="white"]You're not alone if the very mention of selling brings a shiver...

Many people would rather chew their right arm off, than work in sales or think of themselves as a salesperson. The image you have in your mind right now at the mention of salesperson is probably one of the dodgy second hand car salesman. Fast talking, shifty, can't be trusted - am I right?

The truth is, if you're in business, you're already a salesperson, whether you like it or not. No business can exist without sales. Even charities need sales-people to raise donations. That being the case, you may as well get good at it.

I've heard of sales being described as a "necessary evil". That's a really stupid attitude to take. You don't have a business without sales. If you have something of value - be it a product or service - that will make someone's life better, happier, more comfortable or solve a problem, then you have an obligation to get that 'thing' to as many people as possible.

On the other hand, if a person has got no morals, a product or service that's rubbish and they only want to scam or take advantage of people - then in that case - selling is evil.

But I trust that you're the honest type that only wants to do good - right?[/vc_cta][vc_single_image image="5693" img_size="medium" alignment="center"][vc_column_text]Marketing is the fastest route to the sale....

Where the job of marketing was to generate leads and enquiries, the job of sales is now to convert those enquiries into money in the bank. When your marketing is done well, the selling piece is very easy.

Good marketing will have attracted qualified leads, who now know, like and trust you and your business. You will have educated and informed them on how to buy.

The sales job is now to make them an offer and remove the risk of buying from you. Demonstrate that you and your business can be trusted to provide the product or service that they want.

Done properly, selling is not about arm twisting, manipulation or enticing the customer to buy from you. There's no need for high pressure sales. That's as uncomfortable for you as it is for the customer. You won't last long in business by selling using pressure, tricks or manipulation.

Those are the things that makes sales a tough job.

Remember, people like to buy, but they hate to be sold - so no pressure or you'll get resistance. People buy from people that they know, like and trust.