Two Things You Need to Know to Increase Sales

Sales have not really changed over the years.  The tools have increased and allowed us to be more effective however the principles are the same.  The new tools such as social media, use of CRM, the internet in general, and many others can make you much more efficient, however if you are not following the basic principles you will not get the results that you could be getting.

First you must understand and accept that in making a sale what you are doing is solving your customer’s problem.  In order to solve a problem you must understand what that problem is–duh!  That can be done in numerous ways–research, industry knowledge, and so on–but the most effective way is to ask them.  If it is face-to-face it means not talking, it means asking questions and listening.  I recently had a discussion with a small, in-home candle maker who sold mostly through Amazon.  She wanted to greatly expand her number of accounts so I asked her the question that you should always ask yourself, “Why should a customer carry your candles?”  In response she told me all of the good things that went into her products but she never told me how carrying her candles would benefit the customer.  You must put yourself in the shoes of the customer and understand how purchasing your product or service would benefit them.  It’s not all about you–it’s all about them.

A second way of finding out their problem is educating them–they might not even realize that they have a problem until you educate them to the benefits of the solution.  This can be true with new products on the market.  You must  educate the customer as to the problems created by not changing and by not using your product.  Remember that change is resisted.  The benefit of change must be overwhelming and again it is the benefit of the customer that matters.

The second principle is to create and understand your own sales system.  You must create a system that follows the four functions: lead generation, lead qualification, closing and customer service.  Each should be examined separately and each should be accomplished in the most cost effective manner.  Lead generation is a low-level, often automated, function.  How can we generate the maximum number of leads as inexpensively as possible?  Many companies have their high-paid, top sales people inefficiently performing this entry level task.  Secondly, once we have leads how do we qualify those leads?  What is the matrix of variables that makes a lead qualified and how can we apply that matrix to the leads as efficiently as possible?  This winnowing of the leads creates the pool of leads upon which you focus your attention.  These are the leads towards which investment of resources is directed.  Most companies focus their efforts here in training sales people to close–a function which does require constant attention–however it is just as important to make sure that closers focus their time on qualified leads.  Lastly customer service needs to be treated as a sales function.  The most valuable sales asset in most businesses is their customer list.  A strategy must be implemented to maximize sales from this list.

The mapping of your Sales System allows  you to produce and monitor results from each category and gives you control of the sales process.  The owner should always have at their fingertips the information as to the “numbers” in each of these phases.

Let’s examine and refine your Sales System through an Initial Consultation with one of our Success Partners.  Give us a call today–303 338 9300 to set up your IC!

Patreon Schedule

Patreon Schedule

Visit our Patreon site for more valuable information to help you manage your business.  We put up posts and workshops according to the following schedule.  Note that some of the materials are only available to patrons.

January-February                            Make a Minimum Mandatory % of Profit

Informational Posts 1/1; 1/15; 2/1

Workshop 2/15

March-April                                      Cost Controls

Informational Posts 3/1; 3/15; 4/1

Workshop 4/15

May-June                                         Organizational Structure

Informational Posts 5/1; 5/15; 6/1

Workshop 6/15

July-August                                      Sales

Informational Posts 7/1; 7/15; 8/1

Workshop 8/15

September-October                        Risk Management

Informational Posts 9/1; 9/15; 10/1

Workshop 10/15

November-December                     Have Fun

Informational Posts 11/1; 11/15; 12/1

Workshop 12/15

 

Get Financial Control of your Company with TFG Out-Sourced Accounting

Do you get what you need from your accounting?

Do you have turnover and retention issues in accounting forcing you to constantly retrain?

Does your bookkeeper also have clerical duties and regular interruptions?

Did you know that a leading cause of business failure is a result of lack of financial control?

Are you paying over $2,000 per month for bad information?

What if we told you that there is a better way?  Pricing from $500-$2500 per month!!!!!!

The Fremont Group, a non-profit small business management firm provides their clients with their required bookkeeping for less than the cost of an employee and coordinates the reporting with the needs of the owner.

Do you know how much you will have in the bank on Friday—next Friday—for the next six Fridays?  If not, you don’t have financial control of your company–You could and you should—Are you happy taking that risk?

Do you have AR and AP reports weekly and P&L and Balance Sheets provided monthly? 

Do you know what bills you can pay now and what you should put off so you can make promises that you can keep?

Here is what we do:  Your Accounting Specialist assess your needs and the current state of your accounting.  With you we develop your accounting program.  Each day you scan and email your bills, payments and financial transaction to us daily.  We make the daily entries in you QuickBooks, provide you with a six-week proprietary cash flow forecast, reconcile your bank and credit card statements, and continuously up-date your AR and AP reports.  We also customize other reporting so you are actually in financial control of your company.  We coordinate our work with your payroll company or provide our own so that your payroll checks are ready each payday.

Top Ten Reasons Why Businesses Fail

  1. Inadequate accounting records
  2. Disregarding or misinterpreting financial records
  3. Not controlling costs
  4. Inviting fraud through poor internal controls
  5. Failing to aggressively sell
  6. Insufficient working capital
  7. Not carrying adequate and appropriate insurance
  8. Failing to adequately train and develop employees
  9. Improper strategic planning
  10. Not seeking advice or professional help when necessary

(Provided by a former small business management consulting firm)

Minding My Own Business Workshop now available on video!

The Minding My Own Business Workshop attended by hundreds is now available to small to mid-sized business owners in a Power Point presentation!  Based upon the book, Minding My Own Business by the TFG Executive Director, Dirk Dieters, the narrated presentation lasts approximately one hour and allows you to learn and compare your business to the six responsibilities of the small business owner!

It is available FREE for the remainder of 2018!  Call the office 303 338 9300 or email your request to admin@tfginfo.org!

Temporary CEO – Corporate Turnaround

TFG has added to it’s menu of services for small to mid-sized businesses CORPORATE TURNAROUND and TEMPORARY CEO services.  Following successful trials these services are now available.

Has your company suffered a critical setback and require the services of a professional manager?  This can happen due to illness, death, or other instances that remove an owner or key person.

Are you ready to sell and need to get the company prepared?

Are you ready to transition to family members who are not as ready to run the place as they need to be?

Do you want out and have lost the energy needed to position your company for sale risking a loss of all you have built over the years?

Has something gone wrong–a change in the market, loss of a critical customer or an intervening event–and you need someone to step right in and straighten things out?

These are some of the tasks for which The Fremont Group has prepared key Success Partners.  Give us a call!

303 338 9300

Golf Anyone?

The Fremont Group subsidizes their work allowing business owners of all sizes to receive the assistance that they need. Our main source of funds for this are the sales of “Minding My Own Business” by Dirk Dieters our Executive Director and our Golf Outings. Both our offices in Denver and Phoenix are hosting golf outings this year–enter your foursome now!

OUR EVENTS ARE COMING UP SOON! IF YOU ARE INTERESTED LET US KNOW IMMEDIATELY OR YOU RISK MISSING OUT!

Denver
Monday, June 4th
Blackstone Country Club 8:30 am Registration

This event at the exclusive Blackstone Country Club in Aurora, Colorado includes breakfast, range balls, your round of golf in a four-person scramble, lunch, and numerous prizes!

Phoenix
Tuesday, June 12th 7:30 am tee time
Gainey Ranch Country Club

This event at the exclusive Gainey Ranch Country Club in Scottsdale, Arizona includes breakfast, range balls, your round of golf in a four-person scramble, lunch, and numerous prizes!

Sponsorship Opportunities
The Fremont Group is a non-profit organization serving small to mid-sized businesses with management, financing, mentoring, and education. Our Success Partners provide invaluable assistance to business owners. Our Day of Golf is our major fundraiser used to subsidize the services to clients.

Major Sponsor (Either Event)
$1450.00 Recognition as a major sponsor
Recognition as sponsor of either the long drive prize, closest to the pin prize or sponsor of the prizes for “hitting the green” on a selected hole.
A Foursome for play in the event including Greens Fee, Cart, Range Balls, Continental Breakfast, Lunch, and Contests. Team Captains also receive a second round later in the month.

Contributing Sponsor (Either Event)

$1250.00 Recognition at event
A Foursome for play in the event including Greens Fee, Cart, Range Balls, Continental Breakfast, Lunch, and Contests. Team Captains also receive a second round later in the month.

Participant
Denver: $780.00
A Foursome for play in the event including Greens Fee, Cart, Range Balls, Continental Breakfast, Lunch, and Contests.

Phoenix: $620.00
A Foursome for play in the event including Greens Fee, Cart, Range Balls, Continental Breakfast, Lunch, and Contests.

Donor
$250.00 Recognition at even
Lunch for up to 4 persons

Individual Entry
Denver: $195.00
Phoenix: $155.00
Entry for one player in the event including Greens Fee, Cart, Range Balls, Continental Breakfast, Lunch and Contests. You will be paired with other individual players.

CAll 303 338 9300 OR EMAIL ADMIN@TFGINFO.ORG FOR MORE INFORMATION. YOU WILL BE PROVIDED WITH A LINK TO THE CLUB CORP REGISTRATION SITE FOR PAYMENT AND REGISTRATION.

Fremont Motto: “You only have what you give—it’s by giving of yourself that you grow rich!”

What can The Fremont Group Do For My Business?

The Fremont Group is a non-profit organization supporting small to mid-sized businesses. In our effort to be a resource for your success we have a number of ways that you can benefit. For example:

Self Assessments. The Fremont Group offers a self-assessment package. This is a series of approximately sixty questions in all areas of your business. From your responses your strengths and weaknesses are identified. The self-assessment then continues to determine how much of an impact these issues have on your results so that you can determine where to start and what is and what is not worth changing. The Self-Assessment can be completed over the phone with one of our Success Partners or we can meet with you on site. There is a nominal charge for either.

Minding My Own Business Workshops. Minding My Own Business is the title of a book authored by our Executive Director, Dirk Dieters. The book identifies and reviews the six responsibilities of the small business owner. Our workshops our modeled after the book. Generally one and one-half to two and two-half hours, the workshops are always individualized. You are guided by our Success Partner through interaction with the topics and are guaranteed to acquired a technique that you can immediately implement in the management of your company. The MMOB Workshops can be attended in three ways: through webinar; in a local hotel in your area; or on your site. They are designed only for owners and spouses. Webinar workshops can be scheduled. TFG plans MMOB Workshops in cities and invites local attendees. The charge for the Workshop varies according to its’ location.

Webinars. TFG offers an on-going series of individual webinars. These are one-hour sessions on specific topics offered at a nominal fee. Check our Facebook page or contact us to be added to our email list for topics.

Initial Consultations. Our Success Partners perform two-day Initial Consultations. These are done on consecutive days at your site. We meet extensively with you, your key people, review your financial statements and operating procedures and then on the second day, together with you, develop an Action Plan to address issues that impact your results. This is you Business Physical that many clients complete each year. It may or may not lead to an on-going relationship with that Success Partner to help implement the identified actions. The fee for this is all inclusive of travel expenses.

Success Partner Relationships. Our clients develop on-going relationships with their Success Partners. This includes half to full-week on-site work followed up with weekly telephone contact and off-site work to ensure implementation. In many instances Success Partners return monthly for a half-week but always remain on their “Advisory Board” for weekly conversations. The fees for this work are subsidized depending upon your size. Contact us to determine your range of subsidy.

On a side note, all of our communications are done through video screen sharing. We use the simple Google Hangouts that is already on your computer if you have a gmail account. We also sponsor events. In 2018 we plan Golf Outings in Phoenix and Denver. Contact us for information.

Are you looking for small business financing?

So are many other of our small business owners so we did some research–a lot of research. What we found is that there are a lot of bad people out there in this market. People ready to take advantage of small business owners. So as we looked into it we identified over 30 sources of funding that covered the spectrum of need. Some are for the poor credit, lots of problems people and some are for those who have good credit and few problems. Their terms range from very high interest with daily drafts from your bank account and personal guarantees to competitive rate lines of credit. Contact us and we will gather information and submit it to the appropriate array of lenders and very quickly identify what can and cannot be done for you. Generally this is done without initial credit checks that “ding” your credit. In some instances you will need to present your story in its’ best light–prepare a package for presentation–in which case we can help and in other cases an applicant is strong enough not to need this work. Regardless, if you are looking for loans in the $25,000-$250,000 range you should give us a call to assist.

303 338 9300