Pivot

Pivot, the new business buzz word mid Covid-19.

As a verb it means to turn on a point, think ballet dancer, or as a noun, the central point on which a business turns. It facilitates a change of direction. Yes, it baffled me too.

You started your business with a product, a service and a plan. You created every detail, plotted the timeline and visualised the success.

Just now, many businesses are experiencing an unexpected pivot, still going, just, turning on a point, a tiny point.

This was not in the plan. The choice is whether to stay turning or to stop for a while, take a fresh look at the changing market place, listen to or anticipate what your customers will be asking for.

Can you see a new way of working, a new way of being in business and providing the same or maybe a different product or service, maybe in a different way?

The willingness on your part to acknowledge this moment, to respond to this unexpected pivot, to be brave and different is where your growth will come from.

According to Steve Rogers’ Tedx, 93% of successful entrepreneurial companies have pivoted.

Pivot, be brave and you will grow.

Fun Training’s pivot, we are going Virtual!

#pivot #sallyfact #business

Stop Selling

Stop Selling!

Stop selling, timing is everything.

Speaking with clients, prospects, businesses in my network all week and there is a recurring theme,

“ Why are people trying to sell to me? “

An online course, a webinar this, or online video conference that,

Heavily discounted, half price, reduced fee…

STOP!

Time for an ear, some empathy, to share the moment.

For some, business is buoyant but for many it’s gone, off a cliff, rug pulled – nothing, nada, nil.

Special offers, fancy discounts and once in a lifetime opportunities are for another day.

Today is about people. So, build and nurture relationships, lend an ear, be there.

Stop selling today, now, if you want to sell more in the future.

Wallaby

The Wallaby sealed the deal.

Really it was all about the wallaby, the boing, boing, boing….

Hearing the said boing on repeat across the airwaves. Imagining excited children boinging their way into the newest farm attraction.

The story about how the commercials would sound, painted with pictures of happy families, full car parks, Granny holding an ice cream and donkeys being ridden. Really though the clincher was the wallaby.

The average order for the ad agency was at the time 5k. The Wallaby deal 45K. Wow! The celebrations were fab, loud cheers and applause and to be truthful, shock.

How had one order been notably higher than any before? Why on this occasion had they increased the avo by over 400%?

The pitch, story or presentation had been carried out by a rookie, the new girl so it made no sense.

Actually, it made total sense. The new girl had no blockers, no clue about the avo, what most companies spent or how they carried out their marketing strategy. She had no pre- conceptions of good, bad or indifferent.

She excitedly shared how her visions for the client looked, understood his “why” and creatively went wild, using pictures, sounds and imagination. She was flipping what had been done before, blissfully unaware of any precedents, and creating new. When the wallaby boinged – the buy in was there, signed sealed and delivered.

There are two huge lessons if wanting to sell more.

Park the blockers! Life is not perfect and if you have been in a company for a while you will know what can go wrong, the average order and the delivery schedule.  If you want to inspire your client, and you should, then park the blockers, see no obstacles and go all out to grab the moon.

Be inspirational. Be creative, excited and passionate about your ideas. Forget thinking outside the box – reinvent it. Go wild, crazy and display enthusiasm. Create concepts unheard of ideas that are mind-blowing. Be remembered for wowing the room not just having a chat or a thought.

#sellmore #sallyfact #parkblockers #inspire #beawallaby

What is a review meeting?

Standard reply is, when we review our services with a client.

Oh dear, at this point head in hands I want to cry. No, really no!

A review meeting should not be about your services or product.

An effective review meeting remains firmly about your customer’s business.

Yes, but Sally, we want to share how much we are doing for them, how brilliant we are, the results we bring them.

A review meeting, six months or annual is time to check in with your customer’s most important reason for being – their business.

It’s time to go back to when they were a prospect. When you asked about their future plans, ambitions and goals. When you placed yourself in their future and received a “Yes”. In the beginning it was about winning their business by knowing them and creating inspiring solutions to deliver their goal.

Guess what? A review is just the same. Business does not stand still, people, goals and vision can change. Scheduling in reviews that are about your customer keep you in the mix and a part of their future.

There are many companies who omit reviews because they are too busy or make the mistake of simply sharing how great they have been. Well, standby because there is a new salesperson around the corner, treating your customer like their prospect. They are learning their goals for future growth and placing themselves in your shoes, so easily taking your perceived business.

Sensational reviews, listen, applaud and if you see a gap then create an opportunity for inspired creative solutions. Winning business is no guarantee it will stay with you. However, quality reviews can increase your chance of owning it.

Next time you’re booking a review meeting, question who should this be about?

#reviewfrequently #reviewyourcustomer #sellmore #sallyfact