Are you taking the time to call people but not getting the results you want to?
Discover how you can boost your sales with these 3 tweaks to make your sales calls more productive. I received these questions recently, so hope my answers help you too. If you have a question, please do not hesitate to contact me.
Question 1. When’s the best time to call? – one lady set aside sometime each day at 11 am to call people but kept getting their voicemail. So, I suggest, try different times. Many of your contacts will probably be doing their client work between 10 and midday, 2 pm – 4 pm.
So, change the time you call. Do you know if they are a morning person? You could call at 8.30am – 9.30 before they get stuck into their day. It’s good to call from 12 – 2 pm during lunch break or after 4 pm. Try different times and you’ll see when works best.
Question 2. What if they’re busy? Importantly, listen out for their tone of voice and notice if they sound relaxed and happy to talk, or did they sound rushed when they answered the phone? If rushed, arrange a more suitable time to talk. It’s ok. Don’t feel pressured you have to talk to them that minute. It’s good manners to ask, isn’t it?
Question 3. What if I get their voicemail? If you know them, leave a message asking them to call you back. You could also write a brief email saying ‘ I called to catch up, are you free later on today or tomorrow morning please?’ If you don’t know them very well, I wouldn’t leave a voicemail. Just call them back at a different time.
Are you completely happy with your approach to selling and, more importantly, is it getting you the results you want?
Well, if you are not 100% happy, then you are not alone.
Selling is the one skill that all business owners need to have but surprisingly very few of us are confident about it. In fact, 86% of business owners say they would like to improve their selling skills.
If you are one of those that fall into the 86% then, I am really excited to be sharing this announcement with you…
I have recently published my first book called Make Your Mondays Matter Giving you an easy-to-use yet super-effective sales strategy to follow, you’ll make really good progress, feel more confident and make more sales. One lady won an EXTRA £130,000 of new business last year from following these very same steps I give to you in my book. Enjoy!
Wow we are in THE most connected of times, aren’t we? There are so many places to update, platforms to visit, apps to talk on, it’s incredible. With so many options, how do you know what is most effective?
Yes, like most things, social media does work if you are consistent, but I hear you, I get it, it can be very time consuming and energy draining to keep creating content every day, and with algorithms that rapidly change, it’s hard to keep up with the changes the platform owners make. Plus, not all your posts are seen by your ideal clients if they’re not on the same app or platform as you that day. Your post is, unfortunately, getting missed. But you know you have to be front of mind with your audience to make more sales, don’t you?
Do you want to gain more leads, work with your ideal clients and make more sales in 2019?
Writing blogs, email campaigns and newsletters work. Why? Because email is still seen as a trusted source, and probably even more so now with GDPR, your emails will likey be opened, rather than your post going unnoticed, or scrolled past.
In fact, email might have been the original social platform! With ease, with more personal attention given to the reader by your good self, email is still a great way of developing relationships, adding value to your tribe, community or potential clients, don’t ignore its potential.
Remember, 80 % of Sales are made on the 5th to the 12th point of contact.
It takes more than one meeting at a networking event, or for someone to receive your free download or see a Facebook ad, story or video before they become a client. These are all good points of contact but with so many options, you also want to pull all your hard work, your creative posts together in ONE place.
You need a sustainable system where you can nurture your relationships, stay connected for years AND generate more leads and enquiries AND make more sales. What’s not to like?
Don’t just take my word for it!
My Mentoring clients and Mastermind Groups who have focused on including email marketing into their business have seen great results. I love it when they email me and say,
“I’ve just sent my newsletter and I’ve had a reply in the first five minutes saying ‘can we talk, I need your help’ and
“I sent my newsletter this morning and I got an order worth £2,500 today”
“brilliant, I’ve heard from one of my new clients and they want to meet up and talk about working together”.
“Working with Jo way back in 2015 (where have those interim years gone!) I was a newsletter virgin. It was something I knew as a company we should be doing – but I wasn’t sure quite how to structure it, what the content, format and ‘tone’ should be. Jo helped me with the initial planning, helping brainstorm ideas which gave me the confidence to gather a plan for the first few issues. It is pretty safe to say that, had Jo not been there encouraging me and helping show me the way, I would probably not have got it off the ground as swiftly as I did!
Now, on Issue 40, I am typically receiving an open rate of between 33-50% for every one of my monthly issues. It’s so rewarding to know those receiving our newsletter find it interesting and useful each month.
And yes, it works, we get enquiries, new and repeat business from Clients – many a time directly prompted by a topic or specialist print finish covered in a recent newsletter. We even have our own hashtag #yeswecan – I like to think this sums up my service and that of Alphaset.”
The ONE place.
The email marketing system I use is Constant Contact. I still find it’s one of the easiest, most robust systems and they have other features you can use as you gain more confidence and grow to like it! You can create vouchers, run promotions, send out surveys and set up your lead magnets and autoresponders. All under one roof. And they now sync up with Shopify too!
To help you get started, here’s my affiliate link for you.
Email marketing is still THE best way to stay in touch.
I have people I’ve met 6 years ago that still read my newsletters, call me when they are ready to work with me, or just want to say hello and tell me some news. It’s a beautiful thing!
It still holds the record for being the NUMBER ONE way to deepen relationships with clients, prospects and all the people you meet networking and on social media and when they’re ready to buy, you’re there for them.
Email marketing is still, without doubt, THE best ROI in your marketing strategy to gain good quality leads and work with more of the clients you want to work with in 2019.
Some Super-Encouraging Stats for you.
75% of companies agree that email offers “excellent” to “good” ROI. (Econsultancy, 2016) (Source: https://www.hubspot.com/marketing-statistics)
86% of consumers would like to receive promotional emails from companies they do business with at least monthly, and 15% would like to get them daily. (Statista, 2015) (Source: https://www.hubspot.com/marketing-statistics)
Sound good to you? Join in. Let’s do this!
If you’ve not yet started email marketing of some description, let 2018 be the year you do, to help you grow your business.
You may be getting ready to go on your summer holidays? Or summer can be your busiest time?
It’s good to have a look at your income and see what happened in July and August last year (and the year before) so that you can do something positive and productive towards making a difference to your results this summer. Working smart. 😉
Were there any seasonal trends in specific products and services that your customers bought from you? Can they be repeated this year?
And if you need a boost to your sales, or if you’re going away for your holidays soon, have a look at these…
3 Action Steps to boost your summer results:
1. Remember, not everyone goes away!
Get in touch with clients and those you’ve not spoken to for a while and see ‘what do they need from you next?’ *Use the fact they might be going away as a reason to call them. Find out what they need and gain some new summer projects.
2. Help your clients to plan ahead.
If some of your clients and contacts are going on holiday soon, find out “what can you help them with before they go away?” or “what can you work on for them while they’re away?”.
Consider: What do they need to have in place for September, and how can you help them achieve that? You can work on their projects while they are away so find out ‘what is the next critical step’ for them.
In return, you’ll have new projects to work on yourself = invoices to send!
3. Have a look at your diary
If you’re going away on holiday, call some of your contacts before you go; either prospects, clients or people in your network and arrange at least 3 meetings for when you get back.
Imagine how good that will feel when you get back from holiday all relaxed and you open your calendar to see meetings already booked in = Potential new business on the horizon.
Tell me how you get on, and of course, get in touch if you have a question.
Don’t sit there stewing, ask me!
What are you stuck on? Are you relishing this time to work on our business? I’m here to help you if you’d like to work with me over summer, giving you quality time to work on your business. We can tackle your current challenges and dive deep into your business and create a growth strategy.
Get Clarity and Focus on how you can generate more income in this second half of 2019.
For example, do you need to create new packages and programs? Work out new pricing? Have an event you want to fill? Is it time to update your website copy to attract more of your ideal clients? What element of your business do you want to feel more confident in?
Get clear and have new things in place, ready for September and beyond. Imagine how good that will feel.
Contact me today, and let’s have a chat about what you’d like to achieve over summer. I’m here to help you make it happen.
To your success and happiness, give your business a summer glow!
Q3 starts today, let’s go! Look at these 3 Questions to get clarity and feel motivated to achieve your goals.
Wow, we’re 6 months into the year and Q3 starts today. It’s time to take a good look at your results from Q1 and Q2. How did you get on? Are you pleased with your results from January to the end of June? If so, give yourself a pat on the back, well done from me!
Remember my #1 rule for Business Growth
“Repeat what works, tweak what’s not or ditch it!”
Take some time to answer these 3 Questions:
What worked well in Q1 and Q2 and write these down so you can see your results.
2. What did you do, specifically, that worked really well?
3. If your results need ramping up and need a boost, what do you need to do differently to achieve your goals for 2019?
Now, breaking it down, what do you want to achieve in Q3?
Write it down or print it out and put it on your wall so you can see your goal.
Notice your daily habits as they are now. Are they serving you or is it time to change them?
Do you need help in achieving your goals?
I’d love to help you put those fears and frustrations behind you and help you make more sales and feel good doing it! Do you want to ramp up your sales or kick start a project?
If you’d like help with making changes and taking your business to the next level this year, I welcome the opportunity to talk about your business challenges and goals and see how I can help you make it happen. My speciality!
We’ve got 6 months left, let’s make them count.
Get in touch today for a chat and we’ll see what we can do together so you’re feeling super proud of yourself by the end of the year. Your business will thank you.
Are you looking at a looooong to-do list and feeling overwhelmed with where to start?
Are you easily able to find the time to take on new client projects?
Or maybe, like a new client I worked with recently, are you already staying up ’til all hours and getting stressed out trying to finish it all?
Her desired outcome for the session with me was to get organised and feel more in control, more relaxed and importantly, have the ability to take on more work, with ease. She was worried and couldn’t see where she could have any more time in her week to grow her business. And she felt quite stuck.
So first, we looked at all the different chunks of time she needed during her day and week.
For example if you’re a web designer; Do you need to have research time? Do you need designing time? Do you need feedback time? Training time?
And then there’s networking time. Client meeting time. Sales Focused Time. Client Question time.
All these chunks of tasks and pockets of time to fit in!
Whoah, no wonder it’s easy to get overwhelmed with so much to do. Especially if you’re looking at lists all day, and have lists of lists!! Do you?
“Get rid of that to-do list,” I said!
“Use your online calendar. Schedule your workload instead.”
One of the ways that work best for Effective Time Management is to:
1. Chunk all the tasks you do to complete projects and client work
2. Colour Code your tasks (and stick to them long-term)
3. Then Schedule them in your online calendar. One that syncs with all gadgets.
Scheduling is absolutely vital to getting things done. If it doesn’t get in my calendar, I might miss it!
What chunks of time do you need in your day?
What colour are they?
My colourful calendar includes having purple for client session time and online Power Hours. Yellow for meetings and events so I can see when I’m out of the office. Orange for writing time – blogs, new courses, training notes etc and blue for client calls. At a glance, I can see what my day is looking like. And where I can add in more!
Remember to have some white space too. For thinking time. Creative time. Time to let your ideas germinate, or to allow yourself some breathing space and relax.
So, if you feel like you’re running out of time too often, Schedule your tasks in your calendar and Colour Code your diary and let me know how you get on.
Get rid of that to-do list!
To your success and happiness, schedule it today and make it happen.
If you liked this blog, you’ll LOVE my new book! Discover the secrets to propel your business to the next level.
What time frames do you need for your workload to finish Q2 strong?
Welcome to June! Are you feeling raring to go after the school holidays or in need of some time off? We all need a break from our businesses during the year.
With four Mondays to go until the end of Q2 and only seven weeks until summer holidays typically start, I recommend checking the goals you wrote down in April at the start of Q2. What’s left to do this month? What do you need to implement today? And…
Have you booked your holiday yet?
Seeing your holiday booked into your calendar not only puts your holiday in the spotlight and future vision it also creates a solid time frame for you. For example, a time frame or time limit for you to finish projects, some client work, send invoices to ensure your cash flow is healthy or put your marketing campaign on autopilot.
Maybe you need to start arranging for a VA to help you while you’re away so you can have a rest and switch off.
What time frames will you need to put in place now?
I was so busy writing about sales superpowers and giving advanced techniques in my book, I forgot to write about the importance of taking a holiday. So it’s here for you today!
Book some time to rest, recharge and get a different perspective and time to renew your enthusiasm and creativity.
Whether you’re going abroad or having a staycation, schedule your time frames for your holidays and workload to finish Q2 with purpose.
I know of a great VA service and a company who can organise a fabulous trip of a lifetime if you want to treat yourself, send me an email today and I’ll put you in touch.
If you need help prioritising your workload to finish Q2 strong or want to hear more about my Coaching Programs to propel your business to the next level, please get in touch today and we’ll have a good chat about your current challenges and goals.
To your success and happiness,
P.S. Schedule in your networking too! Hope to see you soon. Join us for Contacts and Cuisine and Contacts and Cocktails for fun and productive facilitated networking and meet more inspiring businesses around the table. Who do you want to meet?
Ah, it’s the last Bank Holiday in the UK until August, so make it a good one!
While talking with friends over the weekend about the unsettling politics in the world, we decided that the best way to keep upbeat is by showing even more kindness than we usually do and to remember some of our favourite sayings, our mantras and Monday motivations, like this one…
“Be the change you want to see in the world”
This has never meant so much to me than it does now.
Our mindset is so key to how we play out in our day and how we respond and react to others; our friends, clients and family.
What’s your morning mantra you have to kick start your day and lift your mood?
Sharon Simpson, who we see at Contacts and Cocktails has created a T-Shirt Boutique for the Unconsciously Unconventional with expressions to lift our spirits.
Sharon’s rocking it on her Instagram, so I’ve picked a couple of her designs to show you but do visit her website for more inspiration to wear.
Here, Sharon is modelling her fabulously bright tee called, ‘She Means Business’
and here Sharon wears, ‘Perfectly Flawed’.
What words do you want to wear?
A great treat for yourself or a unique present for a friend. Have a look on Sharon’s website, Dark Romantix.com
What do you do on a Monday morning? Are you pleased the week has started and are raring to go? Or are you feeling overwhelmed or unable to focus and looking for Monday motivation?
My mission is to support Solopreneurs and small business owners to thrive, propelling their business to the next level and to live their best life.
Are you stuck in a revenue rut?
Through many years of networking, I have met Creatives and Executives who are oozing talents and skills but not earning the money they thought they would when they first set up their business. Sound familiar?
I’m driven to propel business owners to earn the money they deserve from all their hard work. Creating a profitable business, to stay in business.
With my 25 years’ experience building 6 and 7-figure businesses AND some of THE best self-development tools I’ve discovered, I started to write to my community of entrepreneurs. All designed to give my readers a boost on a Monday morning with a proven tip they can implement immediately to see more results by Friday. Imagine always having something to celebrate on a Friday. In case you need an excuse, haha!
After many early mornings and late nights, my writing began to take shape and my clients told me they looked forward to my newsletters and that my suggestions on a Monday worked a treat. Some told me they kept my newsletters in a folder to refer to again. Some said they printed it out and put it in their journal to work on that week. They loved it and they achieved REAL results, fast. All this encouraged me to keep writing!
What ideas do you have bubbling away to grow your business? Is there a product or service that’s still an idea that you have been toying with but not yet started due to one reason or another?
What challenge or new project would you like to start now?
As brilliant entrepreneurs, you have so many great ideas don’t you? What is the difference between the ideas that took off, or the ones that are still in an old file or in the back of your mind? Action and sheer determination I expect come to mind?
Through taking action we learn so much and create opportunities. Sometimes we get in our own way or talk ourselves out of things, but I don’t want that to happen to you. I’ve got your back!
And that’s why I wrote my new book Make Your Mondays Matter which was published on April 2nd. So exciting! I want to reach more people with my proven strategies that my readers and clients have been using to double and triple their revenue, empowering you to take action and see more results too.
Packed with powerful ways to grow your business, make your networking more effective and a mindset switch when you need a boost to your day.
Make Your Monday Matter is more than a book, it’s a business growth planner on steroids!
With space to record your progress and make notes, the book is a step-by-step how-to guide with 52 Monday Tips, and one full year of support from me.
So, if you’re stuck in a revenue rut, want to see a more consistent flow of new business or are feeling overwhelmed and unable to focus, this book is for you.
Written in the best way I know how I’ll be there every Monday to guide you, encourage you and give you a gentle nudge to action too. What do you want to achieve next?
Discover the secrets to propel your business to the next level and live your best life.
Make Your Mondays Matter is Available on Amazon and I can’t wait for you to see it. It’s going to 10X your results!
Don’t just take my word for it! Here are some reviews from my readers.
“Jo had me engaged right from the very start of the book that the tools and approach she has uncovered can help me to increase sales for my business by a factor of 10! Buy it before your competitors do! ” Maila Reeves, angel investor, entrepreneur and Business Lecturer.
“For me Make Your Mondays Matter is a handbook I’ll refer to again and again. The questions and answers are challenging enough to make a difference. Jo’s guidance as a coach comes through. Most importantly it’s the constant encouragement, the optimistic voice of someone who believes in my success that makes this book a winner. Highly recommended if you’re a creative entrepreneur ready to make a difference, grow your business and make some money” Sharon Simpson, Dark Romantix. T-shirts designed for the Unconsciously Unconventional.
“Jo James offers practical, useful and down to earth advice in this book. I literally have not put it down since it arrived. I have already made notes and feel more empowered. Well done Jo! I recommend this book to anyone in business” Mark Mills, entrepreneur.
As with my clients, I’m cheering you on from here for a happy and successful Quarter 2.
To give you and your business a boost in Q2, set yourself a goal to tell more people about YOUR experiences in your business.
Are you telling your story enough?
As well as listening to your client’s story, it’s YOUR stories you need to tell in your meetings too.
The stories of how you’ve solved the problems for your other clients that your prospects are currently having. That’s what they want to hear about.
Using your success stories will help you, not only with creating interest and desire to work with you, they help you overcome objections before they arise. Awesome, right?
So go on,
Your Action Point today is to…
When you’re on the phone or in meetings this week, in more detail describe how you helped someone with similar problems to them, what you did and the results they gained from working with you.
That’s the story they want to hear from you.
It’s like listening to metaphors, you can’t help but put yourself in the story and gain the insights. So as your prospects hear your success stories, a bond is created, and TRUST is gained as you demonstrate your expertise, but in a more engaging, effective way. I call it selling, the anti-selling way!
As you allow yourself to tell your stories, more opportunities will lead you to consistently win more business.
If you’re stuck on what stories to tell and how to make an impact with your prospective clients, I’d love to help you. Either, Get in touch today and I’ll help you identify your success stories, or buy my book, Make Your Mondays Matter and explore how to tell your success stories, succinctly to make an impact and significantly increase your sales. You’ll feel even more empowered as you see more results.
To your success and happiness,
Your Business Coach who loves to help you make it happen.
What Impact do Women have in the World of Technology?
At Techerati’s collaboration with Funny Women’s HERlarious on March 12th 2019, the panel was asked, “What impact do women have in the world of technology?”
As the panel was a business woman who set up a bank, a female leader in blockchain, a business woman in Forensics with an OBE, it was quite clear to me from the panel line up, women in technology bring talent, vision for change and expertise!
The panel’s answers to the question, “What impact do women have in the world of technology?” included “products and services will be developed for the whole population, not just one side” and “we ask the really obvious questions and that’s a good thing” and “ it’s very important to have a different view, especially in AI”
What would you say? ⠀
Let’s continue to encourage more women to work in tech. “Being a coder isn’t the only job in tech to have. The industry also needs female designers, data scientists and managers to enable a more balanced society in the future” Richard Freeman PHD.
“So tell your success stories you have about women in technology and break down the stereotypes,” said Sarah Williams-Gardener.
Thanks to Lynne Parker, CEO and founder of Funny Women for showcasing her #funnywomen HERlarious event for #iwd2019 and the brilliant panel Genevieve Leveille (Blockchain Leader), Sarah Williams-Gardener (CEO Starling Bank), Kirsty Cooke (facilitator) Deb Leary OBE (CEO Forensic Pathways Ltd) and Richard Freeman PHD (JustGiving). ⠀
A nod to the World Wide Web being 30 years old today. And I learned the first programmer was a woman, Ada Lovelace, tell your daughters! #womenintech #stem #datascience#design #doit .⠀⠀⠀⠀⠀⠀⠀⠀⠀⠀