This section is about generating revenues.
The current economy is presenting challenges to most companies.
Cutting costs is only one way to respond. Another option is to review your sales and marketing and find opportunities for improvement.
At ROCK SOLID we’ve been developing creative marketing plans for 8 years. Our innovative approach is designed to get a good Return On Investment (ROI)
Even businesses with great products need to get their messages out to the world.
The message has to break through the clutter and reach the target customers.
Over half of all business owners say that they could use some training in marketing.
This is not all that surprising. When we ask business owners what they would like their potential customers to know about their company, most can easily recite the key points. When we ask to look at their marketing, well over half of the time the key points are nowhere to be found. Amazing, but true!
Improving sales and marketing is often the best solution to business challenges. Our program consistently delivers results in this area.
At ROCK SOLID we use the metaphor/acronym BRIDGE Marketing.
The concept is to think of the business as an island and the challenge is to build bridges to ideal clients. We like to think of them as Probable Purchasers.
Benefits offered & corporate branding
Resistance (We don’t believe in objections.)
Initiate contact and exchange information
Deliver value with your marketing
Get feedback
Evaluate return on investment (ROI)
BRIDGE Marketing is one of the most popular modules in the program.
Working through this module often has a significant positive effect.
Sales aren't as mysterious & complex as people think.
We break the sales process down into steps.
It is not uncommon for a sales cycle to have as many as 7 steps.
Then we improve the performance of each step.
The salesperson goes through their steps, and guess what?
The typical Probable Purchaser is also going through their own steps.
They may not even realize it themselves, but if you study it clear patterns start to emerge. Then the idea is to get them both in sync and closing the deals becomes easy.
It might sound simplistic, but the results are often astounding!
Ideal Clients
Signing deals with the wrong customers just for cashflow is referred to as
“chasing the dragon” which is a term borrowed from heroin addicts.
They use it to mean shooting the drugs up.
Both give an immediate high, but ultimately lead to long term "health" problems. The “wrong” clients can consume a lot of time and drain the company of its energy.
Ultimately sales and marketing are responsible for matching the right clients to the business.
Managing salespeople adds a whole new level of complexity to the challenge of running a business. There are effective strategies for getting the type of results that the business needs. Learning this skill set can have a dramatic positive impact on your business.
The goal of this Sales and Marketing section with its 7 modules is to engage more of the right type of customers who respect the value that the business is designed to deliver.
- Sales General
- Target Marketing
- Sales Cycle
- Buyers Cycle
- Salesperson Management for Business Owners
- Customer Relationship Management
- Referrals
The ROCK SOLID Business Development Program
is designed to effectively support business coaches
in the delivery of world class business coaching.
Click on the letters in the folder below to follow the next segment of the program
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