Do you have enough of the really profitable customers to drive massive growth?
At The Alpha Group we make certain that you create and implement a successful sales process for you and your teams to gain plenty of your ideal customers.
So, how does this happen?
Easy, its a six step-process using the power of your peer-to-peer advisory board.
Firstly the peer-to-peer advisory board help you identify what is your strategic problem.
Most of us have ambitious goals for our businesses. This could result in us substantially growing the value of our respective companies. However, some of our companies just aren’t achieving enough of the profitable sales that we need for our company growth.
Our strategic problem could be that we’re just not gaining enough profitable customers (at good prices) for our company.
Secondly the peer-to-peer advisory board help you decide your goals for gaining your ideal customers.
1 From your strategic conclusions, what is/will be the negative impact on your company of not gaining sufficient ideal customers?
2 How much time and money are you prepared to invest over the next 12 months to Significantly increase your effectiveness to gain sufficient ideal customers?
3 Your sales & gross profit goals:
● Your current sales turnover
● YOUR % GROSS PROFIT ON THESE SALES
● What do you want your sales turnover to be in 12 months time?
● The % increase in annual sales you want
● AT WHAT % GROSS PROFIT
● How many ideal customers do you currently gain each month/quarter?
● How many ideal customers do you need to gain each month/quarter to achieve your sales & gross profit goals?
Thirdly the peer-to-peer advisory board help you identify your prospect’s priority problem and key need.
The objective is for you to assist each of your high probability prospects to identify the pain and financial consequences they are experiencing with your current situation. Then, assist your prospect to define a specific and key need they have as a result of this pain.
To achieve the above, a good sequence of strategic questions is for you to:
1 Briefly clarify your current situation
Ask just a few questions to clarify your prospect’s key goal and current situation in relation to this goal.
2 Identify your critical problems
Then identify together with your prospect 2 or 3 critical problems that this current situation is causing him. (The problems could include low sales, high costs, dissatisfied customers, demotivated staff etc.) Then agree with your prospect your priority, critical problem.
3 Determine your pain
Most of us are motivated to find ways to overcome the physical, mental or economic pain that our problems cause us. Assist your prospect to determine the pain that your priority, critical problem is causing him.
4 Calculate the financial consequences
Then with your prospect, calculate the financial consequences (i.e. in money) of your priority, critical problem. (These important financial consequences could include missed opportunity sales, claims from customers and lost profits).
5 Identify your specific and key need
Finally, from the above, identify together the specific and key need that your prospect has (i.e. what they need) to overcome your priority, critical problem.
you use this template:
your key goal
your current situation in relation to this goal
Agree together your priority, critical problem.
Determine the pain that your priority, critical problem is causing you.
Calculate the financial consequences of your priority, critical problem.
Identify the specific and key need to overcome your priority, critical problem.
Fourthly the peer-to-peer advisory board help you align your clear, important solution to the prospect’s need
Having assisted your prospect to identify your specific and key need, the objective is for you to align your clear, important solution to this need. To achieve this, some effective behaviours and actions for you to take are:
1 Summarise your solution clearly and succinctly
The key to your success is to be brief, clear & succinct.
(A suggestion for you. With your team, identify together some of your prospects’ key needs and generate solutions for each of these needs. Write each solution in less than 20 words. Then evaluate your solutions on a scale 1 to 10 for
a) how clear
b) how succinct
2 Make your solution valuable to your prospect
With your prospect, revisit the important financial consequences of your priority, critical problem. Then show how investing in your proposed solution will help your prospect to make a significant contribution to these financial consequences. With your prospect calculate your Return on Investment (ROI) of your proposed solution.
(Another suggestion for you. With your team, identify the likely financial consequences and potential ROI’s for several of your actual customers and likely prospects).
3 Establish the urgency of your solution
Ask your prospect how urgent it is for you to find a solution to your priority, critical problem. Identify a key future date when the solution needs to be implemented. Show how your solution meets this deadline.
4 Demonstrate your key differentiator
Identify and demonstrate at least one distinct and specific advantage (your differentiator) that both your solution and your company bring to your prospect (i.e. emphasise what truly makes you stand out).
you use this template:
Your 15-word summary of your prospect’s specific and key need:
Your clear and succinct 15-word summary of your solution for your need:
The financial consequences to your prospect of your priority, critical problem:
The prospect’s investment in your proposed solution and your likely return on this investment: Investment value ROI:
Identify the latest dates when your prospect wants/needs to start benefiting from your proposed solution.
Earliest possible date:
Latest acceptable date :
Summarise at least one specific advantage (your differentiator) that both your solution and your company bring to your prospect (i.e. emphasise what truly makes you stand out).
Lastly the peer-to-peer advisory board help you agree contracts with your ideal customers i.e. close the sale.
Ask your prospect what they think and feel about your proposed solution/offer. Then, ask if there is anything they are unsure about and answer these concerns. On any key item, give reassurance to your prospect.
An effective way of doing this is to say that you understand how they feel, that a number of your existing customers said they felt the same way but found the proposed solution worked well for you.
Agree the contract with your new customer
So how best to now ask for the business?
Closing should be automatic if your good work in the previous sections has been followed. Having checked that your prospect is happy with what has been offered, three effective ways to agree contracts (i.e. to close) with ideal customers are:
1 The command close
“Ok, let’s complete the paperwork …”
2 The alternative close
“Would you prefer to pay by BACS or Paypal?”
3 The minor point close
“Will you require 6 or 12 extra handbooks from us to go with your Training Course?”
The profound impact on you and your company of gaining your ideal customers is that achieve remarkable business growth within 18 months, leading to increased profits.
If you would like to find out more about how The Alpha Group members gain ideal customers then please get in touch and I will be happy to send you further information about visiting a suitable group, online, face-to-face or blended with a mixture of real world and virtual board meetings.