The conversation that happens more often than anything in any business is sales. Managing teams over the years we came to the conclusion that networking and cold calling wasn't enough. We also learnt In order to close a sale or exceed sales targets, you need a few things:
2. A full pipeline
What is the secret recipe that combines all four of the above points?
Personal Branding! Over the years I've worked with business owners who look at personal branding and think. How do I get a return on investment as soon as possible?
Well let me tell you a story,
Over 4 years ago I was running a recruitment business with a partner who believed so much in cold calling. It got to the stage where we weren't getting results and it was affecting the confidence of our sales team.
I stepped in and brought out the individual's story, hobbies and even their own unique perspective on life. By being themselves it made them human online, it allowed them to have a personality that people can connect with. The energy in the office suddenly in a matter of days because work became less repetitive and suddenly meaningful relationships were forming with prospects.
I then spoke to the team and said what sort of clients do you enjoy working with the most and what are their common problems? This created an opportunity for them to own a niche they would enjoy by creating social media or website content which was authentic and inspired. This moved on to each person building their own community allowing them to be recognised as experts or even thought leaders among their niche.
Then with a few simple templates and tools that they tailored to nurture their prospects it helped them convert relationships and networking into deals closed. Personal branding shortened the sales cycle by 60% which meant they didn't have to be overwhelmed by having to have more appointments when in reality they needed to build trust with the prospects they currently have.
Happy days. I took a team of 5 and turned them into sales superstars that built the brand of the business whilst exceeding all their sales targets.