Posts Tagged ‘Time Management’

How to Sell More in Less Time

Small businesses waste a lot of time selling to the wrong people. As a result, their company either does not grow or their sales drop. Here are 3 ways to improve their sales yield:

1. Focus on the right prospects. People only buy when they are in pain and have money to solve that pain. Every prospect should be asked:

  • What pain does your company need to solve?
  • What is the cost of that pain to your company? (or What will it cost your company if the pain is not solved?)
  • Who in your company can make the decision to solve that pain? (or Who has the money in their budget to solve the pain?) 

Many sales people make the mistake of not getting these questions answered up front and waste time with non-buyers masquerading as prospects. 

2. Be there when prospects are ready to buy. Companies actually don’t sell their products or services, but rather customers buy from them. As a result, companies need to be there when prospects are ready to buy. They need to be found and put into the “maybe pile” when a customer is making a decision. In order to achieve this, every small business owners needs to establish long term relationships with clients by offering them valuable knowledge at least monthly that showcases the company’s brand. For example, a dentist may send information on how patients should floss their teeth or a comparison of toothbrushes. Remember, this is not marketing communication that sells product, but a friendly offer of knowledgeable help.

3. Practice the rapid release strategy. Any company can reduce their selling time by 90% and improve their sales yield by only focusing on customers that are ready to buy. Many prospects say yes to a company and then never respond to complete the sale. These people should be contacted a few more times and then put back into the marketing funnel. Sales people waste a lot of time “hoping” these “closed” prospects will contact them and get started. They get stuck here and stop looking for new prospects to meet their sales targets. If they have not heard from the prospects after several calls or contacts, they need to be let go and move on.

How does your company improve its sales yield?

SMB Marketing: In House vs. Outsourcing

As a small business owner, do you run your own marketing and social media efforts or do you outsource them to a third party company? Constant Contact has taken the time to analyze small business owners' marketing goals against the time restraints and cost concerns that they face. We break it down for you in our latest infographic:

Social Media Infographic

Work Your Biz Wednesday: Maximizing Social Media

How do you maximize the time you invest into running social media for your small business? Learn some tips from Small Biz Lady, Melinda Emerson, with this week's Work Your Biz Wednesday.

Managing Your Time: You Have More Time Than You Think

time managementWe’re all guilty of it- uttering that dreaded phrase when there’s something that we haven’t gotten around to doing just yet, “I just don’t have the time”. I constantly hear this phrase when talking to entrepreneurs and business owners (and well, pretty much everyone else!), and it’s really just an excuse for failing to manage and prioritize your time.

Right now, you might be thinking “No, really. I worked 80 hours last week- I really just don’t have the time to complete ___” (fill in the blank with that essential task that you haven’t quite gotten around to yet). But, just because you are working long hours doesn’t mean that you are managing your time effectively during those hours.

Here’s an easy way to determine what you are truly spending your time on during your work hours. Make a list of every task that you are doing for a month long period. Break it down to include how much actual time you are spending on each task (and don’t even think about saying “I just don’t have the time to do that!”). If you are really truthful about this, you will no doubt see large chunks of time spent on non-essential activities or even downright goofing off. These are likely to include:

  • Texting or talking on the phone with friends
  • Watching television
  • Perusing the internet
  • Going out for sit-down meals or drinks
  • Spending unproductive time on social media sites like Facebook, Twitter, YouTube, etc.
  • Reading unimportant emails (or quickly responding to non-urgent emails that can wait)
  • Shopping
  • Playing video games
  • And many more

I understand that we all need relaxation and break time. This list is just to illustrate the point that we actually do have more time available than we think; we just haven’t prioritized our time appropriately.

So, how can you manage and prioritize your time more effectively?

The easiest way and something that I am always a big proponent of is planning. Write out a list of every task that you need to get done at the beginning of the week or at the start of each day. Then, put the list in order of importance, prioritizing those essential, important tasks first. These first priorities should include the tasks that generate revenue, drive growth for your business, or have an urgent deadline. Everything else can wait, so those tasks should be moved to the end of the list or delegated out altogether. You should schedule a set period of time for each task to be completed and include break time. The key for this is that when your scheduled break time is over, you have to go back to work on those business-critical tasks. If sticking to plans and schedules isn’t your strong point, you can even set an alarm or timer to alert you when each time period is over.

Manage your time like this and not only will your business become more successful, you will never again utter the phrase “I just don’t have the time”.

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