The top 5 ways to make more sales (and money) in 2022

The top 5 ways to make more sales (and money) in 2022

Well, here we are in 2022. Who else remembers New Year’s Eve 2000 and the excitement of tipping over into a new millennium? There was so much uncertainty of what to expect and what comes next (sound familiar?!). 

Now, 22 years later (sheesh!) business, and life has changed a lot and so have the key components of how we sell. The changing landscape of sales has (thankfully) moved on from a pushy, aggressive approach to being more consultative and caring. 

And this is a space that women in business, typically thrive.

What hasn’t changed is how we, as humans, make buying decisions. Along with the subconscious behaviours that help achieve sustainable and long term results in sales and in business. 

SO Here are the top 5 things FOR YOU to have in place

to make the most of 2022

1. Be across your numbers. How do you know you’ve ‘arrived’ if you don’t know where you’re going? 

To get the foundations in place, we recommend starting with these 3 main areas:

  1. A clear revenue target
  2. Profit % target  
  3. Breakdown of KPIs which will be the roadmap getting you to points 1 and 2

TOP TIP: Have some fun with this! And make them meaningful for YOU!

When you have your revenue target in place, think about how many amazing clients you get to help and work with. Then, instead of focusing on the money target, you can focus on the number of customers that will benefit from your product and service. The smiling faces and the great feedback you’ll receive from working with them.  

This links back to PROFIT FOR IMPACT. The more profit you make, the more people you reach, serve and help. So find and focus on a metric that feels meaningful and incredible to you. 

2. Get clear on your lead generation strategy. Consider how you’re getting yourself in front of your ideal client. Who are they, where do they hang out and how are you (consistently) getting in front of them?

3. Polish your questioning skills. Questioning is the backbone of any great sales conversation so make sure you have a good understanding of the best questions to ask to truly uncover your client’s needs. 

Make sure you’re covering off:

      • Asking questions to uncover their current reality, in other words, where they are now
      • Getting clear on their future ideal scenario, where they want to be
      • Identify what’s the gap between where they are now (current) and where they want to be (future). 

TOP TIP: The bigger the gap between current and future, the more value they’ll place on the solution. Meaning the bigger the gap, the more you can help. 

4. Clear your mindset of sales blocks. It doesn’t matter how much external work you do, if you don’t do the inner work and have a really resourceful belief around sales and selling, you’ll always be limiting your external success. Grab our Mindset of Sales Playbook here to unblock any lingering limiting beliefs that might still be hanging around. 

5. Be crystal clear on your service (or product) offering so it’s super-duper easy to articulate and for your clients to understand. 

Remember a confused mind says no and if you’re not absolutely clear on your product or service and the problem it helps to solve, how will your clients and customers be on these points?

Nicky is a Sales & Business Growth Coach helping  women in business embrace the art (and heart) of selling.

Sales is at the heart of every successful business, without sales, your business is a hobby. And without scalable sales processes, your business will be stuck.    

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3 Ways To Improve Profitability of Your Business.

3 Ways To Improve Profitability of Your Business.

I’m going to give it to you straight.

Revenue is important! But it means nothing without profitability. 

Sales matters! But not if you have so much debt you can’t even pay yourself a wage. 

Businesses need to grow! But not if it’s giving you more pain and stress than money in the bank. 

So what’s the secret sauce? 

Making sure you focus on profitability

Profit is where the magic happens. It’s what gives meaning and power to revenue, sales and business growth. 

Here are 3 simple things you can do right away to increase your profit immediately.

 

1. Get really clear on where you’re spending your time aka what’s the ROI on where you spend your time?

I remember my very first Sales Director role. I was so excited about the red Chanel lipsticks we’d bought our clients for Christmas gifts that I got caught up in the detail of packaging them up and sending them off. 

As a novice (and possibly overexcited new senior leader who wanted to do everything), there was something I failed to realise. 

If I was spending my time on tasks that our EA could do, this meant I wasn’t spending my time on tasks a Sales Director needed to do. 

I could’ve been using that time to coach and support my team, create sales strategies, liaise with top tier clients, build relationships with key stakeholders. 

I’ll never forget the look on my boss’ face when she walked into my office to see me up to my eyeballs amongst Australia Post packaging and red lipstick trying to match envelopes with addresses. 

She asked me straight out – what my hourly rate was. And then she asked me if I felt it was worth the investment of that hourly rate to be organising postage for our Christmas gifts. 

That was a lesson I’ll never forget and a hugely valuable one that has served me as a business owner since. 

So I ask you..

  • What tasks are you spending time on that you know deep down you could outsource?
  • What’s your hourly rate (assuming of course you’re charging what you’re worth 😉 and if you’re not, keep reading to point 2)?
  • Is where you’re spending your time giving you a good return on investment (ROI)?
  • What could you be doing with that time instead that would make a bigger impact on your biz?
 2. Charge what you’re worth

Here’s the thing. There’s a lot of undercharging going on out there. 

The double whammy of combining a sales conversation and increasing prices can be too much, resulting in an avoidance of both sales conversations and increasing prices. 

Service-based businesses can particularly struggle with this as it feels exceptionally personal to ‘sell’ yourself. 

You’re not alone. We’ve been there. 

What can you do?

There’re some practical things like 

  • Do some market research to get a feel for the market value of what you’re providing.
  • Consider how long you’ve been providing this service and when you last increased prices along with your expertise and experience.
  • Map out a communication plan and consider the rollout to both your existing and new clients so everyone still feels taken care of (depending on your business, you can increase existing clients incrementally or set a date from which they’ll be charged the higher rate)

And then there’s the inner work…

  • Dig deep into your mindset and uncover what limiting beliefs are holding you back
  • Be aware of, and change, your inner dialogue – what’s your inner critic telling you?
  • Work with a business coach who can help you discover what’s really holding you back and provide strategies to create the change you desire
  • Always remember your external success is limited by your internal progress
3. Use a clear and simple sales process. 

Many business owners (especially women) will avoid sales or don’t believe they have to be (or are) good at sales. 

Having a good sales process in place has several benefits:

  • Saves you time
  • Helps increase conversion rates of a prospect to client
  • Provides a better client experience 
  • Qualifies (in and out) the best type of clients for you to work with

All of these benefits have a direct impact on your bottom line. On your profitability.  

Top Tip: a good sales process takes the ‘thinking’ out of it for you. You can organically follow a process without having to think of the next step each time. Aaaagh the gift here is giving you back some brain space to focus on other cool things in your business. 

Myth Busting: You don’t need a big (or any size) team to have a sales process in place. Even if it’s just you in business, it’s worthwhile. 

Despite having decades of experience in sales, I still had a sales process that I used for 5 years when I was a solo business owner.

Remember: Simple is good. Tailored to your business is even better. 

The most important message to take away today is to make sure you get started on finding ways to increase the profitability of your business. And don’t forget to put a metric in place to measure each month, quarter and year to show how you’re tracking with profit numbers. 

Stay in the loop with more great business, sales and money tips here. 

WE'RE READY WHEN YOU ARE!

A NEW WAY OF WORKING IS AROUND THE CORNER

5 Reasons Women in Business Fail and How Not To Become Another Statistic

5 Reasons Women in Business Fail and How Not To Become Another Statistic

Okay, so I’m a pretty optimistic person. I believe, especially as women, we can do anything we put our mind to. And I was taught from a very young age that girls can do anything boys can do… 

BUT

To achieve our dreams and goals some realities need to be faced. 

So I want to help out my fellow businesswomen by sharing the 5 most significant things that could hold you back from success.

1. Breaking down systemic cycles and belief systems about women making their own money, creating independence and wealth, building a business on their own terms (to name a few). 

It was when I read Jane Caro’s book – Accidental Feminists that I realised our grandmothers and mothers were the first generations of women to earn their own money. #WTF

This actually blew my mind.

I mean, of course, I knew this on some level yet it’s always been the norm for the women in my family to work and earn money. 

I guess I’d never actually considered the generations that came before. 

So really, women earning their own money is a reasonably new construct (in the scheme of things). Hence there are a lot of underlying beliefs about women and money, women in sales, women in business, women creating wealth, women running businesses that are unresourceful, and unhelpful.

It’s critical to uncover the cycles you need to break to make sure they’re not unconsciously holding you back. 

2. Doing it alone, not having a solid support network 

Business can be lonely. 

Some would say the odds are stacked against us yet, the stats are moving in the right direction (yay!). 

35% of businesses in Australia are women-owned with a 46% increase in the number of women business operators over the past two decades (compared to 27% for men).*

With this growth comes more networking groups and communities of like-minded women in business popping up. 

When I first started looking (after almost 5 years running a solo business) there weren’t many around. This is one of the reasons Ness and I started Business Together (B2). In fact, it was the main reason. Because we know that as women in business, together we’re smarter and stronger. 

Have you ever heard the saying ‘A burden shared is a burden halved?’ Imagine sharing your problems with other women who ‘get’ it – trust me, it’s helpful!

You can find ongoing connections with other awesome business owners through things like Business Retreats, Masterminds, Business Communities. 

In fact we have one coming up shortly – just in time for the world to be opening up again. Check it out here 

Remember this is not a new concept! Women have been coming together, strength in numbers, for centuries. Let me explain a little more about what I mean here. 

3. No up-skilling in other areas outside of your genius zone 

This is something that has been reported (by the ABS) as being one of the main reasons SMB’s fail. You might’ve gone into business because you’re passionate, or really good at your craft. But no one told you you’d have to get good at sales and managing cash flow. And even if they did – it always seems easier in theory. 

What I’m about to say is absolutely critical when it comes to biz success. 

You must learn how to manage your money! 

And you must learn how to sell and grow your business sustainably! 

We have so many resources on these two key areas for you to devour. To get you started check out this blog on the money management red flags your ignoring and how to fix them and how to abondon push sales techniques and embrace a new way of selling

4. Trying to fit into a male-dominated structure. 

A large portion of my experience before starting my own business was in Corporate. I learned first-hand what it’s like to be on the outer of a ‘boys club’.  

Then starting my business, I realised there’s a lot of hustle style approaches out there, a lot of ‘shoulds’ around how to run and grow a business. 

Honestly, it left me feeling a little less than inspired when it didn’t fit my natural style not to mention I didn’t feel like I could wholly be myself in my business. 

There’s a delicate mix of masculine and feminine energy that’s required to make the ultimate recipe for business success. 

Though we’re not often taught that feminine energy is a highly valuable business trait. Instead, we’re taught how to do it in a very masculine way, to make sure we fit into the mould. 

I encourage you to bring critical thinking to what you see and hear (or are told) about the way you ‘should’ be doing business. 

5. Subscribing to the belief that sales has to be pushy and fake

Here’s the truth of it. Women are often better at selling and sales once they overcome the barriers of not wanting to be too pushy or fake. 

In fact, when they do the opposite of this and tap into their curious, collaborative nature, they’re more likely to build trust easily. This removes barriers to the sale and instead the focus is on genuinely uncovering the need and solving the potential client’s problem. 

According to Harvard Business Review, high-performing women in sales are more likely to emphasise connecting, shaping solutions and collaborating. The need for this style of selling is becoming more and more desired by clients, particularly as we navigate the pandemic. 

Let’s summarise…

Now there’s a whole bunch of other barriers specific to women in business we could talk about like the increased expectation and demands on women outside of work or the fact that women-led businesses receive less support in funding despite research showing they generate more revenue – sometimes up to twice as much per dollar invested. 

But for now, why not use this checklist to make sure you don’t become another broken statistic in a system of failed businesses…

1. Work on breaking the cycles (and beliefs) that could be holding you back without you realising it 

2. Find a community that you connect with who support and understand you. You might like to join us at our next Business Retreat in November 2021

3. Upskill in areas outside of your genius zone ie. sales and managing your finances 

4. Break the male-dominated mould and define what success looks like on your own terms

5. Embrace a new way of selling and get great at sales

*Source ABS

 

If you want to uncover what else could be holding you back from creating a wildly profitable business you love, without having to sacrifice life, let’s chat! 

7 + 14 =

Busting Myths about Sales Processes in business

Busting Myths about Sales Processes in business

There’s often a disconnect between the importance of a sales process if you’re a solo business owner or have a small team. There’s a perception that you have to have a big business to justify a sales approach. I want to bust this myth and tell you why a sales process has a direct link to profitability AND creating a business you love.

    Let's talk

    If you’re ready to take your business to the next level book in an appointment to chat with one of us. By talking with you we will be able to tell which of our programs will most benefit you at your stage of business.

    Abandon Pushy Sales Techniques and be Amazed at Your New Sales Results

    Abandon Pushy Sales Techniques and be Amazed at Your New Sales Results

    Do your palms get sweaty, your heart starts racing, you can’t quite find the words when you think about ‘closing’ a sale. 

    Is there a sense of dread and avoidance when you have to talk price to a potential new client?

    Chances are, when you think of selling and sales, images of pushy used-car salesmen come to mind.

    You probably have memories of feeling forced into saying yes to something. Or have heard horror stories about icky salespeople using icky sales techniques. 

    What if I told you it doesn’t have to be this way? 

    This type of selling is very (unresourcefully) masculine in its approach. And it’s a one-trick pony that’s fast becoming out of date. 

    Trying to be slick, hustling, smashing it… are all very push focused and as buyers, we’ve become more attuned to the BS in front of us. 

    HEADS UP! Be aware you can go too far the other way from sheer avoidance of not wanting to be too pushy. This becomes too (unresourcefully) feminine in your approach to onboarding and signing new clients. 

    You’ll know if this is you if you don’t like talking about price, you’re not asking enough questions to uncover the real need, you’re not working through the potential client’s concerns for fear of being pushy or overall, you’re not making it easy for them to say yes. 

    What I’m about to tell you will change your world…

    Think of sales like a dance. *Cue Dancing With The Stars visuals here.

    An expert is leading the dance and a celebrity is being guided and learning as they go along. 

    Mic Drop: You’re the expert dancer and your clients are the celebrities. 

    As the expert, you want to make sure they’re taken care of, you’re moving at their pace whilst still guiding them along towards an outcome ie. the end of the dance. 

    Consider what would happen in each of these scenarios:

    • You’re leading the dance too aggressively and quickly, so quickly that your celebrity partner can’t keep up. How does that make them feel?
    • You don’t start the dance at all. Do you end up just standing there staring at each other, waiting for someone to make a move? #awks Of course, they’ll be waiting for you to make the first move. You’re the expert, they don’t know what the first step is.
    • You start the dance beautifully together. You’re leading, your partner is having a great time and then just before you get to the end of the song, you suddenly stop. 

    Top Tip: the last scenario is an example of you having a great sales conversation with a client and then not asking if they’d like to work with you or buy your beautiful product. 

    If you think of sales like a dance, you’ll organically have the perfect flow of masculine and feminine energies to guide your potential clients to their ideal outcome. 

    Sales can be really enjoyable when you focus on a win/win instead of ‘not being pushy’. In fact, focusing on not being pushy is a way of making it all about you, not your client. This is one of the number one sales mistakes people make. 

    The problem is that you’re focusing on yourself when you’re worried about how you’re coming across, not genuinely understanding if there’s a need you can help fulfil. 

    So ask yourself:

    • Does your potential (or existing) client have a need or problem they’d like solved?
    • Is your product or service a great fit to help with this?

    If you got 2 yes’s, you’re doing your clients a disservice by not selling to them. 

    Stop worrying about being fake and too salesy, and start focusing on how you can help them. In other words, start leading that dance baby 💃 

    If you want to uncover what else could be holding you back from creating a wildly profitable business you love, without having to sacrifice life, let’s chat!  

    14 + 6 =