Welcome to Striding Out!http://www.stridingout.co.uk/2013-05-24T15:11:11ZJoomla! 1.5 - Open Source Content ManagementGive your Sales a Boost2011-11-07T23:11:17Z2011-11-07T23:11:17Zhttp://www.stridingout.co.uk/sales-techniques/give-your-sales-a-boost.htmlHeather Wilkinson[email protected]<p><img height="86" width="128" src="http://www.stridingout.co.uk/images/stories/home/logos/toolbox_businesswebsmall.jpg" alt="toolbox_businesswebsmall" /></p>
<h3>Boost Your Sales</h3>
<p>Give your marketing and sales strategy a boost, by re-evaluating the following objectives and activities for your business:-</p>
<p>Sales Targets</p>
<ul>
<li>Define your sales targets for the week, month and year?</li>
<li>What gives you the confidence that your sales targets are achievable? </li>
<li>Does the income from these sales targets adequately cover your costs?</li>
</ul>
<p>Marketing Activity</p>
<ul>
<li>Do you have communication tools prepared? </li>
<li>Do you have a clear strategy for which marketing channels to use?</li>
</ul>
<p><img height="86" width="128" src="http://www.stridingout.co.uk/images/stories/home/logos/toolbox_businesswebsmall.jpg" alt="toolbox_businesswebsmall" /></p>
<h3>Boost Your Sales</h3>
<p>Give your marketing and sales strategy a boost, by re-evaluating the following objectives and activities for your business:-</p>
<p>Sales Targets</p>
<ul>
<li>Define your sales targets for the week, month and year?</li>
<li>What gives you the confidence that your sales targets are achievable? </li>
<li>Does the income from these sales targets adequately cover your costs?</li>
</ul>
<p>Marketing Activity</p>
<ul>
<li>Do you have communication tools prepared? </li>
<li>Do you have a clear strategy for which marketing channels to use?</li>
</ul>
Building A Coaching Franchise2011-07-26T11:29:56Z2011-07-26T11:29:56Zhttp://www.stridingout.co.uk/sales-techniques/building-a-coaching-franchise.htmlHeather Wilkinson[email protected]<p><img height="140" width="279" src="http://www.stridingout.co.uk/images/stories/logos/Building_a_business_from_scratch5.jpg" alt="Building_a_business_from_scratch5" style="float: left;" />Many coaches both<span class="pink-highlight"> <strong>sell</strong> and <strong>deliver</strong> </span>their services. They deal with the business development, the programme development, and the managing of clients. Although this keeps costs down, in<span style="color: #ff00ff;"><strong class="pink-bold"> the longer term it limits how large you can grow</strong></span>. For every minute spent cold calling, cold emailing, and handing out flyers... a minute is potentially lost on strategic level work and doing actual coaching. We can clearly see that building a strong team will help to expand your business. But if finances are tight; how can a coach begin to build a strong team? The following are the top tips for<span style="color: #ff00ff;"><strong> <span class="pink-highlight">building a team from scratch with little or no budget</span></strong></span><span class="pink-highlight">....</span></p>
<p><img height="140" width="279" src="http://www.stridingout.co.uk/images/stories/logos/Building_a_business_from_scratch5.jpg" alt="Building_a_business_from_scratch5" style="float: left;" />Many coaches both<span class="pink-highlight"> <strong>sell</strong> and <strong>deliver</strong> </span>their services. They deal with the business development, the programme development, and the managing of clients. Although this keeps costs down, in<span style="color: #ff00ff;"><strong class="pink-bold"> the longer term it limits how large you can grow</strong></span>. For every minute spent cold calling, cold emailing, and handing out flyers... a minute is potentially lost on strategic level work and doing actual coaching. We can clearly see that building a strong team will help to expand your business. But if finances are tight; how can a coach begin to build a strong team? The following are the top tips for<span style="color: #ff00ff;"><strong> <span class="pink-highlight">building a team from scratch with little or no budget</span></strong></span><span class="pink-highlight">....</span></p>
Sell Yourself - Develop your brand and reputation2011-06-06T07:03:46Z2011-06-06T07:03:46Zhttp://www.stridingout.co.uk/sales-techniques/sell-yourself-develop-your-brand-and-reputation.htmlHeather Wilkinson[email protected]<p>It’s important in business to develop your personal profile, as people buy services and products from people they trust are an expert in a particular field. We’ve outlined some steps below for you to take for creating your personal profile. </p>
<h5>Become an Expert</h5>
<p>We recommend you become an expert in a particular area that fits with your services and products. New clients will come to you if you build your reputation as an expert. Your expert profile should be backed up on by your previous track record, work history, training or learning.</p>
<p>You need to sell yourself as an expert in your field by undertaking the following steps:-</p>
<ol>
<li>Emphasizing and demonstrating your expertise in your Bio and CV and make sure they are on your website and social media profiles.</li>
<li>Write articles for media and the web that demonstrate and raise awareness of your expertise</li>
<li>Communicate your expertise on your social media profiles – linked in, twitter, facebook, and talk about the topic regularly. </li>
<li>Collate case studies of clients you’ve worked with that demonstrate your expertise and impact. These can be used in marketing material or in articles as examples. </li>
</ol>
<p> </p>
<p>It’s important in business to develop your personal profile, as people buy services and products from people they trust are an expert in a particular field. We’ve outlined some steps below for you to take for creating your personal profile. </p>
<h5>Become an Expert</h5>
<p>We recommend you become an expert in a particular area that fits with your services and products. New clients will come to you if you build your reputation as an expert. Your expert profile should be backed up on by your previous track record, work history, training or learning.</p>
<p>You need to sell yourself as an expert in your field by undertaking the following steps:-</p>
<ol>
<li>Emphasizing and demonstrating your expertise in your Bio and CV and make sure they are on your website and social media profiles.</li>
<li>Write articles for media and the web that demonstrate and raise awareness of your expertise</li>
<li>Communicate your expertise on your social media profiles – linked in, twitter, facebook, and talk about the topic regularly. </li>
<li>Collate case studies of clients you’ve worked with that demonstrate your expertise and impact. These can be used in marketing material or in articles as examples. </li>
</ol>
<p> </p>
Speaking Out2010-08-16T09:24:42Z2010-08-16T09:24:42Zhttp://www.stridingout.co.uk/sales-techniques/speaking-out.htmlHeather Wilkinson[email protected]<p><span style="font-size: 14pt;"><strong>Speaking Out</strong></span></p>
<p>At some point whilst running a new business you’ll probably have to stand up in front of a room of people and say what you do.</p>
<p>For many people this can be a terrifying experience. Minds go blank. Palms go sweaty. Often there’s a sleepless night at the thought doing it in the first place. Even if your reaction to public speaking is more muted, and it’s simply that you dislike it, imagine how your life would be different if you could reframe your perspective and make speaking publicly something that you actually enjoyed!</p>
<p>We have a <span style="font-size: 12pt;" class="green-bold">3 step plan</span> to share which will support you when you getting ready to speak publicly:</p>
<p><span style="font-size: 14pt;"><strong>Speaking Out</strong></span></p>
<p>At some point whilst running a new business you’ll probably have to stand up in front of a room of people and say what you do.</p>
<p>For many people this can be a terrifying experience. Minds go blank. Palms go sweaty. Often there’s a sleepless night at the thought doing it in the first place. Even if your reaction to public speaking is more muted, and it’s simply that you dislike it, imagine how your life would be different if you could reframe your perspective and make speaking publicly something that you actually enjoyed!</p>
<p>We have a <span style="font-size: 12pt;" class="green-bold">3 step plan</span> to share which will support you when you getting ready to speak publicly:</p>
Successful Negotiating 2010-03-15T11:31:33Z2010-03-15T11:31:33Zhttp://www.stridingout.co.uk/sales-techniques/successful-negotiating.htmlHeather Wilkinson[email protected]<span style="font-size: medium; border-collapse: collapse; font-family: 'Times New Roman'" class="Apple-style-span"><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing a "deal" with the store by buying two pairs at once. Of course, he never gets a discount, but what I find fascinating is the number of times he asks for a discount, doesn't get it, and still buys the item at full price anyway.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">I started thinking about this from the seller's perspective, by analyzing my own negotiation techniques, and those of my clients. The questions I wanted to answer were: Exactly what makes a successful negotiator? And what do they do differently from the rest of us to get the price they want, while still leaving their customers feeling that they're getting a good deal?</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other terms your prospect is looking for a break on.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"> <span style="font-size: small; font-weight: bold; font-family: Arial" class="Apple-style-span">Step 1: Get into the right frame of mind</span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">The first thing you have to do when negotiating is make sure you're in the right frame of mind. Do you really believe that your products or services are worth the price you're charging? If the answer is no, then you won't be able to negotiate successfully. Period.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">If you implement the next four steps of this plan, I can guarantee that those readers who truly believe that their products are worth the price they charge will walk away with more deals at full price. Those of you who think your products are too expensive, on the other hand, will continue to sell at a discount.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">These steps aren't necessarily easy, and in fact may take some discipline to implement. But for those of you who are willing to put in the effort, I promise that they will help make negotiation easier, and more natural.</span></span></p><span style="font-size: medium; border-collapse: collapse; font-family: 'Times New Roman'" class="Apple-style-span"><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing a "deal" with the store by buying two pairs at once. Of course, he never gets a discount, but what I find fascinating is the number of times he asks for a discount, doesn't get it, and still buys the item at full price anyway.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">I started thinking about this from the seller's perspective, by analyzing my own negotiation techniques, and those of my clients. The questions I wanted to answer were: Exactly what makes a successful negotiator? And what do they do differently from the rest of us to get the price they want, while still leaving their customers feeling that they're getting a good deal?</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other terms your prospect is looking for a break on.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"> <span style="font-size: small; font-weight: bold; font-family: Arial" class="Apple-style-span">Step 1: Get into the right frame of mind</span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">The first thing you have to do when negotiating is make sure you're in the right frame of mind. Do you really believe that your products or services are worth the price you're charging? If the answer is no, then you won't be able to negotiate successfully. Period.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">If you implement the next four steps of this plan, I can guarantee that those readers who truly believe that their products are worth the price they charge will walk away with more deals at full price. Those of you who think your products are too expensive, on the other hand, will continue to sell at a discount.</span></span></p><p style="margin-top: 5pt; margin-right: 0.1in; margin-bottom: 5pt; margin-left: 0.1in"><span style="font-family: Arial"><span style="font-size: 10pt">These steps aren't necessarily easy, and in fact may take some discipline to implement. But for those of you who are willing to put in the effort, I promise that they will help make negotiation easier, and more natural.</span></span></p>Sales Action Plan for 20102010-03-08T10:52:32Z2010-03-08T10:52:32Zhttp://www.stridingout.co.uk/sales-techniques/sales-action-plan-for-2010.htmlHeather Wilkinson[email protected]<p>
<i>In this article, leading Sales Expert Andy Preston explains what
sales lessons you should have learnt from 2009.... and what you need to
do differently to be more successful in 2010.....</i>
<i><br />
</i>
</p>
<p>
<i></i>2009 was an interesting year for many salespeople and business
owners I've been speaking with recently. Whilst some had a successful
year, many others were grateful for making the sales they did, and some
were grateful to make it through the year at all!
</p>
<i></i>
<p>
2009 had some interesting lessons in terms of sales and sales
tactics, things we should all learn from whether we're a salesperson,
sales manager, director or business owner.
</p>
<p>
Follow the tips below and watch your sales soar in 2010!.....
</p>
<h4><b>Sales Lesson Number One - Prospect Continuously</b></h4>
<p>
If 2009 taught you nothing else, it taught you that you can't always
rely on your existing customers to hit your sales targets! 2009 was the
year that existing customers were looking for ways to cut costs in
their businesses - and maybe you and your product or service were one
of those costs?
</p>
<p>
Prospecting should be done on a continuous basis, not just when you're quiet!
</p>
<p>
<i>In this article, leading Sales Expert Andy Preston explains what
sales lessons you should have learnt from 2009.... and what you need to
do differently to be more successful in 2010.....</i>
<i><br />
</i>
</p>
<p>
<i></i>2009 was an interesting year for many salespeople and business
owners I've been speaking with recently. Whilst some had a successful
year, many others were grateful for making the sales they did, and some
were grateful to make it through the year at all!
</p>
<i></i>
<p>
2009 had some interesting lessons in terms of sales and sales
tactics, things we should all learn from whether we're a salesperson,
sales manager, director or business owner.
</p>
<p>
Follow the tips below and watch your sales soar in 2010!.....
</p>
<h4><b>Sales Lesson Number One - Prospect Continuously</b></h4>
<p>
If 2009 taught you nothing else, it taught you that you can't always
rely on your existing customers to hit your sales targets! 2009 was the
year that existing customers were looking for ways to cut costs in
their businesses - and maybe you and your product or service were one
of those costs?
</p>
<p>
Prospecting should be done on a continuous basis, not just when you're quiet!
</p>
Negotiating - The Myths and Realities2010-02-14T19:39:58Z2010-02-14T19:39:58Zhttp://www.stridingout.co.uk/sales-techniques/negotiating-the-myths-and-realities.htmlHeather Wilkinson[email protected]<p>
We have all been there at some
stage in our business lives - the dreaded negotiation with your most awkward
client. He regularly screws you to the floor each year on price and
everything else you have to offer! Pretty quickly you see every negotiation
as a battle and all your self confidence goes.
</p>
<p>
There are a
lot of myths surrounding negotiating which don't help if you are faced with
handling such a session for the first time. But as with any myth, there is
usually a very different reality.
</p>
<h4 class="pink-bold">Myth: It can be a daunting
ordeal</h4>
<p>
You mention
to your trusted partner or member of staff that you are off to negotiate
next year's big contract. What do they say? "Good luck!" The majority of
people think that negotiating is a dirty and tough task, a necessary evil.
</p>
<h4>Reality: Not if you plan</h4>
<p>
As with all
things in life, we fear the unknown, especially if we are unprepared. The
reality of negotiating is that with adequate preparation comes confidence.
Before your meeting sit down and ask yourself the following questions:
</p>
<ol>
<li>
what do
you want out of this negotiation?</li>
<li>what is
your lowest, acceptable and best price?</li>
<li>what are
you prepared to 'give away' if necessary?</li>
<li>what do
you know about the other company's position in the deal?</li>
<li>if you
don't know much, what questions can you ask to improve your understanding? </li>
</ol>
<p>
Thorough preparation is a great confidence
booster. See the negotiation as a presentation and plan your approach and
questions before hand.
</p>
<h4 style="margin: 0pt 0in"><span class="pink-bold">Myth: Negotiators are born</span>
</h4>
<p>
There is such
a mystic surrounding negotiation and the skills needed to be good at it,
that most people think you either have it at birth or you don't!
</p>
<p>
We have all been there at some
stage in our business lives - the dreaded negotiation with your most awkward
client. He regularly screws you to the floor each year on price and
everything else you have to offer! Pretty quickly you see every negotiation
as a battle and all your self confidence goes.
</p>
<p>
There are a
lot of myths surrounding negotiating which don't help if you are faced with
handling such a session for the first time. But as with any myth, there is
usually a very different reality.
</p>
<h4 class="pink-bold">Myth: It can be a daunting
ordeal</h4>
<p>
You mention
to your trusted partner or member of staff that you are off to negotiate
next year's big contract. What do they say? "Good luck!" The majority of
people think that negotiating is a dirty and tough task, a necessary evil.
</p>
<h4>Reality: Not if you plan</h4>
<p>
As with all
things in life, we fear the unknown, especially if we are unprepared. The
reality of negotiating is that with adequate preparation comes confidence.
Before your meeting sit down and ask yourself the following questions:
</p>
<ol>
<li>
what do
you want out of this negotiation?</li>
<li>what is
your lowest, acceptable and best price?</li>
<li>what are
you prepared to 'give away' if necessary?</li>
<li>what do
you know about the other company's position in the deal?</li>
<li>if you
don't know much, what questions can you ask to improve your understanding? </li>
</ol>
<p>
Thorough preparation is a great confidence
booster. See the negotiation as a presentation and plan your approach and
questions before hand.
</p>
<h4 style="margin: 0pt 0in"><span class="pink-bold">Myth: Negotiators are born</span>
</h4>
<p>
There is such
a mystic surrounding negotiation and the skills needed to be good at it,
that most people think you either have it at birth or you don't!
</p>
Promote your retail product on TV 2010-01-07T15:37:18Z2010-01-07T15:37:18Zhttp://www.stridingout.co.uk/sales-techniques/promote-your-retail-product-on-tv.htmlHeather Wilkinson[email protected]<h2>New Retail Series</h2>
<p>
| BBC Two
</p>
<p>
Entrepreneurs, inventors, designers - Britain's high street wants you!
</p>
<p>
Do you believe you've invented the next Dyson? Concocted a successor to Innocent Smoothies? Discovered the next Protect and Perfect face cream? Then the BBC wants to hear from you.
</p>
<p>
In a groundbreaking new series with retail expert Theo Paphitis, some of Britain's biggest and best loved high street stores are clearing some shelf space for you - the great British public - to sell your products.
</p>
<h2>New Retail Series</h2>
<p>
| BBC Two
</p>
<p>
Entrepreneurs, inventors, designers - Britain's high street wants you!
</p>
<p>
Do you believe you've invented the next Dyson? Concocted a successor to Innocent Smoothies? Discovered the next Protect and Perfect face cream? Then the BBC wants to hear from you.
</p>
<p>
In a groundbreaking new series with retail expert Theo Paphitis, some of Britain's biggest and best loved high street stores are clearing some shelf space for you - the great British public - to sell your products.
</p>
Successful Influencing2009-07-23T22:54:04Z2009-07-23T22:54:04Zhttp://www.stridingout.co.uk/sales-techniques/successful-influencing.htmlHeather Wilkinson[email protected]<p>
By Cheryl Speak, Striding Out Business Coach
</p>
<p>
Influencing skills are often hailed as the key to success and we are sometimes lead to believe that there is a ‘trick' to being a successful ‘influencer'. The truth is its simple .... Listening. The art is actually in knowing how to listen. <br />
<br />
The reason why the simple art of listening is one of the strongest influencing skills is because it develops and enhances trust and rapport faster than anything else. In the world of sales, the more your client is telling you about themselves, then the more they build their trust in you.
</p>
<p>
By Cheryl Speak, Striding Out Business Coach
</p>
<p>
Influencing skills are often hailed as the key to success and we are sometimes lead to believe that there is a ‘trick' to being a successful ‘influencer'. The truth is its simple .... Listening. The art is actually in knowing how to listen. <br />
<br />
The reason why the simple art of listening is one of the strongest influencing skills is because it develops and enhances trust and rapport faster than anything else. In the world of sales, the more your client is telling you about themselves, then the more they build their trust in you.
</p>
Writing copy that sells2009-06-21T13:02:35Z2009-06-21T13:02:35Zhttp://www.stridingout.co.uk/sales-techniques/writing-copy-that-sells.htmlHeather Wilkinson[email protected]<b><i>Barney Jeffries</i></b><i>, a writer at ethical copywriting agency <a href="http://www.ngomedia.org.uk/">ngo.media</a>, offers seven top tips for writing marketing copy that sells</i>
<p>
<i><span></span></i>
</p>
<p>
<i></i>
</p>
<p>
<i></i>
</p>
<p>
Words are powerful things. The best salespeople are blessed with the gift of the gab. A three-word slogan - The Real Thing, Just Do It, Every Little Helps - can help generate vast global sales.
</p>
<p>
Small businesses tend not to pay much attention to the words they use. They should. Good writing can make a huge difference to your company profile, the way people relate to your business and, ultimately, whether they buy.
</p>
<p>
While your business can't hope to match the marketing clout of the multinationals, you do have one huge advantage: you're actually doing something worthwhile. That means people are more likely to be receptive to your message.
</p>
<b><i>Barney Jeffries</i></b><i>, a writer at ethical copywriting agency <a href="http://www.ngomedia.org.uk/">ngo.media</a>, offers seven top tips for writing marketing copy that sells</i>
<p>
<i><span></span></i>
</p>
<p>
<i></i>
</p>
<p>
<i></i>
</p>
<p>
Words are powerful things. The best salespeople are blessed with the gift of the gab. A three-word slogan - The Real Thing, Just Do It, Every Little Helps - can help generate vast global sales.
</p>
<p>
Small businesses tend not to pay much attention to the words they use. They should. Good writing can make a huge difference to your company profile, the way people relate to your business and, ultimately, whether they buy.
</p>
<p>
While your business can't hope to match the marketing clout of the multinationals, you do have one huge advantage: you're actually doing something worthwhile. That means people are more likely to be receptive to your message.
</p>