Master Deal Maker Secrets

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today I'm going to share with you a very interesting client case study that will help you understand the relevance of the seven leverage points we talked about last week.

I worked with this guy last year; he has a carpentry business and does a lot of commercial carpentry work. He's a great trader and has a fantastic product. When he came to me, he was doing around about 200k per month, and he said, "I have grown this business without really having to talk to anyone, I hate sales and I need to get over it."

We did a number of things, we essentially put all of the exact verbal and written systems in place at each stage of the seven leverage points in his business.

April through June, he had an increase of 900,000 on what he was doing last year, for the same period this year. By then, he already had 900,000 booked in for the July through September quarter.

That is a phenomenal amount of growth! The strategy that we put together for him worked brilliantly, and it happened because he did the work. I gave him what to do, but he went ahead and implemented it.

After 17 years, it has become pretty formulaic, and the process works. And that's what you want, if you're going to get help with this stuff you want the result. Many of you who listen to this podcast have asked me how I work with clients, this is a bit of an insight in that regard.

Listen to this episode to learn how he generated amazing results building a strategy upon the seven leverage points to improve conversions. It is a great example of how they work in the real world.

Also, if you are interested in this, or if any of the areas we talk about in this podcast are areas that you want to improve in your business, the best thing you can do is to come and check it out. All you have to do to qualify to be a part of this particular group is head over to www.johnblakescall.com, complete a form, and then you'll be able to find a spot on my calendar where we can catch up.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today, I am going to share with you the seven leverage points that I look at when I am working with a business to improve its sales process.

There are a couple of different places that you can look to improve your conversions, improve the offer that you create, and move people through your process a lot faster.

What I do when I first sit down with a new client is we go through a checklist to figure out what we are going to work on to give them the fastest shift in their sales results. What I am sharing with you today is, essentially, this checklist.

The first question I ask is my clients is how are they getting leads? How are people finding them? We look at this process in detail, we focus on their website, their landing pages, we look at what people know about them before they complete an inquiry form.

That's essentially what we might call the indoctrination path, what is it that people have learned about your business to position you differently as opposed to your competitors.

The second point is, when the lead actually comes in, what is the method that's been used to engage them? What I'm finding out a lot, in fact, if you've listened to a very recent episode, you'll remember we talked about the fact that people are finding it harder and harder to engage new leads.

Just because somebody has completed a webform, or completed a contact form, doesn't mean that you're going to be able to get them on the phone straight away. Increasingly, it has become a necessity for more and more people to have a solid strategy to build somebody up from a sort of low commitment type lead, who's really just given you their first name and their email address, up to a point where you can actually have a telephone conversation with them.

These are just two of the leverage points that I'm sharing with you today. I've put all of them to the test with my clients for some years and we continue to see great results to this day; now you can learn how to use them to improve your conversions.

I want to continue to drill down further on at least a couple of these leverage points in future podcasts so, stay tuned. For now, listen to this episode to know where to look in your process and determine where you believe that you need to put the most effort into tweaking to make your conversions better.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Emails are a very powerful way to grow your business. Contextually what we're talking about is to put pen to paper on some kind of recommendation; maybe a proposal for something, or a quote for a particular product or a particular service and send it to a potential client.

The biggest mistake I see people make is this. They attach the proposal or the quote, they send it through, and at the bottom of the email they write, "If you have any questions, please don't hesitate to contact me."

Why is this a huge mistake? Because it is the lamest call to action ever!

Many businesses, hoping they can get clients on board, usually approach them in a very cautious manner, but that cautiousness gets often mixed up with passiveness, and their emails end up being pretty uninviting and bleak.

Some people don't have the time to ring and ask questions. Most don't have the time to take your call, but if they see an email that is crystal clear, that tells you what the actual next step in the process is, a good percentage of people will actually start to take it.

Today, I'm going to tell you what you should write instead to instantly increase your chances of success. This is a really quick and easy change you can do to get the right people on board.

Although this may be a simple tweak, if you start doing it on a regular basis, it adds up at the end of the year. This easy adjustment could cause a 10, or a 20, or even a 30% shift in the amount of people that will actually buy from you, just by putting a simple and effective call to action in the tail end of your email.

Listen to this short episode to know how to do it. I've been doing it for some years, and I've taught many businesses to do it, they've seen a shift in their results and so have I, so, you should definitely start using this on the next proposals or quotes you send out.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today we are going to talk about three reasons why a bulletproof sales process is a strategic advantage in any business.

I've seen this happen time and time again; the people who continue to get fantastic results are the ones that I've helped improve their sales process.

I´ve sat down with my clients to carefully map everything out; to elaborate a solid process that, once it gets done, has no need to be changed or tweaked. They ended up having a well-thought plan with the clarity and confidence required in their minds to take the right actions.

It's just a matter of executing it consistently, and it is magic! It really does produce fantastic results, so I strongly suggest you listen to this episode to have a greater understanding of why having a great sales process is so important.

One of the reasons is that it gives you scalability. If you know that you can generate 100 leads and convert 40 or 50 of them, that really gives you the scalability and the confidence to be able to spend more money on ads.

Another thing that it allows you to do is to scale your team. If you've got a sales process that you know you can rely on, that you can teach to somebody, then you can be confident when you start looking for someone to hire.

With more people, you can really scale. You can go hard and build a great sales team, provided you can deliver on the extra sales that it's going to create.

In sales, having a great business model is not enough if you want to keep growing. Without the confidence to be able to spend money on ads, without the ability to be able to convert the leads that those ads produce, without a proper sales process you will go nowhere, you will not have the scalability and you will not grow.

Listen to this episode to fully grasp the enormous strategic advantage that having an excellent sales process is. It has made a huge difference in all the businesses I've worked with, and it can do amazing things for yours as well.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Recently, I started to realise that it is very common for people these days to have trouble engaging with paid leads, leads that are coming through paid advertising.

The last four inquiries I received came from clients that are dealing with that type of issue now, so, I thought it was a good idea to talk about three ways to maximise your sales from paid advertising.

Nowadays, access to information is easier than ever; it is easier for people to find your business online and contact you if they have an inquiry, you shouldn't be surprised by the fact that it is also easier for them to find your competition.

The increasing use of social media and the rapidness with which people can get a response via these platforms calls for an immediate approach to inquiries, which is the first way to maximise your sales I'm sharing with you.

Call leads straight away; it has become more important than ever.

If you call a lead within five minutes of the inquiry, you are nine times more likely to actually convert them into a paying client. That is massive!

You have no idea how many businesses have absolutely no clue about the magnitude of this simple action. Ask them how long it takes them to get back to a lead, they are usually going to say, "not long at all, within the first two days" That is way too late!

Think of the scenario, one person can be looking at four different websites at a time, looking for the best option for his or her particular situation, sending inquiries to all of the businesses that seem like they can help, expecting to talk to somebody that understands their concerns, hopefully, in a matter of minutes.

That is a huge window of opportunity, the sooner you respond the better, but you have to know how to do it, there are some fundamental elements that you cannot ignore about the way you engage with the people that write to you.

Listen to this episode to know how to properly do it so you can maximise your sales from paid advertising. These are three very simple and very effective ways to do it that won't let you down. As simple as they may seem, you can really get excellent results if you start implementing them and teaching your team how to implement them as well.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

There are three common denominators that I have seen create the biggest shifts in sales results. Regardless of if you are a sales professional or a business owner, these things are crucial.

Today, we are going to talk about three shifts that you can make in your sales career or in your business to generate a massive improvement in sales.

I've had the chance to see these denominators in action in the hundreds of clients that I've worked with over the last 17 years and the hundreds of clients that I had access to before that in wholesale. I can tell you, if you get these elements in place you are going to be surprised with the results, especially if you fine-tune your approach over time.

One of the biggest shifts comes with analysing and fixing a fundamental aspect of any business, the sales process.

If you have an awesome product, or if you provide top-notch services, your way to success is all clear, right? Absolutely not!

You can have a great product but a crap process, and that is anything but a recipe for success. You have to make sure your sales process is converting, that it has no disconnects, no holes. In most cases, there are about six or seven pretty major holes that exist in most people's businesses.

I went over this topic in Episode 106 so, if you want to learn more about the holes in your sales funnel and how to fix them you should give it a listen too.

Once you fix these holes, you need an offer that converts, something that is actually a good deal for the client, that is easy for them to say yes to. If you've got it, you can scale, but obviously, you need to do some other things before you get there.

Listen to this episode to learn how to create a massive shift in your sales revenue by taking a closer look at the key areas where your process is executed and the system that has been put in place to get it done.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Everyone has at some point experienced a sales rut in their career; if you haven't, there's one coming, just be patient.

I've coached myself out of a few sales slumps, and I've coached a lot of the team members that I work with out of them as well so, I know that it may seem like the end of the world sales drop down dramatically, fortunately, it is not.

It doesn't matter if you are the one that is experiencing a sales rut or if one of the members of your team is, the first thing to remember is that sales slumps are temporary.

Today, I am going to share with you the five things that you can do to get yourself out of one. Implementing any one of these to your routine will make a massive difference, do them all and you'll see how much greater the results can be.

For instance, something you can do is revisit your motivation and revisit the basics of your process. As for the first one, you have to ask yourself what it is that you're actually doing, and why you're doing it.

As an example, my motivation for doing this is I want to help salespeople, I want to help business owners to get the best results possible from their marketing, I want to help them avoid a lot of the mistakes that I've made in over 30 years of, of selling, and I want to make sure that they get fantastic results. That's my motivation, yours will be different.

As for the basics, often, if you're not getting good results, it'll be because you're either not covering a particular part of your process, or because you're skipping over something. Go back and revisit the process, revisit the basics, there could be something that you're not doing, or that you're not doing as good as you should.

Revisiting your motivation and your sales process is just one of the five ways to get out of a slump I'm sharing with you.

Listen to this episode to know what the other ways are. These are very simple things to put into practice that will set up straight any doubts or concerns you may have, help you to analyse your sales process, and solve the issues any sales rut brings along.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today we are going to be talking about the four most important aspects to hiring a salesperson, these are a number of things that I have noticed over the years that make a massive difference when you are looking to take that step.

As I mentioned in previous episodes, culture fit is a fundamental element of the hiring process. That new person needs to fit in with the people that you've already got; this could probably be a gut feeling thing, at least a part of it, what matters is that you have to be able to use the resources you've got to know if they are going to fit with the rest of the personalities in your team.

Being able to work with others and abide by the team culture is as important as having a background of a consistent history of competence in sales, and this is a tricky one because there's a couple of different ways that we can qualify this.

For instance, someone could say "I hit sales records in this company, I hit sales records in that company" and so on. Here is where you must be careful because that success in sales could be attributed to that company or industry being on a massive growth curve. For all intents and purposes, that person just had to take orders.

In your interview process, you want to uncover situations where that prospect was actually resourceful, creative, and able to make sales because of his or her own actions rather than just selling a product that there was a massive demand for in an industry that was booming.

Being very meticulous with the way you conduct the interview will give you all the information you need to determine whether someone is a fit or not.

Listen to this episode to know how these four keys to hiring salespeople will help you to have a proper interview screening process that allows you to select and hire the type of salesperson you need.

It doesn't matter if this is the first time you hire a salesperson, or if it is an addition to an already existing team. If you make sure you comply with these keys you've got a winning formula and you have got the highest likelihood that that person is going to be really successful within your business.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today, we're going to be talking about the four most important things that you need to have in place if you are going to hire, train and retain a sales team.

There are many mistakes that organizations make when they want to build a sales team, or when they bring new people to an already existing one. Many steps can be done wrong, from looking for someone that fits their needs, to keeping track of their performance once they are hired.

One of the biggest mistakes that I see them making is on selection. Often, I get called into an organization, and they say, "we want you to train our team"; I would absolutely train them if that was the issue, but what happens very frequently is that they tend to mistake a training problem for a selection problem or a recruiting problem.

Creating a profile of the person that you want is fundamental, and the system that you use for selecting that salesperson is just as important.

You need to make sure that you have a process for creating the ideal profile of the person that you want. Consider that, many times, people make another notorious mistake; they want that person to be able to do too many things and, in that confusion, you'll be lucky if half of those things get done correctly.

You have to define what is the core competency, what is the personality fit in terms of culture, and then, what is the process that you are going to use to screen them.

This is just one of the four elements you need to build a sales team. Of course, the selection is a crucial step, but once you hire somebody there must be continuity.

What is the process you are taking that person through to bring them up to speed? How is the training working out? How can you make sure they're confident enough to actually start making sales?

Listen to this episode to learn what the other elements are so that you can make sure you have the right people on board, and once you have them, to guarantee that they are going to be kicking goals constantly.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today we're going to be talking about the top 10 mistakes that companies make with sales meetings.

Sales meetings are at the core of creating a great sales culture in an organization. Unfortunately, it is very easy for businesses to make any of these 10 mistakes. I've seen it dozens and dozens of times. I sit in on a lot of sales meetings that are not well structured, and that don´t lead anywhere, thus getting no lift in sales performance.

The first one of these mistakes is they either don't run them, or they have them too infrequently. If you have meetings too infrequently, there's little to no accountability, no consistency, and no continuity. When you haven't got everyone on the same program, when everybody is moving at a different rhythm, it is really hard to build momentum. This leads us to the second mistake.

Having no structure, no agenda; or if there is an agenda, it's too loose, and there isn't somebody that's actually keeping time. This terrible habit is most likely going to make a mess out of your sales meetings.

If there isn't a structure and there isn't agenda, it's very easy for your meeting to get hijacked. Normally, it will be from somebody who likes the sound of their own voice or that has got a particular grievance. There should be a time and a place to talk about those things but not during a sales meeting.

When it gets hijacked, suddenly everyone's gone down a rabbit hole and people end up talking about something that really isn't particularly useful to the purpose of the meeting. Logically, it will tend to degenerate from there.

These mistakes lead to serious consequences and are not to be taken lightly. The biggest one is that people stop caring about sales meetings, and if they are too long, too infrequent, or pointless to them then the entire culture is affected.

Over the coming episodes, I'm going to be talking more about sales meetings; how to run them, how to create a culture where your team actually wants to attend your meetings, and we're going to start it off today.

Listen to this episode to know what these 10 mistakes are, evaluate the way you run meetings, and identify what areas need to be worked on so you can make them do what they are supposed to do.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.