Scale Up Your Sales and Marketing

In this episode, Leisa & Vic discuss the importance of valuing your time and expertise, pre-qualifying clients, and setting clear pricing structures to grow a business.

Leisa & Vic emphasise the need to approach pricing with caution, communicate effectively, and consider the lifetime value of clients.

They also discuss the significance of a clear pricing strategy and communication when increasing prices.

Leisa & Vic wrap up the episode by encouraging listeners to recognise and promote their favourite independent brands to mark #independenceday

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⁠⁠⁠⁠Leisa on LinkedIn⁠⁠⁠⁠

⁠⁠⁠⁠Vic on LinkedIn⁠⁠⁠⁠

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⁠⁠⁠⁠On Instagram⁠⁠⁠⁠ 

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In small businesses, understanding seasonality and managing cash flow are crucial for success.

In this episode, Leisa & Vic discuss the importance of anticipating seasonal changes, adjusting business strategies, and pre-planning for unexpected fluctuations.

Leisa & Vic also emphasise the need for proactive planning, self-care, and upskilling to maintain a purposeful workload during quiet periods.

Creating content during downtimes and factoring in monthly expenses are also highlighted by Leisa & Vic as key strategies for managing cash flow and maintaining a successful business.

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⁠⁠⁠⁠Leisa on LinkedIn⁠⁠⁠⁠

⁠⁠⁠⁠Vic on LinkedIn⁠⁠⁠⁠

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⁠⁠⁠⁠On Instagram⁠⁠⁠⁠ 

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Establishing yourself as an expert in your field is crucial for attracting clients and growing your business.

In this episode, Leisa & Vic delve into the steps small business owners can take to become the go-to expert in their industry.

These steps include:

➡️The significance of understanding your target audience and tailoring messaging to resonate with them

⁠⁠⁠⁠Leisa on LinkedIn⁠⁠⁠⁠

⁠⁠⁠⁠Vic on LinkedIn⁠⁠⁠⁠

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⁠⁠⁠⁠On Instagram⁠⁠⁠⁠ 

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In this episode, Leisa Pickles talks about the importance of understanding the key features and benefits of a product or service.

Leisa talks about a feature being a factual element of a product or service likening it to the colour of a sock or the duration of a sales outreach programme and then adds a benefit which is relevant and tailored towards the individual customer.

Leisa emphasises the importance of having as many features and benefits as possible as these help to build a sales story, peak customer interest and provide salespeople with a toolkit to overcome objections.

Leisa also talks about the importance of finding the key decision maker within an organisation to ensure communications are being seen and heard by the person with the authority to make decisions.

⁠Leisa on LinkedIn⁠

⁠Vic on LinkedIn⁠

⁠On Instagram⁠ 

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Vic loves the saying: "If you market to everyone, you market to no-one" and she challenges you with this question: just because you can, does it mean you should?

Have you ever wondered if you should narrow your target audience a bit more? 

Find out about the YAY list and the GRR list too, how do you know which of your existing customers you want to attract more into your business, and who can you repel? It's a fun episode, packed with lots of examples to help you to refine who you're targeting.

⁠Leisa on LinkedIn⁠

⁠Vic on LinkedIn⁠

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⁠On Instagram⁠ 

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In this episode, Leisa Pickles talks about sales outreach communications and how Business Owners need to be able to articulate who they are and what their business does in a succinct way to grab the attention of their audience.

Leisa focuses on three communication channels: Telephone, email and face to face and offers advice on how Small Business owners can set themselves up for success when using these communications.

Leisa provides 5 top tips for Small Business owners to take on board when making sales outreach calls which will help them be more confident on the phone when prospecting.

Leisa also gives tips on how to structure email communications with some ideas for subject areas to ensure email communications are well thought out, relevant and help to build a compelling reason to buy.

In this episode, Leisa also talks about the importance of a clear, well planned and concise elevator pitch which is essential when networking and meeting new customers, clients and collaborators.

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⁠⁠Leisa on LinkedIn⁠⁠

⁠⁠Vic on LinkedIn⁠⁠

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⁠⁠On Instagram⁠⁠ 

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As business owners, it's easy to get FOMO if we're not active on all the social media channels. And it's exhausting!

Vic explains how to do a touchpoints audit, how to choose the best marketing touchpoints for your target audience and then link them all together. This means you can take unnecessary pressure off and refocus on the touchpoints that deliver the best ROI (return on your investment) possible.

Within this episode, Vic mentions these links:

Your free marketing touchpoints 'checklist'

Find your target audience and customer touchpoints

The average customer needs to view an advert at least 7-8 times before it'll really sink in

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⁠⁠Leisa on LinkedIn⁠⁠

⁠⁠Vic on LinkedIn⁠⁠

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⁠⁠On Instagram⁠⁠ 

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Does your relationship with your key customers and suppliers extend beyond one person?  If your main point of contact left the business would the relationship break down?

In this episode, Leisa Pickles talks about expanding your sphere of influence within your key customers and suppliers to ensure you are maximising your points of contact across the entire organisation.

Leisa talks about the risk of “man marking” and how this is a dangerous strategy to adopt when doing business to business. Leisa provides top tips on how you can expand your sphere of influence and build a contact matrix for each of your customers and suppliers that extends beyond one department and incorporates the entire team.

In this episode, Leisa also talks about the importance of identifying relevant roles within organisations so that you can speak with authority when gathering contact information and demonstrate your understanding of positions held by key stakeholders and decision makers.

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⁠⁠Leisa on LinkedIn⁠⁠

⁠⁠Vic on LinkedIn⁠⁠

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⁠⁠On Instagram⁠⁠ 

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Listen to 10 Top Tips from Vic!

These are handy, whether you're starting your business or scaling up, and whether you're selling a product or a service.

⁠⁠Leisa on LinkedIn⁠⁠

⁠⁠Vic on LinkedIn⁠⁠

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⁠⁠On Instagram⁠⁠ 

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Listen in to find out if Leisa Pickles has a crystal ball or a magic wand as she answers the question: Why is no-one returning my calls and emails?

In this episode, Leisa Pickles provides tools and techniques to help you improve your return rate.

Leisa shares examples from her own experience and provides some actionable techniques to help you remain at the forefront of mind and your Business stand out.

Leisa delves deeper into the phrase: Once is an accident, twice is a coincidence, three times is a pattern by sharing the process she uses within her own Business to drive better email and telephone return response rates.

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⁠⁠Leisa on LinkedIn⁠⁠

⁠⁠Vic on LinkedIn⁠⁠

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⁠⁠On Instagram⁠⁠ 

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