10 Critical Questions for More Sales and Profits (Handout)

Sales 2.0: Ten Critical Questions To Increase Your Sales and Profits 1) Personal Questions: Goal – To Understand Yourself Why are you in business? What is your personal story? What are your personal, professional, business achievements and accomplishments? What is your passion? What are your personal strengths and areas for improvement? What is your communication style? (Go to Communication DNA and get your free communication profile (12 questions): http://bit.ly/hQt7vg ) What is your business purpose in life? Action Items: Answer the above questions. 2) Business Questions: Goal – To Better Understand Your Business Opportunity What do you do? (Open Selling Statement - Be brief and to-the-point) What problem are you solving for your prospective client? Why should I buy from you and your company? (10 reasons) What makes your business unique? (Positioning) (10 reasons) What is the transaction dollar size that your target market is buying? What are your costs? What are your individual cost per product or service? What is your profit margin? What are the keywords or phrases that describe your business? What keywords do your best prospect's use to find your product or service? Action Items: Review Keyword Opportunities and Define the Right Keywords for your Business Do Google search on your keywords and review company results Review Google Keyword Tools – Search for Good Search Volume and Low Competition Look at WordTracker (trial) for keywords (optional) Review your best competitors website for the keywords that they use What have you learned, what are the trends, where are the opportunities and what's missing? Identify the Problem and Pain for your Best Client Prospects = Profit What problem are you solving? Describe the pain? What is the emotional distress? How do you alleviate it? What are the emotional beliefs? What is the cost in time and money? “One Page Business Page” by Jim Horan – Amazon Search – Look for your particular industry 3) Industry Questions: Goal – To Better Understand Your Industry What is your industry? Why is this industry a success? What are the trends? How are these trends impacting your specific target niche market? Action Items: Focus on specific topic, need, issue or problem (think long tail) – acquire massive expertise – present yourself as expert Expand Your Knowledge: Focus on specific topic – acquire massive expertise – present yourself as expert Review Ezine articles – Use Keywords – Look for Interesting Articles Review iTunes Podcast Directory – Use Keywords – Review, Look for and Listen to Interesting Podcasts Review You Tube – Use Keywords – “How to (with your keywords) – Review and watch Interesting Videos Conduct research on your industry – Google the following items: keyword FileType:PDF, keyword FileType:PPT, keyword Site: .edu What have you learned, what are the trends, where are the opportunities and what's missing? 4) Marketing Questions: Goal – To Better Understand How To Position Your Company Against The Competition Where do you have a distinct advantage over others within your industry? What is a common complaint that people have about your industry? Who is your target market? Who do they serve? How can you support their clients or customers? What is your T.A.M. (target available market) – total dollar amount? Who is your competition? Who is your specific target market niche? Where can you find this person? What do they watch, listen and read? Where can you find lots of them? What clubs, associations, organizations or groups do they belong to? How are you going to attract them? How are you going to connect with them? Action Items: Database Project: Review your database – what is the total count ? – how many in your special target niche? What CRM do you use? Who maintains it? How do you use it in your sales and marketing process? What do you like about it? How would you improve it? Identify specific situations where your product or service can solve a particular need or problem? (create a visual picture) Raving Fans Project: Who are your best clients and raving fans? Who are your best clients within your best target market? Generate New Prospects Project: Who are your best projects with your best target market in your database? To add prospects: Look at Switchboard.com + Yellow Pages.com – with keywords – category – zip code Go to Reference USA at local library (go online with library card) Review Linkedin Groups and Yahoo and Facebook groups within your specific target market and start connecting and engaging. Create an Initial Special Offer Project What would your specific target market want? Irresistible Offer – Less Cost with Great Value PDF (ie “Top Ten Ways to …...”) This will be your “special offer” to attract prospects The goal is to start connecting, engaging and interacting with best prospects in your specific target market – beginner information (Blog, Company Website, Twitter, Linkedin etc) – intermediate information ( shared with exchange of a name and email address) – advanced information (buy something small cost – medium cost – large investment) More interaction equals more trust 5) Sales Questions: Goal – The Create a Better Sales System What is your sales and business model? (How do you make money?) Why should they buy from you? (10 reasons) What is their buying process? What questions do they ask? What are their objections? What is your selling process? What are your success stories for your specific target market? (at least 5 to 10) How many leads do you have and what does your database look like? (100 to 1000 to start) What are your lead sources? (10 specific sources) How are you focusing on sales generating activities everyday? What are they? How are they working for you? What are your results? What questions do you ask during your first appointment with a prospect? Action Items: Write down your appointment questions “One Page Business Page” by Jim Horan – Amazon Search – Look for your particular industry Create a list of at least 100 to 1,000 prospects for your business What is your Value Proposition: What is your client experience? What are the benefits of working with your company? (taken from your product and service features) What are the emotional benefits? 6) System Questions: Goal – To Create Your Business Systems For Your Business What are your business systems? How would you describe your sales, web & profit system? (ie. sales, web, marketing, financial, computer, operations, administration, human resources etc) 7) Sales, Web & Profit Questions: Goal – To Create Your Sales, Web and Profit Action Plan What is your sales, web and profit system? How are you optimizing your business to take an advantage of the web and technology? Homework: Answer the above questions. This will take time but, if you invest the necessary time it will benefit your business tremendously. You are building a foundation for your business success. It is not a sprint, but a journey. eWeb 2 Sales and Profits www.eWeb2Sales.com 6005 State Bridge Road, Suite 532 Duluth, GA 30097 678 341 0850 Kenneth Darryl Brown www.eWeb2Sales.com p. 7 Ken@eWeb2Sales.com 404 957 9193 This is copyrighted material. Any printing, copying or distribution is unauthorized.