At some stage you as an owner manager may have felt the pain and frustration of not having enough time and resource to focus on all aspects of your business as you intended.

Take it as read that you have products and services that you know have a marketplace and if you are already in business then of course you have customers. 

Do you have the right products and services but feel that you are butting your head against a wall to get noticed and not getting enough sales?

A healthy order book comes from sustained and successful sales and marketing activity but many owner managers face a dilemma!

Q. As an owner manager what else do you have to do with your business to keep it running successfully?

Your time…your money…and your team….all impact on what you can afford to contribute to your sales effort. This balancing act plays a major part in the development or hindrance of your business.

There are of course many businesses that don’t have sales as their number one priority, perhaps due to their ability to offer a highly valued or niche service to their customers, but if you are not in that position just yet, read on……..

Selling your products and services goes hand in hand to selling yourself.  So what is the X-factor that puts you in front of new customers over and above your competitors?

‘Effective selling’ incorporates a multitude of activities that includes you, your style and approach, appropriate sales & marketing techniques and strategies that can often lead to ‘ineffective selling’ if not designed and implemented correctly.

A sample of businesses offering similar products and services will highlight the potential market and of course potential competitors to you. E.g. In Birmingham alone you can see the number of competing businesses across a small number of categories;

 Source: Yell.co.uk (17/2/2007)

Now, how do you become visible?

Q. How much time do you contribute to your sales effort? 

Whether it’s cold calling, telemarketing, Internet, advertising, trade shows, PR, alliances, networking, seminars etc. effective lead generation should be the number one priority if you plan to grow. Owner managers don’t often have the resources; be it money, time or expertise to evaluate the best and most appropriate means to developing new leads when the nature of business is getting ever competitive.

Testing new lead generation techniques bring uncertainty and often spiralling costs if not fully evaluated. Have you spent time considering what tactics similar businesses use and are they successful?

Q. What happens if you get your sales effort right? 

It is a well-known fact that there are potential orders for your business but it does take a different perspective to begin to realise how to capture new business from your existing customers. A strategy here can bring 10-15% new business without costly expenditure on additional marketing.

Missing out on this makes way for your competitors to bring in the business.

For those that need to develop a balanced approach to the management of their existing customers and still expect a steady stream of new ones it is here that you must stand out from the crowd. A prospect is not going to give you that order if you do not create value ‘in their eyes’, no matter what you may think. Even in situations where you have been referred it offers no guarantee of you winning that business…all it has done is to short circuit that cold call!

Value creation should be a key objective for you and an activity that will give your prospects a greater understanding of how you can fulfil their needs. Supported by an effective follow up strategy you will improve your enquiry levels and increase the probability of winning the hearts and minds of your new prospects and of course new and valued business.

Q. Have you experienced training that ‘sticks’? 

Do you have the capabilities and expertise to move your sales forward? Great products, passion, hard work and good attitude puts the spring into your business and is one of the reasons for getting a great start in business. However it does not always last and your ability to stay in front is always a concern when looking at new opportunities and growth.

There comes a time when sales activity is affected, possibly as the business requires more of your time and it is here that applying techniques and strategies to counter this can assist you and your business. It is often a sad fact that a large proportion of sales training tends to be generic and more than that, training that fails to capture your imagination and hence fails to become habit forming for you and as a result brings a low return for your efforts and investment.

Kickstart2010 is a series of workshops that ‘stick’

Kickstart2010 has been designed solely for you. A workshop that is geared to getting the best sales training for the efforts you can afford to deploy into your business.

Who should attend?

• Owner managers
• Start ups
• Franchise businesses
• Part-time businesses
• Those planning to set-up in business

Kickstart2010 has been utilised by small businesses across the UK and is delivered by business professionals that have experienced positive results through solid new orders, far outweighing the investment of £399.00 + VAT.
 
Kickstart2009 address the following key areas;

• Develop and hone your vision 
• Creating customer value 
• Understanding the sales cycle; Pinpointing sales success 
• Outsmarting your competitors 
• Creating systems to gain time, lower costs and increase efficiency  
• Lead generation techniques  
• Keep motivated through those high pressures times 
• Why price doesn’t always matter  
• Selling styles  
• Planning and developing your sales strategy 
• How to make rapid changes to fine tune your strategy as your business encounters new challenges

The format, delivery and support offered pre, during and post the workshop is focused on helping you gain new knowledge that has a lasting impact on your business. This is further tailored through the sales development guide, the 90 day sales plan and the one to one follow up session to ensure you are on track with your plan development. 

Options

1. 3 Hour Interactive Workshop only                                                    £99.00
2. Workshop + Sales Development guide                                           £129.00
3. Workshop + Sales Development guide + 1 support meeting             £149.00

Workshop pre-requisite

• For ‘your sales assessment’ form request your personal copy by emailing us on This e-mail address is being protected from spam bots, you need JavaScript enabled to view it  
• Then complete the assessment form and return to us at This e-mail address is being protected from spam bots, you need JavaScript enabled to view it or fax on 02476 415 731
• Upon completion you will receive a call from one of our business professionals who will review this with you and discuss your specific requirements for improving sales for your business. During the call we will discuss if this workshop will be of benefit to you. At any time if you feel this is not appropriate, you can decide not to move forward and we hope you may have at least picked up some information that will assist you in your endeavours to build your business.
• Send a cheque made payable to "Tri-Phase Business Solutions Ltd" for the selected option + VAT
• Upon receipt of payment, the ‘Sales Development Guide’ will be sent to you, which will start you on the process of moving your sales effort to the next level

Workshop

• An interactive workshop that takes you step by step through the practical aspects of selling as experienced by other business owners and applicable to your marketplace
• A 3 hour format from 06.00pm to 09.00pm this workshop will engage you, test you, inspire you and get you ready for a journey that is already being experienced by other owner managers using Kickstart2009
• Dates and venues on request
  
• Ample parking on site

Benefits

Apply your new found knowledge and skills to;

• Gaining new opportunities within your existing customer base
• The development of new business leads
• Develop an invigorating approach to creating new referral opportunities in your networking clubs
• Develop and strengthen alliances to further expand your customer base 
• See and feel the changes to your enquiry level from the use of systems
• Move your profit margins in the right direction 

Testimonials

The approach that ICON take has really got us to open our eyes, and more importantly we have implemented the strategies and got better than expected results. (Commercial Cleaning Company, Coventry)

The sales methodology and delivery method have not only helped my business to gain new clients and grow, but have given us to better sales techniques which benefit our clients (Telemarketing company, Coventry)