The key to building and scaling successfully is to structure your business around systems, processes and predictability, and one of the most valuable ones you can build is sales. How can you make sure you’re converting strangers to clients every time?
In this week’s ’15 Minutes To Action’, Nick talks you through the importance of having a sales process, and how you can build one from scratch.
- A sales process are the steps you need in your business whereby you take a stranger and turn them into a customer. The more that you can iterate and improve it, the more revenue you’ll make.
- It has to be customer-centric. This isn’t about you. It’s about your target audience. What are their needs, and how best can you solve them?
- Being likeable and competent, and displaying your capacity for empathy, are the cornerstones of building trust and faith between you and your client.
- Elegant closing is an art form. If you’ve done the work, put in the time, and built the rapport, as well as demonstrated how you can solve your customer’s problem, then closing becomes merely an invitation instead of a hard sell.
‘One of the definitions of scale-up is how you build teams and bring processes into your business’
‘It’s not about the people you have – it’s about the process’
‘Lots of business gets done between people who like each other – it’s as simple as that’
‘Closing is really about asking for the yes’
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ABOUT THE HOST
My name is Nick Bradley. I’m an entrepreneur, author, speaker and investor. My background is in growing and scaling VC and Private Equity backed businesses.
Having successfully built, bought and sold a number of companies, and removed myself from day-to-day operations, my focus now is on helping entrepreneurs get to where they want to be, in business and in life. As well as investing in growth businesses and backing turnarounds – with the ultimate aim of creating value from significant capital events.
I’m passionate about personal and professional development – showing up and being the best version of myself … every day.
My bigger vision is to help bring entrepreneurial skills, experience and mindset to people in developing nations – so they can follow their dreams, live life more on their terms – utilising entrepreneurship as a global force for good.