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Are you only getting low-level buying motivators in your client discovery before you make an offer?
If you are, you’re probably not converting a lot of sales. Today we spend a whole episode talking about how to uncover the core buying motivators BEFORE you make an offer.
Failure to do this will leave you with very low conversion rates.
Listening to this episode will give you a number of ways you can go way deeper with clients in terms of uncovering their motivators to buy.
Your clients will feel way more “heard” and have so much more trust in you when you get this right.
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How are your sales tracking for the year?
More importantly, how is your planning for the last quarter of the year looking?
What about the first quarter of next year?
In this week's episode, we will cover the 8 keys to planning an insanely successful quarter of sales.
What you will learn in this episode will help you get crystal clear at the planning stage on precisely what you want to achieve.
Getting the planning part right will make the deployment of your strategy way more smoother.
It will also make hitting your key outcomes way more likely.
After all, you can’t hit a target you don’t aim for.
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Are you thinking about investing in paid leads?
Even if you already are, this will be a super important episode.
Digital agencies are happy to take your money to generate enquiries for you but in my experience, they will never tell you what you’ll learn in this week’s podcast.
After you have listened to today’s podcast, you’ll know…
The 1 strategy that separates paid lead gen working and not working
The massive difference between referred and repeat business versus paid lead generation
A 60-day plan to optimize every cent you spend online
The 6 numbers to track to make sure your digital ad spend will give you a great ROI.
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Do you just send them your monthly newsletter or EDM?
That’s what most clients say when I ask them how they keep in touch with past clients.
This week, I’m not only showing you what the data tells us about precisely why clients leave…
I’m also showing you exactly how to stay in touch with clients and what to say when you call so they find value in the contact.
After all, if your clients get value each time you contact them they will stay a client longer.
This is a much overlooked area in business that can make a massive difference to both the short-term profitability and the long-term value of your business.
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Want to know if you’re maximizing every potential sale?
Today I am going to ask you 11 questions about your sales process.
I have noticed recently talking to clients there’s been a bit of a dip in the economy so the timing on this should be spot on right now.
As you listen and answer each question, giving yourself a mark out of 10,
you’ll be able to pinpoint exactly where your sales opportunity system needs work.
These 11 questions form part of a 21-point checklist I have been working through with clients to know what they need to fix next.
Addressing any one of them can easily add another 5 - 30% to your conversion rate from lead to sale.
Which could easily add hundreds of thousands of dollars to your monthly, quarterly or yearly sales figures.
If you’d like me to send you the whole checklist, simply reply and I will email it to you (no opt-in).
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Are you taking responsibility for your sales results?
It’s going to happen…
At some point, you will find yourself blaming your lack of results on things you have no control over.
And you’ll be right. And you’ll know you’re right…
And your righteousness won’t change one…single…thing
It’s only when you deliberately shift your focus onto what you CAN control that your situation will change.
I know about this because I have been the complainer
I have also been the complainee (the one people complain to)
This is a powerful episode on how to fix this in your business…for good.
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Are you trying to convert every prospect you talk to into a client?
There are some clients you shouldn’t deal with. Today we talk about why and the three filters you should be applying to every client call you have.
I know most of my content is about converting as many leads as possible into paying clients so this week I thought I would briefly break away from that.
In this episode, you’ll learn…
The three reasons you should not accept a new client and why.
Why a large percentage of clients might think they need your help but they actually need something totally different.
Why saying no can benefit you in the medium to long term.
How to say no in a way that still serves your potential client.
Plus I share a few of my own examples where I have had clients who really wanted to work with me and why (and how) I politely said no.
This will be a very actionable episode for anyone who is speaking to potential clients.
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Are you investing in sales training?
Want to know how to get 400% better results as a result of doing it?
In this week’s podcast, we talk about some little known strategies to get way more out of training your team…
The two schools of thought when investing in sales training
How one approach to sales training will give you a 400% better result
How to guarantee your training investment continues to pay dividends for years to come
How implementing 2 other simple strategies after training will ensure you get the single best results possible
Companies spend billions on sales training every year - very few of them implement and benefit from what you will learn in this week's podcast.
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Are you as productive with your time as you’d like?
This week we are talking about a super simple method for getting the most out of your time.
After listening to this week's episode you’ll learn a simple and fast 5 step approach to getting the most out of your work hours.
I have read dozens of books and taken a bunch of courses on time management and this is the summary of the single most practical ideas I have learned.
Listen to this episode, put those 5 principles into play and let me know how you go.
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In this week’s episode, I invited Lloyd Thompson back to nerd out again on books.
But this time we talked about the top 3 books that changed each of our lives.
Having both literally read hundreds of books, I know you will get a stack out of this week’s episode.
Regardless of what your main focus in your life is right now, be it work or personal, one of these books is bound to be of massive value.
I have constantly found specific books at specific times to be life changing and that’s what this week’s episode is all about, to get you to the next level, or to the other side of whatever you are dealing with right now.
I’m sure you’ll get a heap of value from listening to our chat.
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Did you think I’d keep my promise?
In this week's episode, we go through an example of a template you can use to run a sales meeting. This template has built-in accountability, structure and that moves opportunities through your sales process once clients are in contact with you.
This is a template I have perfected with multiple companies I have worked with.
It will be easy to adapt to your business so I encourage you to take notes as you go,
I also offered to send you a sales meeting template, so if you’d like me to, email me at [email protected] and I will get back to you.
PS
This is the LAST week you can get access to the Sales Mastery Certification at the special initial price.
Learn more and get the training here: https://docs.google.com/document/d/1zg1O76xIwDz43nrobR8rhKo1APDd0DoXGa-JahzZzCo/edit?usp=sharing
Then simply email and tell me at [email protected] if you are in, out or have any questions.
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Do you run or sit in on sales opportunity meetings with your sales team?
Do they run on time?
Do they get off track?
Do you think they are actually productive?
Chances are you are making at least 1 or more of the top 10 mistakes I see when business owners or sales managers run sales opportunity meetings.
In this episode we go over all 10 and most importantly how you can fix them…forever.
You’ll not only identify where you are going wrong but precisely what you need to do to keep your sales meetings efficient, effective and productive.
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In this week’s episode, I had the pleasure of interviewing Lloyd Thompson from VirtualDOO.
Given we are both business growth book geeks, we decided to talk about each of our top 3 books for growing your business.
Lloyd’s business VirtualDOO specializes in putting in a “Director of Operations” service on a fractional basis to smaller non-corporate businesses. Because of Lloyd’s core area of focus, he had a different take on his top 3 books than what I did, which was all about revenue growth.
The result?
I’ll let you judge for yourself, but I think it provided a great balance of 6 battle-tested resources for growing a small to medium non-corporate style business.
You’ll hear why we picked each book and what our top takeout of each book was.
I’m sure you'll get a heap of value from this episode.
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Today I am going to share a real-life case study about a client I worked with a few years ago in the online advertising space.
They came to me desperately needing to increase their sales and nothing was working.
I remember walking into their office and the tension in there was palatable - you could literally feel the pressure and stress everyone was under.
Fast forward 4 weeks and they had increased their sales by 500% all by making one simple change in their approach.
You can apply this approach to almost any business so I’m sure you’ll get a stack out of listening to this week’s episode.
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Everyone gets them…
Flat spots in your business revenue…
Maybe there’s been a change in the economy, maybe you are changing lead sources or maybe you’re getting back from a break and you simply need to rev things up again.
This week I wanted to give you 3 simple strategies you can do to crank things up FAST.
These three strategies, if you put some focus on them will cause an instant increase in your sales - right when you need them.
They are simple to implement and require no additional cost to get things rolling. I have used these myself and with my new and existing clients for years.
Have a listen here and get started today.
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This is another big mistake I see business owners making over and over again.
It’s where they promote a great sales person into a sales manager position.
The instant problem this creates is the salesperson often has no idea how to be a great sales manager, and sadly being a great salesperson offers little or any advantage.
The upshot for the business is they lose a great salesperson (plus the revenue hole this creates) and they get a very average sales manager.
There is a way to do this though, so if you are a sales person wanting to make the switch to management or you are a business owner who wants to help a high performing sales person make the switch, this will be well worth a listen.
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This week we are going to talk about another recurring conversation I have with clients.
It’s when they have just hired a new sales team member and they are trying to work out if the new guy or girl is going to cut it or if they should let them go.
Now, if you get the selection, induction, training and support systems right, this is way less likely to happen, but sadly, not many businesses have these systems in place.
Which puts them in a sink or swim type situation, and if that is you right now, then this episode is going to be super valuable.
We’ll cover the 3 big telltale warning signs that point to your salesperson sinking like a lead weight.
Knowing these warning signs will not only help you to get rid of someone as early as possible but also to avoid it happening in the future.
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Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have.
This video is brought to you by John Blake Sales Breakthrough Solutions.
💻 Visit the website: https://john-blake.com.au/
Have you ever listened to yourself or your sales team on a sales call?
If you haven’t, you’re missing a massive opportunity to improve yours and your team's effectiveness on sales calls.
And therefore missing out on a massive opportunity to cause a big shift in your sales results.
Since phone and video sales calls were able to be recorded and reviewed in my coaching sessions, my ability to coach and improve sales results has gone up by at least a factor of 100!
I have now listened to 100’s of sales calls and I have noticed a pattern of incredible opportunities to help the clients I work with.
I even helped one sales person grow his sales by 58% simply by reviewing his sales recordings.
In this episode, we explore the 5 strategic advantages of listening to call recordings and why it put’s normal sales coaching on steroids…
💰 DOUBLE your lead-to-sale CONVERSION with the leads you already have, click here: http://JohnBlakeAudio.com
Download your 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.
🗓CONTACT ME: To book a time with me personally to design a business scale plan for your business click here: https://john-blake.com.au/contact-john/
📖FREE BOOK: To download my FREE Attract Dream Clients Book click here: https://lp.john-blake.com.au/attract-...
Attract dream clients on-demand using my unique direct-to-corporate strategy
📈MASTER CLASS: To attend the next Sales Mastery Certification click here: https://johnblake.wufoo.com/forms/s1e...
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Visit http://JohnBlakeAudio.com to DOUBLE your lead-to-sale CONVERSION with the leads you already have.
This video is brought to you by John Blake Sales Breakthrough Solutions.
💻 Visit the website: https://john-blake.com.au/
In episode 198 we cover two fast and highly effective ways you can maximise profit in your business by looking at both topline revenue and bottom line profit.
I have noticed some economic forecasts that predict a slowing in the economy due to increased interest rates, slower exports and lower consumer spending.
In these situations it’s tempting to simply blame our poor results on the economy, but you can take specific actions now to ensure this doesn’t disrupt your business.
So what I have covered here are the two best ways I have learned to make sure you are least and last affected by this IF it happens to your industry.
We talk about some specific places you can look on your balance sheet where you can cut expenses but also how you can optimise your top line revenue without increasing your spending on marketing.
These are easy wins that are super easy to implement, and if you haven’t looked at them in the last 12 months, I guarantee you will find some ways to put more profit straight into your bottom line.
💰 DOUBLE your lead-to-sale CONVERSION with the leads you already have, click here: http://JohnBlakeAudio.com
Download your 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.
🗓CONTACT ME: To book a time with me personally to design a business scale plan for your business click here: https://john-blake.com.au/contact-john/
📖FREE BOOK: To download my FREE Attract Dream Clients Book click here: https://lp.john-blake.com.au/attract-dream-clients
Attract dream clients on-demand using my unique direct-to-corporate strategy
📈UNLOCK SALES REVENUE CALL: To book a complimentary Unlock sales Revenue Call with John, simply follow the link below... https://johnblake.wufoo.com/forms/s1e2bc6q1sw4zyn/
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Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.
In episode 197, we had an enlightening chat with copywriting expert Scott Bywater about leveraging AI tools like ChatGPT to improve email campaigns and sales messages. With over 20 years crafting high-converting copy, Scott provides thoughtful advice for harnessing AI without compromising quality.
While AI can generate text quickly, Scott explains it lacks real understanding. He uses ChatGPT to spark ideas but still relies on human editing and expertise. His process includes research, client interviews, developing a copy strategy, and writing a draft fast to get words down.
Scott then edits ruthlessly, cutting and refining to create tight, compelling copy. He says the real mastery lies in editing, not initial writing. Without foundational copywriting skills, AI output will be generic and ineffective.
To make AI more useful, Scott recommends feeding it transcripts from client calls along with clear instructions, samples from top copywriters, and specifics like "Write this as if you're _____." This structures the creativity.
We discuss the common mistake of writing headlines first, which constrains ideas. Scott advocates writing the full copy and creating headlines last when your subconscious has absorbed the content. This unlocks breakout headlines you'd never conceive otherwise.
For email subject lines, Scott often identifies the most powerful hook buried deep in his draft copy, then uses it as the subject and adjusts the opening accordingly. Writing this way leverages AI creatively while retaining human nuance.
Scott shares tactics for launching online courses, from drip-feeding teasers to special pre-launch incentives building scarcity and excitement. He structures launches like direct-response sales letters with compelling sequencing.
While AI has limitations, Scott sees its ability to enhance human creativity and productivity. But we must first dedicate ourselves to mastering foundational skills, from research to editing. AI augments human ingenuity rather than replacing it.
We found Scott's balanced perspective on integrating AI into copywriting refreshing.
Listen to this episode and embrace the possibilities while navigating the fine line of not leaning too heavily on the convenience of AI content creation.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. - もっと表示する
