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Boost Your Sales Campaigns With Social Media

using social media for sales contests

Are the regular leader boards and contest boards feeling old and stale? Try adding social media (like Facebook, Twitter, etc)

If your company or department doesn’t have a Facebook and Twitter page, you’re missing the boat!

This is a quick, easy and best of all FREE way to promote your current contest campaign. Let’s say you have XYZ campaign going on… Each time someone reaches a milestone like a completed presentation or a delivered sale, it only takes a few clicks of the mouse and typing a few words to not only promote your contest or sales campaign but most importantly provide recognition to your sales person.  This is far more important to your sales force than you may realize!

As you know, sales people thrive on positive recognition. The more positive recognition we as managers and business owners can give to our sales reps, the better. Of course, our sales men and women love to earn plaques and awards for being to “top dog” but the little things we do to show that we notice them go a long way and social media is a great way to do this without spending a single penny.

Social media is such a powerful (and again FREE) way to promote your contest and also your business!

Almost every day, one of our reps will “share” our Facebook post on their personal Facebook wall. Think about it. Of course they are… We are bragging on them! They want their friends and family to see that they are doing great things! Not only is this a plug for them, it is also a plug for your company!

You’ll know your social media efforts are worthwhile when you have days like I do. I get texts and phone calls from all over our territory telling me what they have accomplished. Yes, they want my approval but most of all, they want me to put it on Facebook. I manage a sales team of approximately 50 people but our territory has about 200 awesome people. I automatically put “my” team’s successes and contest progression on Facebook but since they whole territory knows that I manage our company Facebook page, they are sure to text me right away with what they have achieved because they know it will be on Facebook within 5 minutes, regardless of the time of day.

Funny enough, I am typing this at 7:30 at night. I am off of work. All of our sales calls are completed for the day. As I am writing, I get a text from a sales person who is in my territory but doesn’t work at our office. He got a sale. Why would he let me know that this time of day? He knows it will be on Facebook.  That’s powerful.

Even though I am at home and off the clock, I make sure to take a second and put it on the company’s Facebook page. It is totally worth it.

Try this simple, easy and free way to promote your current sales contest and let me know how it goes!

Most importantly, HAVE FUN!

santa_gifts

5 Easy Trip & Tricks to Keep Your Business Thriving Through the Holidays

Five Easy Tips and Tricks to Keep Your Business Thriving Through the Holidays

Some businesses wait all year for the holiday buying season. Black Friday actually derives its name from this! It is called Black Friday because it was at that point during the fiscal year that a typical company went from the “red” (losing money) to the “black” (making money).

Other businesses are lacking at that time of year because potential customers are spending their money on gifts and decorations and travel instead of the more “boring” things like a new roof, appliances, new flooring and so forth.

Utilize the power of your customers being in the buying mood and make a ton of money while helping your customers too!

1. Customers WANT to buy during the holiday season!holiday-sale-shopping

People are in a buying mood. They are bombarded everywhere with sales and deals! Use this to your advantage! It should be obvious but so many small businesses just don’t do it! Create a Christmas (or whatever holiday you celebrate) campaign! Have holiday specials! Give a free gift with purchase!

For a small business, your budget is limited but something as simple (and cheap!) as free gift wrap goes a long way! This can work for any product. Selling new appliances? How about a free saucepan to complement that stove?  Selling flooring,  a nice welcome mat would be a great “buy now” gift!

2. Give potential customers free gifts to just listen to your sales pitch or test out your product

The trick is to have the freebie be in sync with your product. Your clients love free gifts! It can be challenging to get customers to honor appointments this time of year but you would be surprised what they will do for something free! It’s not an accident that banks are known for giving away free blenders for opening an account. It’s marketing and it works! Own a salon? How about a free sample size shampoo with every wet cut? Does your company sell furniture? You could offer free delivery.

You can use this technique at any time, but to tie it in with the gift-giving season, call it your “Holiday Special”. It’s “your gift to them”!

2. Change your telemarketing or telemarketer phone script for the season

In order to get the most results during this time of year, cover the holiday objection before your prospect even brings it up! Try using something like this:

“Prospect, we know it is the holiday season and you are busy! We are too! What we are doing for our customers who do XYZ right now is offering THIS REALLY COOL FREEBIE! We know you could definitely use it this time of year. I have an appointment available at this DATE/TIME or this DATE/TIME. Which is better for you?”

We have used this to give away free a free ham or turkey right before Thanksgiving with HUGE results! All the prospect christmas_giftshad to do was listen to our quick 45 minute sales pitch and they got a $25.00 gift card to Wal-Mart to get their ham or turkey.

We will be doing the same thing right before Christmas as well. The only change to the phone script will be “just for taking a peek at our product, we will be bringing you out a gift card for a free ham or turkey or would you prefer a $25.00 Wal-Mart stocking stuffer card?”

It is the SAME EXACT card but it changes the potential customer from thinking whether or not they want the sales call to what free gift they want when we do our presentation.

3. Train your sales representatives to explain how having your product or service HELPS them during the holidays!

Regardless of what product or service you offer, I am sure you can find a benefit to having that product or getting that service before the holiday. For example, do you sell cars? How about taking that road trip to see grandma in a brand new model instead of that tired old one? What if you are a massage therapist? Wouldn’t a nice, relaxing massage help you unwind before you go visit your mother in-law?

Find a benefit and sell it!

4. Give back to the community!
My company typically runs a food or toy drive for charity during the holiday season. For each presentation, we allot a minimal amount to go to that charity. It all adds up by the end of the month! We then present the donation to the appropriate charity with a BIG CHECK and have their picture taken. This not only gives back to your community but it also helps your company maintain a positive reputation in your area. You may even get some publicity out of it! For Veteran’s Day, we teamed up with Sports Clips on the “Help a Hero” project. They came to the office for the big check (and the real one) and will be featuring our company as one of the contributors to their fund raising efforts. .

 

Sales is supposed to be fun! If you, as the sales manager or business owner, gets stressed out over the holidays, your sales team will too!

Plan to have a successful holiday sales campaign, put it into place and then go have fun selling!

The power of a daily sales contest – Motivate your sales team with $1.00!

As sales managers, we often times focus on long-term contests to motivate our sales force.  When we do this, we miss out on the energy and productivity of a quick one day contest!  Put yourself in the shoes of your sales people.  What do they want on a daily basis?  Recognition!  Employee recognition is more important to them than almost anything you can do.

  Combine a chance to win cash or prizes with recognition and you are guaranteed to see results! 

When running a quick sprint or daily contest, it gives you the opportunity to focus on what your team needs the most.  The first thing to look at is where your “hole” is.  Do you need more prospects?  Is your database low on sales leads?  Are your guys making enough phone calls?  Maybe you need to have more demonstrations or sales presentations?  Lastly, maybe your guys need a little extra push to close those sales.

Whatever the “hole in the dam” of your business is, identify it and use a one-day contest to push your team into the action that your business needs!

Let’s look at the order of which the sale takes place (regardless of industry):

1.  Prospecting (finding the leads) – this may be placing ads online or in the newspaper, trade shows or home shows, cold calling or contacting previous buyers.

This has to occur before ANY other action can take place.  If your guys have no leads to contact, there certainly can’t be any sales made.  There is no one to sell to.

 2.  Contacting the leads – if your business doesn’t have enough appointments or sales calls and you have a database full of leads, this is the hole in your dam.

 3.  Is your product being displayed enough times?  Are you showing that house as many times as you’d like to?  Are your guys meeting with decision makers, pushing for the sale?  If your company doesn’t have enough chances to make a sale, sales will not happen!

4.  Closing the sale:  typically on daily contests, closing is the last thing to promote.  We all know that if you get your guys into action, doing the things that result in sales, the sales will happen!

As a company, money is not made until the sale is made.  Therefore, unless you are contesting the sale itself, you want to have a smaller budget.  For a daily contest, you want your budget to be roughly 1% of the sales price of your product, per representative.  For example, if your product sells for $100.00, your representative would have a chance to win $1.00.

 I know that $1.00 sounds low but I’m about to show you how to multiply that for both you and them!

Let’s look at this $1.00.  It is almost nothing in the grand scheme of things but you can turn that dollar into a hundred more!  Suppose your “hole” in your business is phone calls.  Your guys are just plain unmotivated to even pick up the phone.  If you’re like me, your initial reaction is for your blood pressure to go up and you want to whack them upside the head with the phone.  But… we can’t do that.  What we can do as leaders is give them a little positive push!

Get all of your guys together and announce that you’d like to buy them all lunch today.  Explain that they are all grown men and women and know by now there is no such thing as a free lunch.  For each contact (not phone call), they will receive $1.00.  They have one hour to get in touch with as many people as they can to set appointments for sales calls.  You’d be surprised how quickly those phone lines are buzzing with potential sales on the other end of the line.  Be sure to pay them that dollar just as soon as they are finished with that phone call.  THE RECOGNITION is just as important as the money!

In the next step, I’ll show you how to turn those little dollars into big dollars!

Add a little bonus on it for both them and your company!  Tell them that not only do you want to buy their lunch today but you want to buy them dinner Friday night!  Before they even get on the phones, let them know that they get that dollar for getting the contact but if that contact results in a sales call or presentation (or home showing or however your particular business works), you will give them $5.00 for each one!

 Will they really work for that low amount?  Yes!  Its free dinner!!

What you want to do is specify a time frame that they have to complete that sales call.  I personally like to keep it within three days at the longest.  The whole reason for the daily contest is activity NOW – not next week or next month.  Once that time frame that you specify is over, pay each of them the “free dinner” money that they have earned.  Be sure to do this in front of the group, preferably at a sales meeting.  Again, the RECOGNITION of having earned it is just as important as the money they are getting.

That is only one example of a one day contest (that turned into a weekly boost).  Check back here soon!  I’m working on a list of easy to promote contests that are great for your sales people as well as your phone room!

Good luck and happy selling!  Remember to HAVE FUN!!