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Boost Your Sales Contest With Bonus Entries

Boost Your Sales Contest With “Bonus Entries”!

This is an easy and, best of all, free way to give your sales contests a proverbial shot in the arm when the initial excitement has worn off.  You can also use bonus entries to get your sales representatives to do a little extra that they normally wouldn’t do.

This simple contest booster will not only help you generate more sales, it makes it more fun for everyone!

There are many ways to use “bonus” entries into any contest but for now, we are going to  focus on the two I use most often and with the most results.

  1. Mid-stream bonus tickets
  2. Extra effort bonus tickets

Mid-stream bonus tickets:

Maybe you have a quarterly sales contest in where your sales representatives have the chance to win a cruise for two.  You’ve done all the groundwork to make sure the contest kick-off went well.  You decorated your sales meeting room with fabulous posters explaining the contest and each of your sales representatives has a contest flier that tracks their progress.  You even have your contest board up and update it daily so everyone can see their progress.  Slowly, you start to notice that your sales team isn’t as excited as they were when you first kicked off the contest.  What do you do?  That’s when bonus entries come into play!

Typically, for a quarterly contest, the first month and sometimes even through most of the second, I find the excitement level of the guys to be pretty good.  Usually, by the third month, the majority of them have lost the “oomph”.  It is easy to get it back up just by giving them double credit for the last month of the contest.  You can also have certain days that are usually not big producers and give them triple credit for those!  Make a big deal out of those bonus entries and be sure to point out that this gives the ones who had fallen behind a little bit a way to catch up quickly!

Not only do you have newly motivated sales people, you have more sales!

 Extra effort bonus tickets:

Every sales company is different but they always have the same problems (and usually the same solutions!).  I don’t know what your particular industry is, but I do know that there is that one thing that your sales people just don’t like to do.  For my industry, it is what we call “customer follow up”.  They HATE following up with their sales.  They have made their commission and have moved on to the next sale and fail to see the importance of following up with past customers.  For my particular industry, I may put up a regular sales contest but give bonus entries for every prior customer they successfully follow up with.

What is a small, relatively easy thing for your sales representatives to do that they consistently avoid?  How big of an impact would your business have if they did it?  How HUGE of an impact would it be if they were to accomplish it without being told to do it and they did it with a smile on their face and with purpose?

 That one simple thing could have a HUGE impact on your bottom line!

To implement this, add bonus tickets or entries to your regular sales contest.  For maximum impact, use this method only on your short-term contests like daily or weekly.  I have found that they don’t continue to motivate people on a monthly or quarterly contest.

To make those bonus entries even more special, use a different color raffle ticket or some other way to designate that those entries were for the “bonus” efforts.  That way they can see how much those bonus entries really mean to them and their chances of winning the contest.

The great thing about the “extra effort” bonus entries is that you can use it to fix whatever your sales team needs help with NOW.  The effects are immediate!

Always remember, have fun!  Sales is just a game, play to win!

 

5 Quick & Easy Sales Contests You Can Use Today!

5 Quick & Easy Sales Contests You Can Use Today!

 1.  Missing Key

Set-up is easy.  Simply get two padlocks from the same brand.  Throw one lock away (or put to the side) but save the key.  Have 20 copies (or 50 or 100) of the key made for the lock that you threw away.  Have ONE key that will open the lock you will be using.  Have a lock box or a door that will open with the correct key.  Toss all of the keys in a bag.

Contest:  Each time your employee accomplishes a specified task (books an appointment, completes a sale, etc), they earn a key.  On payout day, draw names to see what order they can choose keys from the bag.  The key that opens the lock wins the prize inside.  The prizes can be as simple as a dinner for two or as elaborate as you want to go!  We did this with keys to a Jeep!  Whichever key cranked it up got to keep the vehicle!

 Tip:  You can find lock (treasure) boxes at craft stores for a very low price!

 2.  High Card

Get some HUGE playing cards at your local party store.  Our local store only carries the face cards but I have found a whole deck on Amazon.  Lay all the cards face down on a table.  Your salespeople earn tickets in a drawing for completing a sale (or generating leads or whatever you need them to do)  Have a drawing and the winner gets to pick a card.  Better yet, have a drawing and have four winners who all get to select a card.  Have them hold the cards up all at the same time for a dramatic reveal.  The person with the high card (Ace of Spades) wins the jackpot or prize.

 3.  Dice for Dollars

This is great for a phone room contest or to get your guys on the phones with potential customers.  Buy some big foam dice.  Each time your telemarketer or sales person makes an appointment they get to roll the dice.  They earn dollars for every dot on the dice.  You can use one die (up to $6.00 per appointment) or use two if your budget allows.

This can be a really fun game as those foam dice go everywhere when you roll them!

 4.  Bottoms Up Cup

This is a fun, interactive game that you only need a pack of Solo cups for!  Buy a pack of solo cups and turn them all “bottoms up” on a table.  Have a prize (or 10) under randomly selected cups.  You can just print up a piece of paper with their winnings on it or, if you are feeling extra creative, use something that indicates what they have won.  For example, if they are in a contest to win a trip to the beach, you could have a small sunscreen bottle under the winning cups.  You can have as many winners as you’d like!  Just put all of the contestants in a drawing and let them earn tickets for whatever activity you need them to do.  When their name is pulled, they get to select a cup for “bottoms up”!

 5.  Balloon Pop

Inexpensive and easy to set up!  Simply buy a pack of balloons at a discount store (usually less than $5.00 for 100).  Type or print prizes, fold several times to fit into mouth of the balloon.  Just blow them up, tie them off and you are set up!  You can attach them to a wall with pushpins or tape or simply have them in a giant box or basket.  The winner gets to pop a balloon and get the prize inside!  For even more fun, find some giant balloons online and make it a HUGE payout!

There you go, five easy sales contest ideas you can implement right away!  The most important thing is to have fun!  The more fun your guys have, the more productive they will be!

Have FUN!

 

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!!