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Amplifying Your 2024 Sales Success

Written by Eastwood & Co on .

With our 2024 Fiscal Kickstart series on making the most of this financial year, today’s focus is on a crucial yet often overlooked part of our businesses – sales. Sales are what keep our operations alive and going strong, yet it’s easy to let this area slide into the background. With the recent change in government and a great summer behind us, there was an evident sense of optimism among business owners. After a string of challenging years, we all had hopes that this year would mark a turning point.

However, as we’ve settled back into the rhythm of work, it’s become apparent that we’re in for yet another demanding year. With the economy tighter and cash less fluid, securing leads and opportunities is proving to be a challenge. This reality check serves as a reminder that now, more than ever, it’s crucial to sharpen our focus on sales. To help us tackle this year, here are some key principles to reinforce your sales strategy.

Generating a Good Pipeline

For business owners looking to generate a solid sales pipeline, the key lies in consistent and targeted efforts, as well as discipline and focus. Start by clearly identifying your ideal customer profile. Understanding who they are, what challenges they face, and how your product or service can solve their problems. Leverage both online and offline channels to reach these potential customers. Utilise social media and advertising to spread the word about what you have to offer. We have a separate article on Advertising..?

Regularly engaging with your contacts through personalised communications and offering value with each interaction to build trust and interest is a huge part of sales and building a strong customer base. A good CRM it’s your best mate in keeping everything organised and making sure no opportunity gets lost in the shuffle. Keeping meticulous records of your interactions in a CRM system to track progress and identify when to follow up will help your business greatly. A good pipeline is built on the foundation of understanding your market, persistent outreach, and nurturing relationships over time.

Attracting New Customers

When it comes to attracting new customers, you need to know where to look and what you’re looking for. Attracting new customers in New Zealand involves a blend of digital and community engagement. Ensure your online presence is strong and reflective of your brand values, utilising platforms where your target audience is most active, such as Facebook, Instagram, or LinkedIn. Share valuable insights, stories, and solutions that resonate with potential customers, positioning your business as a go-to in your industry. Don’t overlook the power of word of mouth. Encourage satisfied customers to spread the word and consider referral incentives. Never underestimate the power of networking. Sometimes, the best opportunities come from just chatting with other people in your industry. Engaging with your local community to tailor your approach to the unique aspects of the Kiwi market, focusing on authenticity and building genuine relationships.

Closing deals

Closing deals and getting customers over the line in New Zealand requires a mix of persistence, understanding, and clear communication. Focus on building a genuine rapport with potential clients. Listens to their needs, and address any hesitations with tailored solutions that highlight the value your product or service brings. Use clear, jargon-free language to outline the benefits, and don’t shy away from asking for the sale directly when the moment feels right.

If there’s a time-sensitive offer on the table, make sure they know about it, but keep it friendly, no pressure. And if they’re not ready to jump in just yet, that’s okay. The magic often happens in the follow-up. A thoughtful message or call to check in can make all the difference, keeping the door open for when they are ready to move forward. Always follow up promptly and professionally, reinforcing the key benefits and addressing any final concerns. Kiwis appreciate honesty and directness, so keep your closing approach straightforward and customer focused.

Hire a sales coach

Sales can often be complex and overwhelming. Should some of the strategies we’ve discussed seem formidable, the tailored guidance of a sales coach could be the pivotal step your business needs. Eastwood & Co has over two decades of specialised experience in sales coaching. We’ve worked with a number of small to medium-sized New Zealand businesses in achieving their sales objectives and helping to simplify the sales process.

Our expertise lies not only in understanding the unique challenges of the Kiwi market but also in tailoring our coaching methods to suit your company’s culture and sales targets. Our approach is hands-on, with real-world applications, ensuring that your sales strategies are not just theoretical, but actionable and impactful.

Contact us to explore how our sales coaching can skyrocket your sales trajectory to success. It’s time to turn this year’s challenges into your competitive edge. Let Eastwood & Co be the catalyst for your fiscal success.