2016 has been a full-on year. Many industries have been pushed and pulled in faster and stronger ways, which has resulted in some top performances. Those teams will be looking forward to a well-deserved break!
But while you are kicking back on the beach or lazing beside the pool, have a think about your year and whether it lived up to expectations. Doing this is important for getting a good head start on 2017.
Here are 10 things to consider:
Are you happy and satisfied with 2016?
Did your business grow its market share and volume of sales compared with market volume?
What were the successes you and your team achieved in 2016? Write a list.
How did your staff perform? Consider each person individually, and compare the goals you had for them with their actual achievement.
Have you created the right structure to allow your team to flourish?
Where can you find new clients in 2017?
At this same time next year, what would you like to have seen changed or improved?
Would a regular training or coaching plan help your sales team in 2017?
Would having a mentor help your business grow faster next year?
What resources might your business require for growth in 2017?
Here are the top 5 things you can do to help develop your database.
Update all the contact information you currently hold for everyone on your database. Of these, their email address and phone number (now most commonly their mobile) are the most important as this is most likely how you will stay in touch with them.
Grow your list. Add new prospects, people who may be interested in what you have to offer. The more people you communicate with, the more you will be able to turn prospects into customers.
Learn how to make the most of your existing systems so they can do tasks which would take you hours manually. Many simple tasks can be automated nowadays through the existing software on our computers, so find out what yours can do to save you time and money.
Uncover the gaps in your systems. What do you want or need to do (or your competitors are already doing) that your current system can’t? Use the upcoming holiday downtime to research new systems or software that you can install and have up and running by the time the new year kicks in.
Spend some time looking at what other people in your industry are doing. Are they using Adwords, Facebook adverts or other forms of online advertising to bring in new business? Are they using their Facebook business pages or their LinkedIn profiles to improve their credibility and get noticed? There are many more online opportunities than most of us realise so take some time to look at what’s available so you can make use of them in 2017!
One of the main benefits of a CRM system is that it can help you maintain contact with your customers and prospects.
We all know we need to be in touch with our customers on a regular basis but it is often a task that gets put on the back-burner, especially when we are busy. But it is very important if you want to uncover the goldmine hiding in your database, and turn your prospects into customers.
One way to ensure that you actually achieve your communications objectives is to put together a plan for 12-months ahead. It can be as simple as detailing the communication to be sent out and the contacts to be made, such as personal phone calling. Decide how you are going to communicate with your clients – phone, email, newsletter etc – and determine how often. (Read our guest blog below for more on this.)
When planning your communications, think about the resources you have at your disposal and what you will need to buy in. For example, do you believe you can competently write, design and deliver a newsletter using MailChimp? If not, you will need help. Factor the time and the cost of what you are doing into your planning.
Creating a plan is a key task at the beginning of each year so you have a clear outline of what you will be doing to contact and keep in touch with your network of clients and potential clients.
You may not realise it but within your business lies an untapped goldmine. This goldmine is your database. Are you exploiting it to its full potential?
Most businesses do not and that means they are leaving money on the table. Money that is likely going to their competitors.
Don’t let that be you!
While your database may be one of your biggest assets, in order to turn the static information it contains into a goldmine, you need a customer relationship management system or CRM.
Think of it is like this: your database is a record of your past transactions while a customer relationship management system is a tool to develop your future business.
A CRM will help you grow your business by building in-depth relationships with your customers. It is a system of tools, technologies and procedures – available as a software program – for managing, improving or facilitating sales and other interactions with customers, prospects and business partners.
Many businesses have a database of their past transactions but do not look toward the future by putting in place a customer relationship or contact management system.
So, a good plan for this month, especially this time of year, is to spend time developing a CRM.
There are many software systems available but before you sign up for one it is very important to first identify what you need your system to do. Only then should you research the different options to find the right one that meets your highest number of needs.
To find the right one, ask your business contacts what they use and do some online research. Check out the negative reviews as well as the positive ones so you can find out what the pitfalls are before you commit.
Don’t let your clients leave…… they need you!! 1 hour
As technology and the speed of life has changed dramatically, the way we do business is changing. This change has dramatically impacted the way we now provide our products and services. Being ahead of the 8 ball and not allowing the opportunity to dwindle….
Use these 5 key ways to hold your clients and grow your business
Selling has changed “It’s all about advice” 1 hour
As the consumer is smarter and wiser then ever, the goods and services we provide must be supported by the skills that your customer needs. Your advice can be unique and this has to be the way of building enterprise value in your business.
Find out the key strategies for your advice based sales machine.
“Love thy clients” ……. Professional services new frontier! 1 hour
The world of professional services continues to change at a dramatic pace. Historically strong businesses are struggling to define their business reason and purpose that relates to their clients. Clients are looking away, researching different competitors and deciding to change their provider. Don’t let this happen to you.
Find the 6 keys ways to pull your clients closer in professional services.
Your Industry is changing, so you need to change…NOW! 1.5 hours
The real estate and financial services industries are changing at an amazing rate. Service, compliance, and customer loyalty is driving a new type of professional to set new benchmarks that really will lead the future. Make sure you are on this train before it leaves the station……….
“5 Key practical strategies that will make you stand out”
Darren has great experience in working with clients to develop a keynote that meets their needs. He will focus the session on developing key messages that create practical change and motivation.
“A unique presentation is perfect for your event”
4 Awesome workshops: 1.5 hours
It’s your business – now lead it as a CEO ……
Develop a real plan for your business that is by the CEO, for the growth of the customer base and develops your team. That’s right! A fast paced session that starts to get your CEO of work that will identify the areas of focus for the period ahead.
“Great for self employed business owners”
Developing an advice-based sales approach
Wondering what to do and then how to do it. This is a great practical workshop that looks at your sales approach, sets a new strategy and then delivers new practical steps that will support your long term relationship with your clients.
“trust is so important to your customer ….. I wonder why they don’t?”
Connecting with your clients – we need to make it “amazing”
Look at how your business connects with your current clients. Could this be better? …… does it need to be better? This session is a practical way to improve your teams’ customer connection, ensure it is real and they know you care.
“Todays customer is smarter than ever – this is your opportunity”
Leadership starts in your lunchbox
In business today the overall result and team outcome needs to be carefully managed….. but more importantly there needs to be leadership with vision, passion and clarity to ensure the speed of your market place doesn’t drown your voice.
“There is a real need for leadership at all levels of your organisation”
The right choice of speaker or presenter can make a huge difference to your event. Fresh thinking and insights, delivered by a speaker with great presentational skills – it all adds up to a powerful package.
That’s what Darren Pratley can offer your organisation.
Darren has a special knack and style for training and presenting that will get your team to get the message in a fun structured environment. If it is your content or content developed in collaboration with us, you can be assured it is built with your outcome in mind. With a unique set of skills you know you are working with a professional presenter with considerable experience in working the room.
Darren covers the following key areas:
In business the ability to define leadership, identify it and promote it is critical in today’s competitive environment. Having great people to lead your business is a great investment and getting them new insights is a must.
Whether your business is small or large, this is often said to be the weakest component in modern businesses. Having a regular review of a business, defining its path for the future is critical. Having someone to help develop those disciplines within your business is important.
The single greatest tool to change any business is to increase sales. Sales excellence is a philosophy Darren uses to help sales people find their passion for people, which is the core of sales. Having a great sales “MOJO” is critical to meet those challenging targets and these are skills from as basic and meeting the customer for the first time. Darren also understands the pressures of what higher sales can put on the business, so capacity for sales growth is also considered.
For a business to exist its functions must be executed well. The key component is the activity that forms part of those functions. Darren has tools and experience that can help your team identify the action components and how to “Super Charge” them. Remember even with the greatest strategy in the word the “Doing” is the key. Get Darren help you get Action into your business.
Regardless of age, stage, size or industry, from time to time, a business really needs to bring in a specialist who can challenge the business. By creating an environment to review its performance and test its core, we can challenge the status quo and consider change. We need to think about how your industry is changing and how you can develop a clear strategy for success in the years ahead.
Darren’s team brings a unique set of skills and opportunity for any business owner or leader to build a personalised review process that will really create a great outcome.
Remember – if you want to keep on achieving the same results, keep on doing the same things. But if you want to move to a higher level – talk to us.
There’s a very good chance that the answers to your most pressing concerns already exist. They may be sitting in your business, unrecognised and ignored.
Our team will work with you to uncover the industry’s hidden gems, explore new options, develop smart plans and then support the set up of mechanisms to deliver them.
Strategic Planning & Development Event
Full Day – Strategic SWOT Planning Session.
Darren will guide the team through a proven SWOT analysis tool with a day of structured brainstorming to develop a clear strategic plan for the defined period ahead. He will facilitate directional conversation to achieve the goal of the day and have every member leaving the session with a clear road map to create their plan and strategic view of the year ahead.
This is especially good for real estate, financial services and professionals who want to set their business sails in a new direction for greater success.
Option 2: Full Day – Strategic Brainstorming Session + Typist (creates pre-set document of the days outcome)
Darren will guide your team through a day of brainstorming to develop your strategic plan for the year and beyond. He will facilitate directional conversation to achieve the goal of the day, help identify opportunity and then have every member leaving the session with clear goals and strategic views to implement for the year ahead.
Our typist will generate all ideas from the day into a working document that can then be used to reflect on and used in generating the confirmed strategic plan.
This is especially good for businesses with growth in mind. Proven in Automotive, Professional Services, Traditional family and trade businesses.
Sales strategy and market definition
New Business Start Up
Getting a business set up and trading is never easy. Making sure you set up the key drivers that make your business succeed, is even more important.
Remember 80% of all businesses fail in the first 2 years …….. ever wondered why?
Define your business model, test the concepts and then build an internal strategy for success. This is great for new business start-ups.
Existing business review, analyse and restructure
Take a helicopter look at your business’s performance, its sales and the market it operates in. Work through a review process and analyse its performance in the safety of a confidential environment but one that will push you to look outside the box. If you don’t have any succession planning or long term plan, this is for you.
Discuss, challenge and review the current strategies and their results.
Define the future direction and build components for long term asset value and a successful sale.
This is especially good for sole operators, small team self-employed businesses or businesses over 4 years in trade. Businesses who are in retail, service, or trade type industries get a lot out of this.
Monthly business review and planning
Many business owners don’t put in place a structured review of their business, which in most cases, is the missing link to success. Darren will provide you with a monthly review to see how your business is tracking, ask the tough questions(remove ,) and provide support on what needs to change or be developed.
Short term goal setting and outcome development
Performance analysis and results assessment
Direction and capacity clarification
Strategy definition and implementation plan
Sales Management 101
When you’re looking at your business, does it need a stronger top line? Do you need more sales to create more opportunity? Are you in a sales or professional services role and feel like you need some support, a change, or some new enthusiasm?
This is the option for you.
How about having a sales recharge session? Get you or your team energised and motivated to reach new levels or targets. This is a great session for the start of a year, quarter, month or promotion period.
This is especially good for real estate, financial services or professionals who want to set a better sales plan for their business and get closer to clients.
Team Sales Management
Are you in business and it has been so successful you now have a sales team and not sure what they should be doing? Or how?
Do you have a sales team that just don’t seem to be meeting the targets set?
Why not have a support person on your team who can really understand your goals and help your team meet them.
This is especially good for any business that wants to grow individual team members’ success and find ways to get the numbers growing, more customers happy and a sales team focused on achieving greater success.
The real estate and financial services industries are travelling through a period of massive change and transformation. Old business models have been found wanting, while new technology and market realities have pushed into the sectors creating new leaders and success stories.
Businesses that are taking a pro-active approach to change will be best placed to thrive in the new reality. Our customers demand more and more, so our service has to be more professional than ever.
Darren has been working within the Real Estate and Financial Services Industries for over 25 years and has a strong knowledge of customer expectation, product distribution and sales. He has that real knack of creating opportunity in these types of businesses that makes him a popular choice, when business owners want to achieve more.
Darren has undertaken many roles in the financial services industry and worked with many high performers in real estate. From advisers and business owners, to industry leaders and regulators. He has owned and managed individual financial services businesses through to franchising businesses. With this varied experience and industry knowledge, Darren can work with business owners to develop their businesses.
Darren has always been results driven, and wanting to ensure positive change is at the forefront of any new initiative. As these industries change, ensuring stronger results in market share, customer connection and enterprise value are a must. He demands change and wants teams to realise and capitalise on opportunities that exist.
Due to the length of time and his roles in these industries, Darren has a broad knowledge of how they work. With his level of knowledge and experience, he can discuss the changes within the industry and what the current and future forces are, and how they can affect your success.
If you have a question or idea you want to explore, email Darren and start a discussion and we can take it from there.