You are here: Home / Archives for Sales Goals

Sales and Marketing Plan - Sample Plan 3

By Leave a Comment

Sales and Marketing Plan for 2008

Ultimate Outcomes for 2008 (goals)

Business Goal: 60 Listings taken and 50 Listings closed (DOES NOT INCLUDE BUYER TRANSACTIONS, THOSE ARE A BONUS)

Personal Goal (where the money goes) $100K to home renovations, $40K to short term debt, $120K to savings (1 years income) $120K for living expenses, and any excess to long term debt or business development. I intend to be one of Eric Lofholm’s success stories.

Annual revenue projections (sales results) Net $400K (based on an avg value of $400K, with my current commission split I should gross $529K.

Annual Marketing Strategy (marketing tactics); e-mails drip campaigns, Newsletters, Direct mail, Networking events. I commit to 6 outgoing calls per day for Customer Care Program, 10 FSBO and/or Expired Listing calls per day, 5 Farm calls per day. 4 listing presentation appointments per week

Annual Projects – Complete GRI designation, Commercial designation.

January
Ultimate Outcomes at least 5 residential listings taken, 1 commercial listing taken or 1 commercial transaction closed.
Sales Strategy, First mailing to advocates and farm of 100 townhouses, look for commercial space for clients and use that search to farm for commercial listings. Ask for referrals.
Marketing Strategy: Introduce Customer Care Program to farm. Find out what they need. Visit at least 2 FSBOs per week and give them my complimentary “FSBO Success Kit” follow-up weekly to offer additional help until they list or sell the home. Winter vendor campaign with special offers (snow removal, firewood, etc)
Projects: Move to new office – send letter to Sphere of Influence, perfect listing presentation, create new website. Begin GRI (Graduate Real Estate Institute) classes.

February
Ultimate Outcomes at least 5 listings taken, 4 listings under contract
Sales Strategy: Attend one Networking Event, continue FSBO campaign. Second mailing to Advocates and Farm. Continue to “farm” for commercial listings, offer to add business owners to my “VENDOR” list and help them promote their businesses. Ask for referrals
Marketing Strategy: Valentine’s day greeting with suggestions and/or coupons for valentine gifts (florist, jewelers, perfume, restaurants), to advocates, vendors and farm.
Projects: Continue GRI classes

March
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, third contact with farm/advocates. Continue to “farm” for commercial listings, Ask for referrals.
Marketing Strategy: Promote Customer Care Program and/or Market Update.
Projects Attend GRI III classes.

I will impact the world by doing what others are unable or unwilling to do.

April
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 4th contact with farm/advocates. Continue to “farm” for commercial listings. Ask for referrals.
Marketing Strategy – Spring campaign with vendor offer
for Dogwood subdivision

May
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 5th contact with farm/advocates. Continue to “farm” for commercial listings. Ask for referrals.
Marketing Strategy: Mother’s Day campaign with gift ideas and offers/coupons from vendors.
Projects: Consider starting a newsletter campaign, find a pre-written package.

June
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 6th contact with farm/advocates, Continue to “farm” for commercial listings, Ask for Referrals.
Marketing Strategy: Father’s day campaign with gift ideas, special offers/coupons from vendors.
Projects:

Find the need and fill it – Customer Care Program, add one unique new vendor and e-mail/snail mail farm and advocates to introduce the new service/vendor.

July
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 7th contact with farm/advocates, Continue to “farm” for commercial listings, Ask for referrals.
Marketing Strategy: 4th of July campaign with for food drive and more vendor offers/coupons
Projects Christmas in July Food Drive for local food pantry.

August
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 8th contact with farm/advocates, Continue to “farm” for commercial listings, Ask for referrals
Marketing Strategy: campaign for back to school offers/coupons
Projects – vacations won’t hurt me because I will be on vacation too.

September
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 9th contact with farm/advocates, Continue to “farm” for commercial listings, ask for Referrals.
Marketing Strategy: campaign for fall landscape tips and vendors special offers/coupons, preparing home for winter
Projects: Begin to interview personal assistant

October
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 10th contact with farm/advocates, Continue to “farm” for commercial listings, ask for referrals.
Marketing Strategy: Trick or Treat, consider going trick or treating and hand out treats instead of demanding them.
Projects:

November
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 11th contact with farm/advocates, continue to “farm” for commercial listings, ask for referrals.
Marketing Strategy – Thanksgiving cards and include recipe for Pumpkin Cheesecake, vendor specials for winter, snow removal, etc.
Projects: Food Drive

December
Ultimate Outcomes, Outcomes at least 5 listings taken, 4 listings under contract, 4 closings, 1 commercial listing taken or buyer/tenant closed
Sales Strategy: Attend one Networking Event, continue with FSBO campaign, 12th contact with farm/advocates, continue to “farm” for commercial listings, ask for referrals.
Marketing Strategy – Send out Holiday cards with 2009 calendars
Projects: Toy Drive. 2009 Sales and Marketing Plan

Filed Under: Planning, Sales Goals Tagged With: , , ,

Sales and Marketing Plan - Sample Plan 2

By Leave a Comment

I. ANNUAL BASIS

A. Ultimate Outcomes for 2008 – (Goals)
1. Write _____ applications for the year
2. Create an extensive Database
3. Have series of scripts prepared
4. Recruit on part-time basis
5. Develop a testimonial book
6. Continue more personal development

B. Annual Revenue Projection: $270,000 - $300,000

C. Annual Marketing Strategy
1. Speaking engagements – minimum of two/month
a. Chamber of Commerce meetings
b. Rotary meetings
c. Luncheon with business owners
2. Be in front of _____business owners/executives per month – result of C.1. Average employee base will be _____ employees per company.
3. Have follow-up meetings with _____businesses
4. Follow-up meetings generate _____companies signing up for presentations
5. Generate an average of _____ company referrals/month
6. Present to an average of _____ companies per month. (Note: some companies will be larger, some smaller.)
7. Present to average of _____ employees per month.
8. Sign up average of _____ employees per month.
II. MONTHLY BASIS

A. January 2008
1. Ultimate Outcome: _____ applications
2. Monthly Revenue: _____
3. Marketing Strategy
a. Week 1: Appointment setting
b. Week 2: Presentation for _____ employees – goal
c. Week 3: Presentations for _____ employees – booked
d. Week 4: Presenting to _____ employees – goal
e. Week 5: No Presentations – some appt. setting
4. Projects:
a. January 24, 25: Lofholm meetings
b. Week 5: Creative Painting Convention – our last. Est. Rev. _____

B. February 2008
1. Ultimate Outcome: 150 applications
2. Monthly Revenue: _____
3. Marketing Strategy
a. Week 1: Presenting to 60 employees – appt. setting/speaking
b. Week 2: Same
c. Week 3: Same
d. Week 4: Same

C. March 2008
1. Ultimate Outcome: 75-80 applications
2. Monthly Revenue: _____
3. Marketing Strategy
a. Week 1: Presenting to 60 employees – appt. setting/speaking
b. Week 2: Appt. setting
c. Week 3: Appt. setting/speaking – possible presentation
d. Week 4: Presenting to 60 employees
4. Projects: Week 2 – PPL Convention OKC. Return on 19 March

D. April 2008
1. Ultimate Outcome: 200 Applications
2. Monthly Revenue: _____
3. Marketing Strategy: Week 1-5 presenting to 70 employees/week plus appointment setting and speaking engagements

E. May 2008
1. Ultimate Outcome: 200 Applications
2. Monthly Revenue: _____
3. Marketing Strategy: Week 1-4 presenting to 80 employees/week plus appointment setting and speaking engagements

III. MONTHLY BASIS - continued

a. June 2008
4. Ultimate Outcome: 150 Applications
5. Monthly Revenue: _____
6. Marketing Strategy: Week 1-4 presenting to 60 employees/week plus appointment setting and speaking engagements

b. July 2008
i. Ultimate Outcome: 180 Applications
ii. Monthly Revenue: _____
iii. Marketing Strategy: Week 1-5, presenting to 300 total employees plus appt setting and speaking engagements.
iv. Projects: July 24, 25: Lofholm meetings

c. August 2008
i. Ultimate Outcome: 300 Applications
ii. Monthly Revenue: _____
iii. Marketing Strategy: School Presentations – 500 employees or more

d. September 2008
i. Ultimate Outcome: 100 Applications
ii. Monthly Revenue: _____
iii. Marketing Strategy: Week 2-4, presenting to 60 employees/week, plus appt setting and speaking engagements
iv. Projects: Week 1 – PPL Convention Las Vegas

e. October 2008
i. Ultimate Outcome: 200 Applications
ii. Monthly Revenue: _____
iii. Marketing Strategy: Week 1-4, present to 80 employees/week, plus appt setting and speaking engagements

f. November 2008
i. Ultimate Outcome: 100 Applications
ii. Monthly Revenue: _____
iii. Marketing Strategy: Week 1-3, present to 60 employees/week

g. December 2008
i. Ultimate Outcome: Sales not focus point. Preparation and strategizing for 2009
ii. Projects: National Finals Rodeo, Christmas

Filed Under: Planning, Sales Goals Tagged With: , , ,

Sales and Marketing Plan - Sample Plan 1

By Leave a Comment

2008 YEARLY MARKETING PLAN

Initial Statement: As you would say Eric, “Success takes as long as it takes”. This has been a year for me of input, examining, absorbing new ideas, failing at some of them, succeeding at others but realizing things do not have to be perfect, they just need to begin and they will be perfected along the way. This year will be the year of really moving out of my comfort zone. It should be fun & frustrating and take me to new places in my journey.

What I did well: I have formed a partnership with a few links:
1. Taken on a significant role in _______ membership cmts.
This will allow me to be of service to my members and to build strong partnerships with other insurance professionals.
2. Joined with an attorney who is a co-chair of the San Diego
_____ Attorneys. This will allow me to provide long term care to clients using their referrals. Also provide opportunities for speaking to their clients in groups.
3. Joined in partnership with an excellent financial planner.
That will provide an additional source of business & service.
4. Joined a LeTip Referral Group – weekly meetings to
Develop mutual business among 20 professionals.
5. Becoming involved in January in a tax seminar to market
To CPA’s & other attorneys.

Biggest Challenge: Time Management
1. I will design my schedule into blocks of time for morning
Calls: a. leads b. schedule talks in small business 1 Hr./day
2. Schedule Protégé Calls each month, be on Thursday calls
3. Schedule 2 – 1 week vacations per year
4. Schedule time for exercise (this is my hardest thing !)
5. Schedule meditation time
6. Write daily goals each evening for next day.

Success’s: Development of Partnering
So far this year my business has grown 99.4% ahead of last years. I attribute this to being involved in P.Protege Program. Although I have not been able to attend normal calls, my mind has changed and my focus has sharpened. I expect things to work out and do not look for problems, but see the way around each challenge. I avoid negativity like the plague. I am taking the partnering to a higher level (as mentioned above).

Yearly Production Goal

Total submitted business goal: $300,000 for year with majority of business coming from referral business. Hopefully leads will be generated from public speaking opportunities.

Areas Needing Support:

Finding groups to speak in front of regarding need of long term care.

Filed Under: Planning, Sales Goals

7 Ways to Make More Sales Now!

By 1 Comment

increase_salesLike most business owners, you're probably interested in strategies to make more sales. The world of business has changed over the last 18 months.  What always sells is value.  What people perceive as value has shifted.  In today’s blog post I will share 7 ways to make more sales now.

1.  Embrace Sales

Millions of business people have a resistance to selling.  The reason for this is there is a stigma about sales in our society.  Sales is viewed as a negative thing.  Because of this many people deliver their sales presentations and try to do so without being viewed as a salesperson.  This is like going to see the doctor and the doctor trying to hide the fact that he/she is a doctor.  Selling is an honorable profession.  I teach people how to sell by serving others and adding value to their prospect.

2.  Deliver a Great Sales Presentation

The fastest way to increase your sales results is to improve the quality of your sales presentation.  Always remember that when you wing your presentation you get wing it results.

3.  Focus on Opportunity

Many people are in a place of fear, panic, and worry.  I have learned from personal experience that fear, panic, and worry do not manifest sales.  Focus on opportunity.  Here is one of my primary questions I ask myself.  “Where are my best opportunities right now?”

4.  Meet People Where they are at

People need a hand up right now.  Do what you can to meet people where they are at.  Adjust your price points if you can to connect with what prospects can afford.  Make payment plans available if you can.  Not everyone can adjust price or offer payment plans.  If you can’t do this strategy focus on the other ideas I have shared.

5.  Strengthen Relationships

The strategy that is working the best for me right now is an idea I call a “Reciprocal Referral Relationship”.  The way it works is you look for people or companies that you can work in harmony with to help each other.  I have built one of these relationships with Jeff Combs.  Jeff is a trainer.  He has a large network like I do.  I refer Jeff to my clients and Jeff refers me to his clients.  We also look for other ways to help each other.  In the last 12 months I have picked up about 40 clients from referrals from Jeff.

6.  Massive Action

If there was ever a time to take massive action it is right now.  I was speaking with my friend and client Brian Traichel.  Brian told me he has been seeing me show up in many places on the internet.  Brian commented to me that he is observing that I am in massive action.  Action is a skill set.  This is not a time to slow down.  This is a time to speed up.  I will be in massive action until Christmas Eve.  Once the first day in January hits I will be back in massive action!

7.  Look for what is Great about the Economy

There are many great things about the economy.  One great thing to me is the economy has really motivated me.  It has also helped me reevaluate what is most important to me.  One of the great things about the economy is there is some tremendous talent available right now.  If you are looking to recruit or hire people the talent pool is very deep.  If you are looking for free lance people to help you with marketing, social media, website work, etc. there are many very talented people who are willing to help you at very fair rates.

Eric Lofholm
Master Sales Trainer and Coach

P.S. - SPECIAL BONUS - Would you like to learn how your sales can thrive in any economy? I invite you to purchase my new blockbuster book "How To Sell In The New Economy" for under $20 and I'll include over $398 in sales training bonuses for FREE!

Filed Under: featured, Lead Generation, Sales Goals, Sales Mindset, Sales Success, selling Tagged With: , , , , ,

How to Shorten Your Sales Cycle

By 1 Comment

Jill Konrath Selling to Big CompaniesHere is a great blog post on how to shorten your Sales Cycle from my friend Jill Konrath.

Warmly,

Eric Lofholm

Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness."

"Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment -- but this high tech acquisition certainly was.

Because my prospecting antennas were twitching, I committed to staying abreast on what was happening at this firm. I sent for their annual report, periodically checked their website and kept up on any press releases.

After 18 months, the manufacturer announced it was spinning off several divisions -- and the eBusiness I'd been following was one of them.

Bingo! That was the day I knew I had a new client.

As a consultant specializing in the hand-off of new products (or services) from Marketing to Sales, it was clear to me that my services were desperately needed.

Please realize though, that at this point my targeted account didn't know they needed me. No one in their business had ever heard of me. And, not one penny in their already tight budget had been allocated for the type of work I do.

But I knew that the lackluster financial performance of this eBusiness could no longer be hidden in the profits of the manufacturing giant. Wall Street would demand results soon. Short-term results. Immediate results. And I knew I could make a difference.

After a plethora of unsuccessful attempts, I finally reached the president. This is basically what I said:

"I've been following your business. I know it's imperative for your company to have strong financial results immediately. 
You're counting on your new products to achieve your objectives  ... and I have some ideas on how you can shorten time-to-profitability."

Following a brief 5-minute conversation, the president told me to call a key marketer on Monday, giving him a chance to talk to her first. Essentially, it was a done deal. The outcome - a highly profitable engagement with the firm.

Why am I telling you this? Because business opportunities for your firm are everywhere. In fact, they're staring you right in the face every time you pick up a newspaper or turn on the radio or television.

The Ripple Effect of "Triggering Events"

But most sellers don't use the news because they've never connected these "triggering events" with the potential for business.

For example, any time two organizations collide due to a merger or acquisition, this triggers a whole slew of problems of can lead to great sales opportunities. Long-term suppliers no longer "own" the account and the door is open for the astute seller.

Here are just a few of the areas where your opportunities might abound when firms merge:

•  Sales & Marketing: Rebranding, new collateral, revision of go-to-market strategies, product launch, PR support, advertising campaign, sales training, channel conflict, compensation discrepancies, SFA/CRM systems integration, new technology.

• Information Technology: Planning, prioritization of projects, massive system integration issues in just about every conceivable area, new technology acquisition.

•  Human Resources: Teambuilding, compensation issues, legal problems, downsizing/outplacement assistance, evaluating personnel, employee benefits coordination.

Once you know what to look for, opportunities for your products or services become readily apparent. They just need to be acted on.

Capitalize on "Triggering Events"

Follow the news about companies in your targeted market segment closely. Keep your eye out for any changes because they could create business for you. Once a change hits your radar screen, extend your research immediately, collecting as much information as you can before you contact someone in the company.

The key to your sales success lies in your ability to align your product or service offering with their key business needs related to the "triggering event."

When you connect with corporate decision makers, remember that they could give a rip about the process you use, your leading-edge product line or one-stop shopping. But they care desperately about business results, eliminating problems and achieving their desired outcomes.

So pay attention to the news. Right now some companies desperately need your products, knowledge or expertise because of what's happening in their business. Use the news as a trigger to identify who they might be, research them and then make that phone call.

That's the quickest way I know to create new opportunities, shorten your sales cycle and grow your business.

Want to speed up your sales cycle? How about crack into bigger accounts? Jill Konrath, author of Selling to Big Companies helps salespeople, service providers and entrepreneurs make that happen.

To get a free Sales Call Planning Guide ($19.95 value) and more timely sales tips like this, send an email to info@sellingtobigcompanies.com. To learn more about the Selling to Big Companies training programs, call 651-429-1922 or visit www.sellingtobigcompanies.com.

Filed Under: featured, Get Clients, Sales Goals, Sales Mindset, Sales Strategy, Sales Success, selling Tagged With: , , , , ,
« Older Posts