You are here: Home / Archives for sales

3 Strategies that will accelerate your business...

By Leave a Comment

In this week's newsletter I will share 3 strategies for small business
owners, entrepreneurs and sales professionals to accelerate your
business.

1. Video of the Week - The 3 Tions

2. Star of the Week

3. Quote

4. Sponsor of the Week

5. Where is Eric?

*************************************************************
1. Video of the Week
*************************************************************

What are some of the ways you can get ahead in this economy?
There are 3 key strategies that can make a big difference in
your results.

Learn these 3 key ideas and you can transform your business.

Click here to watch the video now

Success,

Eric Lofholm

*************************************************************
2. Star of the Week
*************************************************************

This week's Star of the Week is Mandy Pratt. In 2003 she decided to
hire Eric to coach her because it was either that or quit a career
she was determined to succeed in. She literally had 2 months of
line of credit to use, and if nothing changed She’d be begging for
money and looking for a new job. She was scared, but determined to change.
According to Mandy, "That was one of the best financial decisions I ever
made." Within 6 weeks of hiring Eric she went from average $2k/month in
commission sales to $12k/month. Not $2k to $4k, no $2k to $12k!!
This boosted her confidence and belief in herself that she still benefits
from today.

In 2005 she hired Eric again to help her figure out her long-term career
plan, at that time she was lost and confused about her career direction.
Eric had a unique ability to see her talent, as well as her sabotaging
patterns that were holding her back. Within another few short months of
coaching Eric helped her “plant my flag” in being a Success Coach,
Speaker, and Author.

Today she is still benefiting and reaping the returns of investing in
Eric’s coaching, She has written 2 books, has a full coaching cliental,
and speaks professionally. If she had not hired Eric to coach her, she
knew her life would not be what it is today, and that makes her cringe
to even imagine. Mandy says, "If you have the opportunity to work with Eric,
even if you are scared, just do it. He has a rare ability to quickly recognize
what EXACTLY you need to change to be successful, and the heart to help
you follow through and change it."

For more information about Mandy Pratt, go to: http://mandypratt.com/

Would YOU like to be the Star of the Week? Click here and share a win!

*************************************************************
3. Quote
*************************************************************

"Personal power is the ability to take action."

~Tony Robbins

*************************************************************
4. Sponsor of the Week
*************************************************************

The sponsor of the week is Rick Cooper. Rick is an Online Marketing
and Social Media Expert. Rick has helped me with my social media
presence online over the years.

Rick is hosting a webinar on Friday, September 2nd at 11am Pacific
on How to Leverage Social Media to Grow your Business.

The webinar will be recorded.

To register go to: http://socialmediaoutcomes.com/social-media-webinar/

*************************************************************
5.  Where is Eric?
*************************************************************

There is no charge for each of the events below except the Script Writing
Boot Camp.

Do you know anyone in any of these cities? Will you kindly forward them
this email and encourage them to sign up for the seminar in their city
so I can change their life.

The Close 2 Day Boot Camp - Eric Lofholm, Rick Silva
September 9 and 10
Embassy Suites San Francisco-Waterfront Hotel
150 Anza Boulevard
Burlingame, CA 94010
To register go to: http://www.saleschampion.com/close/

Script Writing Boot Camp - Eric Lofholm, Dave Iuppa
October 14 and 15
San Francisco Airport Hotel to be determined
Regular tuition is $995.
To register email wins (at) ericlofholm.com

How to Sell in the New Economy - Eric Lofholm
Wednesday October 19
7:00 pm to 9:30 pm
Four Points by Sheraton Tempe
1333 South Rural Rd
Tempe, AZ 85281
To register go to: http://howtosellintheneweconomy.com/

Promotion and Selling Made Easy Seminar - Eric Lofholm & Jill Lublin
Wednesday, October 26
6:30 pm to 9:00 pm
Marriott Novato Courtyard
1400 N. Hamilton Parkway
Novato, CA 94949
To register go to: http://saleschampion.com/jill-lublin

Filed Under: Motivation, Online Marketing, Social Media, Videos Tagged With: , ,

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: , , ,

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: , , , , ,

Conference Call – How to Sell in the New Economy - Wednesday, December 9 at 10 am

By 1 Comment

It has never been more important to know how to sell than right now.  Everyday companies are going out of business because there sales strategies from years past are no longer working.

Most everyone I have spoken with over the last 90 days has shared with me their sales results have been impacted by the economy.

My company has been impacted as well.

After I got over the initial shook of the new economy I started looking for solutions on ways to make more sales now.

Over the last 90 days I have implemented 7 specific ways to make sales now.

Join me on Wednesday, December 9 at 10 am pacific.  I will share the 7 ways with you.

This call is going to be HOT!

The call is free.  You do not need to register.  Here is the phone number.

(712) 432-0404

Pin 513553#

Please tweet this call to your network.  Here is a Twitter Post.

Conf Call - How/Sell in the New Economy with Eric Lofholm Wed Dec 9 at 10 am Eric will share 7 specific ideas http://bit.ly/SQQ6p pls RT

Filed Under: Sales Mindset, Sales Strategy, Sales Success Tagged With: , , ,
« Older Posts