Business Coach + Sales And Marketing Tools

Building A Strong Marketing And Sales Team For Your Business

Elite Business Coach Teaches The 21 CORE TASKS OF YOUR MARKETING / SALES TEAM

Determine your company’s overall MARKETING / SALES TEAM SYSTEMS SCORE in the following 21 areas by rating your business on a scale of 1 to 10 with 10 being the highest. This business coach scoring system can be found at www.Thrive15.com. (The world’s top online business school taught by world-class mentors and experts in their field.)

1. Clearly define who your ideal and likely buyers are.
2. Clearly define the needs and wants of your ideal and likely buyers.
3. Clarify the unique value proposition that your business is going to offer (how do you uniquely solve problems for your ideal and likely buyers).
4. Specifically determine your no-brainer offer (an offer that the customer almost never refuses because it makes so much sense).
5. Determine how you are going to generate leads.
6. Determine how you are going to convert leads into paying customers.
7. Determine the easiest and most likely three ways to close deals now.
8. Determine how your brand will be different than the competition.
9. Determine how your brand can better meet the needs of your ideal and likely buyers.
10. Write a duplicable inbound sales script.
11. Write a duplicable outbound script.
12. Write a duplicable auto-responder e-mail.
13. Write a duplicable drip e-mail campaign.
14. Create sales one sheet to be used to present to your ideal and likely buyers.
15. Create a presentation script.
16. Create a Frequently Asked Questions and common objections script for overcoming objections.
17. Determine key performance indicators and metrics to which each sales person will be held accountable.
18. Create a system for measuring the success or failure of your print and off-line advertising.
19. Create a system to measure the conversion success of your website.
20. Create a system for measuring the effectiveness of your online advertisements.
21. Create a system for tracking where each and every deal comes from (advertising sources, word of mouth, etc.)

Business Coach Booming Business Foundational Principle #2 – Executing Your Daily Operations

“Every time I read a management or self-help book, I find myself saying, ‘That’s fine, but that wasn’t really the hard thing about the situation.’ The hard thing isn’t setting a big, hairy, audacious goal. The hard thing is laying people off when you miss the big goal. The hard thing isn’t hiring great people. The hard thing is when those ‘great people’ develop a sense of entitlement and start demanding unreasonable things. The hard thing isn’t setting up an organizational chart. The hard thing is getting people to communicate within the organization that you just designed. The hard thing isn’t dreaming big. The hard thing is waking up in the middle of the night in a cold sweat when the dream turns into a nightmare.” -Ben Horowitz, author of The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers (Self-made billionaire and founder of Opsware, which he sold to Hewlett-Packard for $1.6 billion cash. He is a high technology entrepreneur and co-founder and general partner along with Marc Andreessen of the venture capital firm, Andreessen Horowitz)

As a business coach, It seems that most of the entrepreneurs I know who can consistently and successfully sell something tend to really struggle when it comes to executing their daily operations. Having consulted with many clients in the home remodeling and contracting industry, this seems to have reached an almost epidemic level within that industry. The contractors who can sell well have no problem picking up the business, but they do not have the systems in place or the will needed to actually get a project done on time and at budget. It’s amazing how common it is for a contractor to begin using money from one project to finance another project because they have no concept of what things are going to cost, how to manage their staff, how to hire people, and how to effectively delegate work.

Business Coach Teaches That Your Ability to Effectively Execute Your Daily Operations Is Critical to Your Success

Daily operations is the part of your organization that actually produces and delivers the products and services your business sells. It is super important that you create a duplicable workflow that allows your operations team to deliver the products and services promised by your marketing and sales team. I realize that in many small businesses, YOU are both the marketing / sales team AND the operations department; regardless, you must deliver on your promises in a documented and scalable way. The operations department of your business also exists to carry out the behind-the-scenes and administrative aspects of your business.

As a business coach, I don’t care how great your product or service is, no business will survive and flourish without having a detailed and organized operations backbone keeping everything together. If you are one of those highly motivated people who has the pig-headed discipline needed to go out there and actually sell something, you are going to show up on rip-off report websites, third-party customer complaint websites, and at the top of Google searches for all of the wrong reasons if you cannot deliver on the promises you make to customers.

“The missing ingredient for nearly all of the 1,000-plus clients I have worked with directly to improve their businesses is pigheaded discipline and determination. We all get good ideas at seminars and from books, radio talk shows and business-building gurus. The problem is that most companies do not know how to identify and adapt the best ideas to their businesses. Implementation, not ideas, is the key to real success.” -Chet Holmes (Bestselling author of The Ultimate Sales Machine, former business partner with Warren Buffett’s business partner, Charlie Munger)

I know it seems nuts, but I can tell you countless stories of business people who totally destroyed their businesses because they did not have systems in place to insure that their company delivered on the promises made to their ideal and likely buyers. When you irritate enough customers by over-promising and under-delivering, life can become very difficult.