I’m not making enough money. That’s about the most common problem that businesses have.
If they made more money they could:
- hire more people to get more work done
- improve products and services
- spend money on marketing to increase sales further
- buy a boat
I’m going to let you in on a secret that I’ve found after consulting thousands of businesses. From massive corporations to one-person micro-businesses.
When we lay everything out on the table and look at all their marketing, sales, products, and operations – the thing that most businesses need to do, in order to make more money is…
Make more offers.
Which means asking “do you want to buy?”
When we dig into business data and analytics, and they ask us “we just can’t figure it out. We just aren’t making enough sales…how can we make more sales?”
It turns out that it’s probably because they’re not making enough offers.
They’re not asking enough people, enough times, enough offers for enough products.
Think about this – does this sound familiar?
You go to a networking event and manage to get a meeting with a prospect. You take them through the sales process, send them a proposal, and…nothing.
Or, do you even send them a proposal? The number of funnel businesses I work with that fails to even send the proposal, let alone follow up afterward.
Think about those metrics:
Networking event: 1 lead
Sales meeting: 1 lead
Proposal: 1 lead
Sale (if you get it): 1 sale
Imagine making MORE offers. Offers of a meeting, call, sale, proposal, close or content. More offers to more people, more frequently with more products.
Chances are you’re already generating enough leads and interest. The only way to TRULY know is to start measuring the number of leads you have. And then, measure your “offer rate”.
How many offers do you make to new leads? How many offers to current customers? How quickly do you make offers? How often do you make offers to people who said no, or ignored you?
Find means and ways to increase the number of offers you’re making.
Make new offers to new leads. Make new offers to current customers. Make more offers to proposal leads. Make offers and make more of them.