3 Tips For Prospecting

This article is for all tennis coaches who want to start their own 6 figure private coaching business today.

Because no experience coach, should be working for anybody but themselves.

Today, we are going to get into prospecting, and why you should be focusing on doing it everyday of the week, until you fill up your sales pipeline with many prospects.

I would be reading as many books as I can on the subject of prospecting and try to master the art of doing it daily, because for your coaching business to be successful and reach 6 figures, you will have to figure out the following 3 Rs of prospecting.

Which are:

Targeting the Right People, with the Right Offer and doing it at the Right Time.

Because even if you have the right prospects, but have the wrong offer, your results will be bad and your conversion rate will be low!

Same with the right offer, to the wrong prospect.

And last.

“Timing is everything.”

You want to get in front of the right prospects, with the right offer and at the right time.

Get that right and your coaching business will triple in months!

No size will fit all of you guys with this, so get creative in how you approach your marketing campaign, plan of attack and the strategies that you use.

I would always sit down at the end of the month and go over your results.

And make sure you use Powerful Headlines and that your USP and valued proposition is in it and stated clearly to your market!

In other words.

Lead with your message.

I don’t want to confuse you guys too much in this post, so let’s stop there for today.

But remember.

Focus on using all those 3 Rs in every campaign that you create and keep adjusting your tactics.

Through constant adjustments, you will eventually find something that works for you and your business.

You need to look at yourself as the coach, a marketer and consulting all wrap up in one person.

This is why you need to be learning something new everyday too.

“Invest your time in only sales activities that are going to get you results, don’t just spend it doing anything.”

Okay, you guys copy this article and read it at the start of every month, to keep you focused on the big picture.

And we will talk again soon.

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Be A Sales Expert – This Article Will Help You Improve Your Sales Skills

The sales process is more or less the same whether you sell a product or service on or offline. When I first started in the sales industry a long time ago, I found it hard to sell. It was hard because the more I didn’t get a sale, the more “aggressive” I became; I was too hungry for a sale.

Eventually I learned to break the cycle. I was told that my techniques would only frighten away customers. The best sales advice I was taught was to relax. When a salesperson is relaxed, customers “feed off you” through your body language thus having the same effect on the customer.

My aim is to provide you with plenty of sales tips that I learned. I hope to encourage you by providing you new sales material to better your sales techniques?

The Sales Process, There’s Something Missing!

Every sales job has a sales process, it goes like this.

Step 1 – Product Knowledge
Step 2 – Prospecting
Step 3 – The Approach
Step 4 – The Assessment of Needs
Step 5 – The Presentation
Step 6 – Closing the Sale
Step 7 – The Follow Up

I would say that there is another step before step 2. The most important bit of any business is – product belief. In order to successfully get to the close is believing in what you are selling. Believing in the product is the most important aspect of business survival. It also brings job satisfaction which trickles down to your customer.


Do you use all of the steps above?
Do you know that many businesses lose out because they forget step 7 – the follow up?

The follow up procedure is the best thing you can do to get repeat customers and it’s a fact that it alone can potentially double your sales! There are so many businesses that concentrate on attracting new business rather than focusing on the customers they already have. Give them attention before they go elsewhere. You can keep customer loyalty by sending them offers, phone calls, cards and gifts.

Improve Your Sales Skills

To be a sales expert, learning doesn’t stop when you finish work. To become a master at anything takes 10,000 hours of you time. Let’s say that at 8 hours a day and 7 days a week. You can be a sales expert in 3 years! Of course, no one works 7 days a week so my point is, don’t give up.

Life is full of learning curves and hurdles. Another thing to be aware of is how you carry yourself. It is fact that 70% of your communication is through your body language then it’s probably good advise not to bring your problems into your sales.

Refining Your Sales Questions

Selling techniques takes time to perfect. I have written a number of sales quotes for you from opening the sale, facts about selling and closing the sale. So, if you are wondering how to increase sales, write the following quotes down as they might come in handy!

It is not what you say but how you say it. This is about emphasis on words you use. Words can be expressed and altered approximately 7 times through tone and meaning. Words are powerful so watch how you use them.

Get the “but” out of your mouth Don’t follow a sentence with but. It makes people think negatively

Body language says 70% of what you are trying to communicate That’s fact.

If I could, would you? If you could provide (benefit) would you (buy?)

Decisions are almost always emotionally based. Factors such as needs v wants if the product or service has value.

Paint pictures – lots of them! Can you imagine it? Can you see yourself doing it?

Third party stories / Testimonials. This helps build trust. People listen more when there is a story attached.

Add more in value than what they are paying for in cost. Give them a reason to say “wow”.

If you can’t handle rejection, then get out of sales. (Nothing personal) If you take rejection easily, this industry going to be hard for you. I worked in an industry whereby I was getting “no’s” 99 times out of 100 pitches.

Objections – are they real or just an excuse?

Receive questions with “open arms”. All questions are valid, even if you have to repeat yourself!

Never show offense to the prospects line of questioning. Your aim is to build trust and create a positive atmosphere.

Learn to use more open questions – Who, what, when, where, how.

Become a master of objection handling – Layer excuses with “why”.

Make your product sound special, exclusive and limited, it’s not for everyone. – The take away sale.

How To Increase Sales

I hope that the questions and ideas above can help maximise your chance of getting a sale, but there is another method of objection handling.

Get a piece of A4 paper and fold it in half, length ways. On one side write down “objections” and on the other side write “comebacks” or, why they should buy your product/service. Your aim is to write down three comebacks to every one objection. This should enable you to think “outside the box” when you are face to face with a customer.

Objection handling is the most important skill to learn, apply this sales skill below which cuts through the “no’s” like butter. good enough reason why they should buy from you.

For more sales tips and online marketing advice, please visit my website.

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One Fast Way To Train Great Work Ethic To Millennials (Hospitality / F & B Industry)

Because we grew up with at least one parent who worked tirelessly on the land or loyally for one company from early in the morning until late at night for years, that is our experience of hard work and a great work ethic. “Nose to the grind-stone” and “up-hill both ways in the snow” are phrases that we regularly heard and had a crisp mental image of. Mothers who shaped our reality and values would regularly remind us of how hard our fathers worked for us each and every day, how hard he worked for each of our toys and for every meal on the table every night.

Well, fast forward twenty years and twenty million divorces later and no one is home developing their children’s respect for authority or at home putting the fear of god into the ones who don’t take care of their belongings. No one ever hears, “Wait until your father gets home!” because let’s face it no one is home. Most of America is now a two household or two income family trying to make ends meet, in competition with the Jones’s or their ex to try to make time with them more pleasant for their children than their time with their ex.

Add to that the millennial’s exposure to job insecurity, massive social media over-night successes and you have yourself a recipe for a bad hire every time you need to fill your less than glamorous position. Because any which way you slice it, millennials are not being raised to think like we think so here is how to outsmart them:

If millennials are raised only to think about themselves then why not train from the, “What’s in it for me?” point of view. What is in it for them if they… come to work dressed and ready, what is in it for them if they “get off script” and actually engage with customers. What’s in it for them when they discover why a customer chose to come to your restaurant today. How they benefit personally when they can ask customers if they had ever been to the restaurant before, what their favorite dish or table is and how these conversations benefit them personally, NOT the restaurant. When millennials hear that they could be building a huge list of fans now for use later, that is a language they understand. When they hear that fans are “psychologically willing to wait longer and complain less” this is a concept any waiter of any age will appreciate. If you keep more of your training / coaching emphasis on your employee’s personal benefits and less on the prospect of more money, you will win the trust, respect and hard work of even the youngest and “greenest” of your employees. When they believe that you have “their back” in the big picture and not just that of the business you will start to see great employee work ethic and less employee turnover.

Every employee knows that when you say more sales = bigger tips your goal is more profits for the business and they may night be 100% on-board with using their sweat equity for your gain but tell them that the customers are coming one way or the other it doesn’t matter to you either way and that you have ways to turn each customer into their own personal fan who will gladly wait longer for food, leave great tips and glowing reviews, bring Christmas cards filled with cash, give them more time, energy and community than they could ever imagine… these are the things millennials are inspired by and will happily work for. Otherwise you are “working up-hill both ways in the snow” trying to train something that is actually imperceptible to an entire generation of employees that you actually need.

Be amazing! I teach your staff to create amazing customer experiences and an infinite amount of repeat customers and sales in just 4 hours + make you a hero in their eyes while I do it!

I teach your restaurant or hotel staff how to love their jobs and their bosses and I teach the entire program in your restaurant / hotel in 4 – 6 hours for just $1,000.00. Choose a full 1 day seminar or break up the lessons, lectures and exercises over a weekly period.

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