Sales Administration

Get your business in front of more prospects and increase sales. Learn how to network proactively with the specific intent of setting the stage for sales follow up. 

Cheryl Scoffield chosen as a trainer for  Enterprise Toronto, in Toronto, Ontario.

Did you know that 80% of sales are are won on the fifth to twelfth contact – yet 48% of all business managers never follow up with prospects beyond the first contact conversation? If you want to engage the people you meet networking at trade shows and association meetings in conversation after the event, you need to listen first.

Cheryl’s presentation on Sales Follow Up -  How To Maximize Your Networking - Follow Up More Effectively, gives you a sharp pair of ears backed up with the specific intent to follow up. 

October 26, 2010

Location: Etobicoke Civic Centre located at 399 The West Mall, Etobicoke, Ontario

Time:   10 am – 12 noon, No fee but registration is required.

November 23, 2010

Location: Scarborough Civic Centre, 150 Borough Drive, Scarborough, Ontario

Time:   10 am – 12 noon, No fee but registration is required.

Cheryl Scoffield educates businesses, associations and organizations on how to using proactive networking techniques with the specific intention of setting the stage for follow up. 

Follow Up Training is also available in Oakville on Monday nights.
Book Follow Up Training for yourself or have this training come to your organization.

Have you noticed how fast the summer seems to be going? Hard to believe but, I booked my first fall networking event today. WOW. Things seem to move forward faster everyday.

If you are sales professional, business manager or entrepreneur who attendes events, you know it is a business development investment. Whether it is a trade show or a monthly association meeting, any event you attend is an investment of your resources both time and money.

You invest your time;

• researching various trade shows and evaluating whether the event will attract the right target market for your business
• your time attending

You invest your money;

• trade show registration/booth fees & staff time
• travelling costs

Attending events helps to raise the visibility of your business in the marketplace and generates prospect leads for your business. These leads come in 2 forms,

1. attendees you met and with whom you started a conversation and
2. the atendance list which includes attendees you did not met and with whom you could start a conversation. 

Back at the office, the questions are;

• how do you maximize your attendance investment by following up with the highest number of prospects and driving that traffic into your follow up sales funnel?
• what are the next steps to follow up and
  • continue the conversation with attendees you met?
  • start the conversation with the list of attendees you did not met?

In the past, for trade show follow up marketing, we would mail out sales literature and then try to get prospect on the phone, but follow up methods are changing.

Today, I help my clients utilize the technology they currently have, to build their next follow up steps.

• First, database set up to centralize all of the prospect leads, a CRM Customer Relationship Manager such as ACT, Maximizer or Goldmine.
• Second, set up an email blaster such as  Swiftpage with ACT  to send out emails.
  (Swiftpage can also work without ACT)

The great thing about this newer methods is that we can collect statistics, for example, about delivery. Depending on your follow up next steps, you may also be able to track the additional traffic your follow up drives to your website.

If you are interested in learning more about how to follow up and maximize your trade show or networking event attendance, I offer several options.

2 hour sessions Follow up – Discover Your Next Step  and a session about taking action and implementing the follow up steps in your business Follow Up – Take Action. This session is about database set up, database maintenance and outbound cold calling.

Follow Up Training - Set The Stage For Follow Up and Automate Your Follow Up Process. Attend yourself and bring this business training for your office. You will learn how to build a Follow Up System that maximizes your business development investment and help get you past that 1st contact to the 2nd and beyond to the 5th contact where 80% of sales are made. You will save time, stayed organized and drive more traffic to your business!

Questions? No problem. Contact  Cheryl Scoffield, Follow Up Specialist.

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

You attended the trade show- Now what? Do you have a plan in place and implemented, for staying in touch with the new prospects you met at the trade show?   You will, after you attend Set The Stage For Follow Up Training Session.

This sales follow up training is best for: Business Managers, Small or Medium Sized Business Owners, Sales Professionals and Entrepreneurs.

The next “SET THE STAGE FOR FOLLOW UP”  Training Sessions  will be Monday night June 21st, and Monday night August 16th. The training is 2.5 hours from 6 pm – 9 pm and takes place in Oakville, Ontario.

Register for “SET THE STAGE FOR FOLLOW UP”  Training or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Learn the 10 Step Follow Up System through 2.5 hours of hands on, skills based training.  $89.00 in Oakville, Ontario.

At the “SET THE STAGE FOR FOLLOW UP”  Training you will discover the 10 step framework and the first 6 steps will be covered in depth. These first 6 follow up steps are critical because they establish your social connection to the people you meet. 

You will learn how to; 

1. Improve you ‘first contact’ conversation
2. Set the stage for future contacts
3. Increase the number of prospects you are in conversation with
4. Develop win win relationship building connections
5. Discover the ‘giving piece’ that pulls you forward from that first contact to the second and beyond

Register for “SET THE STAGE FOR FOLLOW UP”  Training  or contact Cheryl at ExecutiveSalesSupport.com to arrange for this training to come to your office.

Hear what attendees are saying about this skills based Follow Up Training; 

Cheryl is definitely the Follow Up Specialist! After taking her “Follow Up System” workshop and being introduced to the “10 Step Follow Up System,” I have a template to follow that will save time and increase my business.
Sue Lacher, Business Coach 

Cheryl is energentic and inspiring. In her “Set the Stage” training, Cheryl underscores the importance of following up with prospects and gives valuable input and ready-to-use strategies for overcoming that inherent reluctance to follow up past the first meeting. She also presents a very useful system for keeping track of your network.
Camilla Nielsen, Intellectual Property Consultant 

80% of sales are won on the fifth to twelfth contact – yet 48% of all business managers never follow up beyond the first contact.

Do you have a plan in place and implemented, for staying in touch with;

• prospects you meet?
• prospects/clients who are already in your database?

The Canadian Professional Sales Association, polled CPSA members and identified one of their top challenges as “Sustaining sales momentum throughout the year”.   32% said this was their toughest challenge.

FACT – If people who come in contact with your business are not hearing from you on a regular basis, chances are they have forgotten about your business and the value your product or service offers. That means they are not contributing to next month’s sales target.

Join me and a small group of Business Owners, Entrepreneurs and Professional Service Providers for Set The Stage Follow Up Training -2.5 hours of hands on sales follow up training in Oakville, Ontario.

What you will learn – Strategies and techniques that not only connect you with prospects and clients but engage them so they are waiting to hear from you! Follow Up – The Bridge Connecting Prospects To Sales.

Learn How To Maximize Your Follow Up Activities & Grow Your Business Building The Know You – Like You – Trust Factor.

Let’s face it. No one will ever buy from you if they never hear from you!

Beat the odds and stand out in a busy marketplace.

48% of business people never follow up.

Of those
25% make a second contact and stop.
12% make a third contact and stop.
Only 10% make more than three contacts.

Set The Stage For Follow Up –  2.5 hours of hands on training includes an overview of the 10 Step Follow Up System guaranteed to connect you with your prospects beyond the 5th contact where 80% of sales are made.

Next session of ’Set The Stage For Follow Up’  in Oakville is :
Monday, May 17, 6 pm -  9 pm
Cost: $89.00

Reserve your seat early, because this training is limited to 10 participates.

Should you attend? Check out what others are saying about Follow Up

Cheryl is definitely the Follow Up Specialist! After taking her “Follow Up System” workshop and being introduced to the “10 Step Follow Up System,” I have a template to follow that will save time and increase my business.

Sue Lacher, Business Coach, http://www.suelacher.com/
I enjoyed Cheryl’s “Set The Stage” training. Cheryl underscored the importance of following up with prospects and gave valuable input and ready-to-use strategies for overcoming that inherent reluctance to follow up past the first meeting. I also found Cheryl’s system for keeping track of your networkd very useful.

Do you have a plan to follow up the people you meet?  Need to get your business in front of more prospects?
Learn How To Maximize Follow Up & Grow Your Business Building The Know You – Like You -  Trust You Factor

Join me and a small group of Entrepreneurs, Professional Service Providers and Business Owners for 2.5 hours of hands on training at Set The Stage Follow Up Training - Learn strategies guaranteed to connect you with your prospects beyond the 5th contact where 80% of sales are made.  Follow Up – The Bridge Connecting Prospects To Sales.

Check out what others are saying about Follow Up

Set The Stage For Follow Up  -  2.5 hours of hands on training includes an overview of the 10 Step Follow Up System. 

Training will be in Oakville ON. Reserve your seat early, this training is limited to 10 participates in each session. Email Cheryl at ExecutiveSalesSupport.com

2 sessions for  ’Set The Stage For Follow Up’          Cost  $89.00

Session #1        Saturday  April 10,      9 am – 12 Noon  
Session #2       Monday    April 26,       6 pm -  9 pm

Join me and a small group of Entrepreneurs, Professional Service Providers and Business Owners.
Reserve early – Seating is limited.

Justin Roff-Marsh is the global thought leader in Sales Process Engineering, a radical new approach to the management of the sales function. I heard Justin speak in the fall of 2008 and thought his presentation was really thought provoking.

He is coming to our area once in 2010. In February, I will be part of a small group of business people who are bringing Justin Roff-Marsh to Mississauga – to give an exclusive briefing to a select few executives. I would like to invite you to attend and I will pay some of the price of your admission! I believe it is that important for you to attend.

At this executive briefing business owners and senior executives will learn how to transform the way their company executes the sales revenue generating process. Justin’s strategy is revolutionary.

Justin’s presentations are provocative and often controversial so if you are looking for sales training, or another warm and fuzzy relationship-building workshop, do not attend this briefing. But if you want to attend a business transforming event, be present at the February 24^th Executive Briefing, 8:30 – 11 am. Justin is going to change the way you look at growing your business, while also giving you a proven strategy to scale it up and rapidly grow your revenue!

Cheryl Scoffield of Executive Sales Support  is excited to partner with   Sales Performanceto bring Justin Roff-Marsh to Mississauga, Ontario on February 24, 2010.

To learn more about this Justin Roff-Marsh event  click here.

Tickets for this Executive Briefing are $495 per company (allowing you two seats).
I am so convinced of the benefits you will reap by attending, that I am willing to pay $100 of it for you. I can also reduce the cost further, for the first 12 of you who email me today.

See you at the  Executive Briefing, February 24^th, 8:30 – 11 am, in Mississauga, Ontario.

Third annual Small Business Showcase: a Bridges to Better Business event taking place on Wednesday 7^th October, from 2pm – 9pm at the Waterloo Inn Hotel,Waterloo ON features small businesses from Kitchener, Waterloo, Cambridge, Guelph and beyond!

The details as posted on their site;
The 2009 Small Business Showcase is made possible by the generous support of our sponsors. We’d like to take some time to recognize their contribution and helping to make this year’s event more successful than ever!

Firstly, our recently announced title sponsor, Scotiabank, will not only be sponsoring the event, but hosting the Bridges to Better Business seminar for Showcase exhibitors. Scotiabank is a proud supporter of small business and promise to share some insight from their “Get Growing for Business” initiative.

Tibor Shanto of Renbor Sales Solutions, Inc. is sponsoring one of the Showcase Seminar sessions. As a widely recognized sales expert, Tibor will be asking, “What’s in your pipeline?”.

Martin Buckland of Elite Resumes is sponsoring another of our Showcase Seminars, where he will be talking on the topic, “Help Build Your Business and Your Brand in a Competitive Environment”.

(Just a reminder, Showcase Seminars are FREE to attend, for both exhibitors and the visiting public!)

Last, but my no means least, Adam Smith of My IT Guy is sponsoring our refreshments–that’s right, he’s keeping the exhibitors running strong throughout the day!

The July August 2009 issue of this great regional business information publication features Southern Ontario’s Mayors Speak Out. Tom and Wendy Peters do a great job of publishing this long standing newspaper that promotes business in Mississauga and the surrounding area. The circulation is 30,000 – from Mississauga to Windsor..

For this issue they also sent a copy to the Prime Minister and the Ontario Premier’s Offices as well as to all the MP’s and MPP’s located in the distribution area of Southern/South-western Ontario.

As a result of my association with HAPPEN (Halton and Peel Professional Executive Network) and Hugh Black of HMB Communications, my article “Build Your Business With Networking In An Economic Downturn” was included on Page 16 of this issue.

If you are interested in advertising in the Mississauga Business Executive for October 18 – 24, 2009 which is Small Business Week, please contact Tom Peters, t.peters at busexec.com. He mentioned that this website is averaging 100,000 requests per month which is excellent for a B2B publication.

Have you started your Corporate Holiday Shopping yet?

The holidays are great, but the stress raises as your “To Do” list grows. The days get numbered pretty quickly as the holidays get closer. If you are like many sales and business professionals you are always looking for ways to simply the corporate gift giving and still get the right gift for your clients. You will be glad to know, there is a simpler way and you can save both time and money in the process.

Let’s face it, it is hard to be a mind reader and try to figure out what people really want. Putting Gift Cards in your holiday greeting envelopes is a great way to give the gift of choice. You let your clients choose the gift they really want. No one returns a gift they choose themselves!

Your Executive Sales Support Specialist can take care of everything and offers you a wide range of price points from $50 Gourmet to Digital Cameras in the $300 Gift Card . Everyone on your list will find the perfect gift. All gifts are delivered direct to your client without any additional charges. The added bonus … a $60 Gift Card for yourself with every $500 purchased. 

Now there is a way to keep up the sales momentum throughout the holidays! While you are seeing clients and closing deals, your Sales Support Specialist is taking care of the corporate gift giving!

 Happy Holidays.

How do you maintain sales momentum during tough times?
Do you step back or step it up?
Have you been listening to the news and feeling the emotions around you? Maybe, like other business professionals, you have started thinking about ways to cut costs. Decreasing the dollars spent on marketing is often one of the strategies considered. Is this really the wisest choice?

I research a lot. Sometimes I laugh at myself for being an information junkie. I read everything; newsletters, newspapers, books and magazines. Lately, I have noticed two differing thoughts. Some businesses are focusing on the outcome, staying the course and continuing to implement marketing activities and develop the relationships critical to building and maintaining sales momentum. They may also be proactively ramping it up to cast the net wider and bring in more prospects to fill their pipeline.

Other businesses are reactively cutting back on marketing activities in an effort to lower costs.
The activities within your marketing plan are designed to play out over the course of time, keeping your business top of mind within your target market and generating leads for your sales pipeline. If you implemented activities last month when you thought the economic times were stable but not this month when you may think they are not, you are tampering with that consistency and therefore the flow within your pipeline.

Another factor is the length of your sales cycle. When times get tougher your sales cycle may be lengthening by an extra 30 – 90 days. Your marketing strategy may change slightly to take into account this extra time. However long your sales cycle may be, you need to stay in contact with your target market for the duration. I recommend to my clients, who are looking to maximize their follow through, to stay the course, maintaining the current level of marketing activities and also proactively implement more ideas rather than be reactively implement less.

Now is the time to change the game and do more with what you already have. Help your prospects and customers choose your business by adding more value. Look for ways to demonstrate this added value and ways to let your target market hear about it.

Below are several ideas you could implement to demonstrate added value.

• Highlight your great service with success stories. Do not just say you have great service, go one step further and demonstrate by gathering testimonials that showcase your service. Why keep it a secret. Interview your current happy customers. When you write the resulting story talk about the longevity of your business and the mutual benefits of the partnership you have with customers. If you can, demonstrate your positive impact on your client*s business with statistics or example of specific problems solved.
• Identify good, better, best solutions and why the chosen solution worked for that client*s problem.
• Look for client businesses within your target market that are doing well. Find out what they are doing to drive sales. Gather information about what they are doing through spotlight interviews or surveys. Use the information to build a story to send to your target market about how your industry adds value.
• The process of collecting the above information could lead to joint ventures and cross promotions within your existing customer base or bring to light opportunities for new ways to support clients with your current products.
• Reward your customers with a gift card at various sales volumes. Always nice to thank customers who give you a testimonial or an order. People not only love to receive a free gift but they love to pick a gift. No one returns a gift they choose for themselves.
• Run a sales promotion for your team and reward sales volume and testimonials collected. Gift cards are great and very timely with the holiday season approaching. Added bonus, they fit easily into an envelope and you can include your business card!
• Highlight the cost of the lost opportunity if your customer does not use your product or service. Contrast this with an example from the above testimonials.
• Go back and dig out those business cards from the last trade show or networking event that you may have lost in a folder.

The world will stand aside to let the people who are focused through.” – Unknown

Are you interested in implementing these ideas – or similar ones from your marketing plan – but you are getting bogged down by the details without the time, knowledge or expertise on staff to move forward? You will need a system that keeps warm leads in your sales pipeline long enough to develop from prospects to clients.

No problem. Contact Cheryl or call now at 866-642-5145 to book your “Get To Know You” appointment. We can explore ideas to leverage your prospect and customer relationships, build a plan to implement your marketing activities and help sustain sales momentum.  Flexible support is available  “as needed”.

If you would like to reprint this entry, please ensure you include a bio box to linked to  Executive Sales Support .