He sources his product from all over New Zealand and is seen as an expert for supplying and delivering fish – not normally sold by other fish suppliers – to upmarket restaurants.
C-O – Crisis = Opportunity
Imagine how he was feeling when we went into lockdown; overnight his business of serving restaurants was slammed, no more orders, zip, nothing.
What would you do if that happened to you – your livelihood and business halted? Many of you will know how that feels.
If you don’t go out to eat, his business doesn’t thrive.
B-C – Business = Consumer
It’s an old term that has come of age.
What did he do?
Two things
Created video content for his Facebook page, teaching people how to cook.
Made an offer in those videos to buy his fish direct, delivered to your home.
The results were outstanding, with loads of orders coming in as a result of a simple video, and an offer.
He is now projecting a business with potential close to $500K. Seemingly out of nowhere.
Past – Present – Future
We joked that if I had said in early March that he would get on Facebook, cook some fish dishes, and offer to deliver direct, that he could have a half million-dollar business.
What can we learn out of that?
Look at the past, present and the future and ask yourself these 3 questions.
What am I going to keep from the past?
What did I learn from the present (lockdown)?
And what am I going to do in the future?
How can I help you now and into the future?
Mike
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.
Having customers on my database gives me the chance to add some value and give you the opportunity to take advantage of a few of my offers that others don’t get.
Different stages of the buying cycle
Offers pave the way to a sale, and you must be making these all the time.
Every one of our clients might be at a different stage in the buying cycle.
Right now, the buying cycles are being affected by the uncertainty of COVID-19.
In this week’s blog I want to offer you something that only those on my database will get:
Full access to my book ‘Selling is not optional – how to master the most important skill in business and life’, and several mini workshops to go with it.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.
In this week’s blog I talk about asking the right questions and discovering that one extra question can unravel hidden opportunity and revenue.
Many salespeople, after making a call to a client, figure out the problem and then offer a solution.
The old budget questions
Next up, they will try to ascertain the client’s budget.
The question might look something like this:
“Do you have a budget in mind for this service/product?”
“Yes, I do,” says the client, and then they throw a number out there, probably guessing.
Here is a tip that gave one sales coach the chance to increase his client’s budget by 100%.
Simply ask – UP TO?
I learnt this tip years ago from Tom Hopkins, a great sales coach.
He maintained – and I can vouch for his wisdom – that if you ask those two words, nine times out of ten you will find that the number of the budget you are given by a client will increase.
Tom’s story
His story verifies that.
Tom was working with a client and it got down to budgets. He was searching for what the client could afford.
His client, when asked the question “What is your budget?”, replied with “$1,000 Tom”.
Tom then asked these two words…
UP TO?
The client went on to say, “Up to $2,000”.
Now, there was an immediate $1,000 gap that Tom could work with.
It works, try it.
So next time when you ask for a budget, maybe these 2 words could be useful.
Mike (UPTO) Brunel
Whatever career you decide to take in sales, it’s always good to get some help.
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.
He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every time – It’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!
If you have been struggling to navigate the impact of Covid-19, I want to let you know we understand.
As an owner of not only this sales training company, but a café and a retail store, it is indeed a challenging time.
Focus on your customers’ needs
We are trying to make sense of everything too.
Here is one thing I do know – continuing to focus on lead generation, marketing and sales could be the determining factor in helping you through these difficult times.
In addition, if you believe – as I do – that with every challenge comes a great opportunity…
Opportunity is around the corner!
I want to tell you about something that could make a real difference for you in 2020 and beyond.
Understanding your clients’ needs and wants.
If we know them well enough, then we can in some way go ahead and give them what they want and need.
Therefore, as a way of thanking you for being one of my supporters, I have included a 10-minute audio for you to listen to.
Hope you enjoy.
Mike
P.S I have got two spots left for my virtual face-to-face programme starting next week. If you are keen, just reply with ‘Yes virtual info’.
Whatever career you decide to take in sales, it’s always good to get some help.
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.
He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every time – It’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!
