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No sales team – no problem. How to increase your sales without a sales team

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When you own a small business, you may not have resources available to hire a dedicated sales person, but you still need to make sales, right? When sales are your goal but not necessarily your specialty, you need to make sure every lead, every prospect counts. That one missed sale could really affect your bottom line when you are just starting out. So how do you kick your sales effort into overdrive without a robust sales process and team? Check out these great tips to give your sales effort the boost it needs.

Email, email, email. If you didn’t read my previous blog on the importance and value of email marketing – go back and read it here. Email marketing is one of the easiest and cheapest ways to reach your prospects and clients. And yes, you should be emailing your current clients too – they still need nurturing to get them to continue to buy your services/products and buy additional services/product. Just because they bought once or twice, doesn’t mean they will continue to buy. Make sure you list is targeted as well. Don’t blindly email everyone whose email you have – unless they sign up for a specific newsletter. Make sure the people on your list are people who could actually buy your offering.

Be mobile-friendly. From your website to your emails to your social media profiles – everything should look great and be easy to navigate on mobile devices. Why? Because pretty much everyone nowadays owns a smartphone or tablet and they are using them to open emails, check social media, and visit websites. If they can’t quickly and easily access you on a mobile device, you may be losing a lot of sales.

Make the pathway to a sale easy. Can your customers easily place an order with you? Even if they can’t order direct from your website if it’s a service-based business, do you make your process easy? Are they able to get ahold of you or someone who can take the sale? Is there a lot of mundane paperwork they need to complete? Streamline your sales process to make it as easy as possible for your client to work with you.

Networking and referrals. What’s better than free marketing? Your network of peers sending prospects your way via referrals. When you network and build up a tribe of people who know you, know what you do, and genuinely like you – they are happy to refer business your way, especially when you reciprocate. The saying it’s not what you know but who you know still holds value.

Amazing customer service. Customers really learn a lot about your business from the customer service you provide. Providing timely responses to calls and emails, answering questions they may have about the product, and giving them value during the decision-making process could be the deciding factor in whether they purchase from you or not. Don’t go AWOL after the sale either – customer service is just as important as making the sale – you don’t want people spreading negative feedback that you could have easily controlled.

Still have questions on how you can take your sales to the next level – give us a call. We can help with everything from how to approach your prospects to defining your sale’s pitch and message.

No sales team – no problem. How to increase your sales without a sales team Read More »

It’s 2018 – why aren’t you using email marketing!

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I’m sure we’ve written several blogs, emails, social media posts, and talked about the importance of email marketing, but it’s 2018 and there are still people who aren’t taking advantage of the amazingness of it so, it’s time to share some remarkable statistics with you.

  • The return on investment is MASSIVE! There are many reasons to use email marketing but if you are honest with yourself, the end goal is to make money. And for every $1 spent on email marketing, you get an $83 return on your investment. That is huge!
  • It’s bigger than social media. Yes, Facebook ads are big right now, but email marketing is the most direct way to reach and interact with your clients and prospects. People are twice as likely to sign up for your email list as they are to interact with you on Facebook.
  • People prefer to communicate via email. Let’s be honest, very few people like to pick up the phone and call people these days – and even fewer like answering – especially with all the spam robocalls these days. 72% of consumers prefer email as their source of communication – they can learn about your business and make informed buying decisions.
  • Your customers WANT emails from you. Surprised? Well, 61% actually enjoy receiving promo emails and 38% want more frequent emails!
  • Consumers who purchased products via email spent 138% more than those that didn’t receive email offers.
  • The conversion rate for men and women on a desktop is about equal, but women are more likely to purchase on a tablet and men on a smartphone.
  • Wonder why Red Barn predominantly sends plain text emails for our weekly newsletters? Because although people SAY they prefer HTML emails, the open rates are higher for plain text.
  • Don’t have a segmented email list – you might want to create them. Segmented lists have a 14% higher open rate and 100% higher click thru rate. WOW!

    • It doesn’t matter the size of your business, but when it comes to email marketing, you can’t afford NOT to invest in it. From a limited budget to a hefty one, you can still accomplish great things using email as a business tool. With so many awesome platforms out there, it’s easy to find one that can meet your needs and your budget. Not sure where to get started – give us a call. We love talking about email marketing!

    It’s 2018 – why aren’t you using email marketing! Read More »

    Why your current employer could be you #1 Customer

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    One of the biggest roadblocks for many “Want-trapreneurs” looking to launch a service based business (or any type of business for that matter) is maintaining their current income base.   It’s hard to leave the security of a guaranteed salary, health insurance, paid vacations and the almighty 401K, I get it – I’ve been there.

    When I sit down to coach people who are living in limbo land   – the land of “I really want to be out on my own” BUT “I need to still make 6 figures”.

    I first address the need versus want.  What many perceived as a necessity is simply a want that can be given up.  It’s no secret that many of us live far richer than we need to – everything from the $5 daily allotment of coffee to the big house and the fancy car to eating out 3x a week.  When you really track what you are spending your money on, you quickly realize there is a lot of fluff.  You need a roof over your head, basic utilities paid and food on the table, access to health care (don’t get me started on this one) – in other words, you NEED the basics, you WANT the other stuff.

    After we create that need budget we come down to what type of salary is vital for your existence.  I’m not saying you need to sell your car and your house and go live in a tent, but I do force people to be realistic.  The more fat you cut, the less money you need to leave your 9-5 and go out on your own.

    Once this is out of the way – I dive deeply into their current situation.  I often find many people really love what they do, they like who they work for but they have an “itch” to go out on their own. They want to have control over their destiny and work for themselves versus someone else.  They’ve done a great job, have aced their reviews but there is just something missing.

    If you want to start a consulting gig that aligns with what you are currently doing in your 9-5 job, your #1 big prospect should be your current employer.  Many, not all, will embrace the concept.  They get to keep great talent at a reduced cost – no longer paying taxes and benefits.  It will also help them bridge the gap until they find a replacement if indeed they decide to do so.

    I usually suggest to my clients that they flesh out their idea with some smaller clients that aren’t their employer to ensure they have refined their process before the ultimate pitch and the resignation letter. Some employers frown on or forbid a side hustle, so make sure you know the rules because the last thing you want to do is burn a bridge.

    The bridge theory works, I’ve done it and I’ve helped others to do the same.   There’s a bit more to the process than a 500 word article can articulate, but you get the picture!

    Why your current employer could be you #1 Customer Read More »

    Is Face to Face Networking a thing of the Past?

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    I’m a huge fan of social networking and platforms such as LinkedIn to make new business connections and garner new clients. The internet has shortened my sales cycles, opened me up to opportunities I once would never had – but what about old school connecting?  Has face to face  – “Hey, let’s meet for a coffee” – strategy gone by the way side?

    In my world, that’s an absolute no. The real magic happens for me when I can get in a physical room with someone.  Sure, I’ve closed deals with people I’ve never met face to face. I’ve used Zoom and Skype and the good ole phone, but there’s nothing like sitting across the table from someone and having a conversation.  When you can be in the physical presence of another, you learn more, you absorb more.

    I also believe that mass networking events such as Chambers of Commerce and other peer group association events warrant attention.  To be honest, I’ve scaled back on these over the years but I launched my business based on a lot of those relationships from my local Chamber of Commerce.  In fact, I kind of miss being in the “know” of what’s happening, so I just signed up for a few after-hours events.

    The answer isn’t either or, but a combination thereof.  Yes, make sure you have an online brand that tells your story, but don’t discount the local face to face opportunities.  People that already know of you and perhaps even know what you do and what you offer.  Being in the right place at the right time is always priceless.  I can’t tell you how many clients I’ve gotten over the years just because I was at an event sipping a glass of wine with someone talking about “life” when they said – “You know, you and I really should talk – give me a call tomorrow and let’s set something up.”

    The best clients are often the ones you aren’t searching for, but the ones that serendipitously appear before you at that “right time”.

    If you are in startup mode, especially in a service based industry, I strongly advise you to join some type of local networking group.  Get your name out there, get comfortable with your story, meet some master networkers who will spread your proverbial love around.  Don’t forget – it’s all about who you know.  Why not give the good ‘ole networking thing a try again – add it to your online repertoire!

    Is Face to Face Networking a thing of the Past? Read More »

    What’s it REALLY like to be an Entrepreneur?

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    Funny story. For several years I was a teacher for the YEA! Young Entrepreneur Academy.  It was an amazing experience – I helped middle school and high school students launch legitimate businesses.  After 9 months, they created a legitimate DBA in the State of CT, asked for money from investors and launched.

    On the first day of the class I always asked the students what they thought an entrepreneur was – I wanted to see their vision.  Here are some very real answers:

    • I get to have an office with a chair that spins around
    • I get to be a millionaire
    • I get to have a ton of money
    • I get to do whatever I want
    • I get to take vacations whenever I want
    • I get to be the boss

    These were children, but I can tell you that many adults see entrepreneur life through rose colored glasses as well.

    Being an entrepreneur IS amazing.  To be honest – I’m not employable – really.  I like being the boss, I like taking vacations when I want – but I also am down for working 80 hours in a week if that’s what needs to happen.

    The fantasy driven view of what owning a business is all about is probably one of the biggest reasons many fail – they aren’t prepared for the tough spots.  I absolutely love launching businesses – it’s FUN.  Creating the business plan, designing logos, creating the marketing message, gearing up for the launch – all that is super cool and fuels my soul and creative side.  The rubber hits the road the day after the launch – because that’s when it gets real. You have to run the business, live the business and for most, you ARE the business.

    When I was working with the kids and started fleshing out their business ideas – we honed in on what they loved to do and what they were really great at.  When you can combine the combo it works.  Many had hobbies such as sewing, baking, and animal welfare that they felt would make great business ideas.  When I asked them:  Would you like to bake dog treats (or whatever their hobby was) 40 hours a week and spend another 20 working on sales, marketing, and administrative “stuff” – they stared at me in disbelief.  They ASSUMED they would hire other people to do the manual work and they would be sitting in that chair twirling around.

    To the children’s credit, they quickly realized that just because you have a hobby doesn’t mean you would want to flip that into a full-time business. Why?  The absolute joy of that hobby could be gone after the first 60 hour work week AND just because it’s a hobby you enjoy doesn’t mean others will pay you for that product or service.

    The last point I want to touch on is the money.  You need it and often times lots of it.  I’ve seen many entrepreneurs drain their savings, tap into family and friends, and launch without a solid game plan, solid market research and a long-term vision. The money is gone and the family and friends are far from happy.  Yes, you need to be a risk taker when it comes to money – been there, done that.  You also need to realize there will be many weeks you as the owner will not get a paycheck so you can pay staff and invest back into the company.  Be prepared to be poor.  Some businesses take off immediately and sure, they make millionaires within year one. That is rare – very rare.

    To wrap up, entrepreneur life is grand.  It’s hard, it’s easy, it’s frustrating, and it’s rewarding all at the same time.  I wouldn’t have it any other way.

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    Can you have it all?

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    There are a myriad of books, blogs and coaches who tell you that yes, indeed you can have it all. Successful business or career, happy home life and the magical happy you. Trust me, I’ve read a bunch and spent 5 figures on coaches working on just this.

    I wanted to learn how to just BE. Be in the moment and turn my brain off to the other things wandering around in there.

    When I’m in the moment working – I want to be there, but when I’m not in my office doing deep work I want to turn it off. Can some people do it? Sure. Is it easy. Absolutely not. Have I accomplished my life long dream of work/life/me balance? Well sort of, because it takes super powers on some levels, patience (of which I have little) and perseverance.

    Here’s where I typically get hung up. When I’m deep and narrow into something – I have a hard time being deep and narrow on other things. So when I’m super into being healthy – I feel I need to give 100% to that and other things fall by the wayside. It seems like I can only be hyper excited and focused on ONE THING. By the way – many, including Gary Keller in his book The One Thing. Feel that focusing on only one thing brings better results. I agree – but what about all the other “stuff”? How do you balance it!

    Here’s what I’ve learned

    1. Be realistic and cut yourself some slack. There is no such thing as the perfect life or person.
    2. Do what brings you joy
    3. Know what is really important to YOU – not what’s important to others
    4. Surround yourself with people who bring you joy
    5. Be in the moment to the best of your ability.

    Through my journey, I discovered I spent a lot of wasted time trying to make other people happy. I’m done. Now – if I want to quit work at 2 pm and get my hair cut I do it. If I want to work a 16-hour day – I do it. That’s my balance. I don’t have anything to prove to anyone but me.

    I’m realistic about my time and more importantly my energy and what brings me joy. When I’m in the work zone – and having fun, I stay there. Like now – I’m in the writing zone so I’m pumping out content. When I’m not in the work zone – I give myself a break. Perks of being an entrepreneur – but I chose that life because it makes me happy. (see #2)

    So that’s the secret – it’s all about being true to YOU and the hell with everyone else and all the self help books on the subject. Your life is vastly different than mine – but in the end life is too damn short to be unhappy.

    About that One Thing – yes it works. When you are acutely focused on the mission at hand, shit happens for the better. When I sign up for a road race, I plot my training plan and I focus on that one thing when it comes to exercise – but that doesn’t mean I disappear off the face of the earth until the race is over.

    Try being nice to you – and yea, you can have it all.

    Can you have it all? Read More »

    Sunday Anxiety

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    Sunday anxiety is a real thing.  Most people get super excited by end of day on Thursday because the next day is FRIDAY and then the holy grail – the WEEKEND is almost here.  Saturdays are fine and even Sunday mornings, but then 1PM on Sunday rolls around and it begins. You start thinking about the “M Word” – Monday.

    Did you realize that you spend about 80% of your life working?  I had my first job at the age of 12, and most people work well into their 70s.  Why do so many people stay in jobs that make them unhappy?  Why do so many people have Sunday anxiety?

    Here’s my $.02 on why people stick when they should flee:

    1. Aversion to Risk. Sometimes staying in a place you know, is easier than headed to a place you don’t know.  Maybe the grass won’t be greener?  That is true, but you will never know if you do not try.
    2. So many people I meet with don’t feel they deserve a better job, or have the ability to be an entrepreneur. What they don’t realize is that skills can be taught, what counts is the mindset and the WANT to succeed.  Switching the mind to focus on what you want versus what you do not have is one of the biggest secrets to success.
    3. Martyr Syndrome. Yes, some people just love to complain and not take responsibility for their own lives. In other words, it’s always someone else’s fault that they are miserable in their job.  #toughlove moment – Only you can control your life.
    4. So many people are in jobs they hate because of outside influences – such as spouses, parents, partners who pressure them to stay because that’s what they should do, it’s the responsible thing, blah blah blah.

    At the end of the day, you only get so many trips around the sun,  the years, the days, the minutes are finite.  #YOLO  I learned a very long time ago that staying in a miserable situation is well… miserable.  I can never get that time back.  That’s not to say you jump ship when the going gets tough, that’s very different than symptoms such as Sunday Anxiety.

    One of the things I work on with people who are deciding if they are entrepreneur material is digging deep into what makes them happy. What do they want to do with the rest of their lives?  Is it where they currently are?  Or somewhere else?

    Next time a frown shows up on your face around 1PM on a Sunday – take a very deep look inside as to WHY.  Here’s some great news – the best time to launch a business or look for a new career path is while you have a steady income.  Less stress, higher success rate as the desperation factor is gone.

    Enjoy your life, you deserve it!  Don’t you?

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    Entrepreneurs need Alfred

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    [NEWSFLASH] Not all Entrepreneurs make great CEOs and not all CEOs are great Entrepreneurs. People confuse the two titles a lot because in the small business and even in the middle market world the CEO and the Entrepreneur (Founder) are one in the same – but it’s a tricky and often tumultuous road.In fact, most Entrepreneurs don’t make great CEO’s unless they have a dynamic #2 working side by side with them. Alfred (CEO) to their Batman (Entrepreneur).

    Here’s why: Most Entrepreneurs are visionaries, big picture, quick thinkers and are often shiny object people with a huge instant gratification trigger that leads to easy boredom. Entrepreneurs lead by vision and inspiration.

    Take me, I’m a classic entrepreneur (right now I’m also the CEO but thank GOD I’ve got my version of an Alfred in Jenn). I love launching new businesses. It’s the thrill of it all. I love the plotting and planning, the dream of what could be and the launch. After about a year in, it becomes a rote process and I get bored and I want to build something new. Fortunate for me Red Barn Consulting allows me to do a TON of creative things and launch programs within the company. I’m no dummy – I’ve learned how to control my launch impulses so I can give my company time to mature, and I have a #2.

    Effective CEO’s are also visionaries and big picture, quick thinkers BUT they have staying power and lead by inspiration AND process. The process part is HUGE. They are leaders with acute management skills. They can see the operational process mapped out in their brain and know how to put the right people in the right seats, protect the bottom line, and strategically take the company to the next level. Most CEO’s are more risk averse than entrepreneurs – they need to be.

    Although I’m very good at mapping operational processes out for my clients and even for Red Barn, I’m one of the first offenders at not following the process. Just ask Jenn, she will tell you. Entrepreneurs aren’t the easiest to work for. We tend to get hyper focused on something and won’t let it go until we get what we want – strength and weakness btw. We also have a hard time with minute details, finishing tasks that bore us… the list goes on, but you can see where I’m going. Without a powerful #2, your business becomes a #hotmess quickly. Been there, done that.

    Great CEO’s are deep thinkers, are fine with minute details and can stick it out for the long haul. Jenn is classic CEO material, I’m classic wild and wooly Entrepreneur. Neither one trumps the other, because both are needed for a business to launch, scale, and succeed.

    If you are new to the entrepreneur world, and you relate more to me than Jenn, realize early on that you will need someone to run the ship. Find your Alfred.

    Entrepreneurs need Alfred Read More »

    Accountability – What’s your excuse?

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    When you think about accountability, most people think it means taking responsibility for your mistakes. Admitting when you messed and taking the blame for any fall out. That’s now wrong, but it’s only a part of really and truly holding yourself accountable for your actions.

    Meriam Webster defines accountability as the quality or state of being accountable; especially : an obligation or willingness to accept responsibility or to account for one\’s actions. The way I interpret accountability means also taking responsibility for why you aren’t happy, working your dream job, or living the life you truly want. Making excuses or inactivity is still an action – and it doesn’t mean you can’t be held accountable.

    Let’s be brutally honest with each other for a minute. We all make excuses, probably every day, for why something isn’t done. At work, you might have 6 different open projects swirling around your desk, and something slipped through the crack. You own up to it, apologize, and make sure it gets done ASAP. At home, you might have forgotten to move the clothes from the washer to the dryer because the kids needed a ride to practice or had a band concert, so now you have to run them through another wash cycle. Both situations could easily be blamed on being overworked or having too much going on – but we own up to making the mistake or not paying attention or not scheduling our time correctly.

    BUT why do we make excuse after excuse when it comes to achieving our goals and dreams? Think about it for a minute. Have you had a goal that you’ve always wanted to achieve? Maybe it’s starting your own business or traveling the world. Neither of them is as complex as finding a cure for cancer or creating world peace. So why haven’t you done it yet? In your mind you make the same excuses over and over again. The timing isn’t right, you don’t have $50,000 saved in the bank, something less important popped up and you decide that for some reason that should come first. Excuse after excuse.

    It’s time to start holding yourself accountable for your goals. Just because you’ve never said them out loud or shared them with anyone, doesn’t make them any less real or important. So why do we constantly make them feel like they are less real and less important? Because we aren’t holding ourselves accountable.

    We’ve been working with a business coach at Red Barn and one of the big things he preaches is time blocking and scheduling. You want to take that dream vacation – do it. Look at your calendar right now and block that time off. You don’t necessarily have to book the vacation today, but if you never block it off, something will always come up and keep you from doing it. You want to start your own business – awesome. Create a contract with yourself and include the key dates – date you start your business, date you quit your job, dates you will have the business plan done, business paperwork filed with the state, etc.

    Life is WAY too short to keep putting your dreams on hold. Don’t let others dictate what’s important in your life because you aren’t taking accountability for what you really want. No one is going to check in with you to see if you’ve booked airline tickets yet or met with a business attorney. So, start putting dates on your calendar, and start living the life that’s really going to make you happy. No one wants to look back 20 years from now and feel like they missed out on opportunities.

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    The Consultant Gig – can you make it happen?

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    Lately, I’ve been chatting with more than one “Mid-Life Re-brander” – those who have lived in Corporate America for a bit, gained a ton of knowledge and skills, and now in their 50’s and 60’s wants to leave and become a consultant.

    The reality is, most won’t do it because it’s tough and scary leaving a 6-figure job and benefits to face the unknown. I know – I’ve been there, but I did it. The solution is, you need to test the waters – dip your toes into the world of Consulting. Find a few clients, try your skills, and see if you are good at it, and more importantly do you like it! The secret is doing this while you still have a 9-5 gig.

    Disclosure: Some companies forbid side work while in their employ, so you need to check out your employment agreement and non-competes. Typically, if you aren’t taking money away from them, you are fine. Better safe than sorry, if you are at all iffy, contact an attorney and ask.

    Here’s how to get started and get to 100K+ in revenue fairly quickly:

    1. Super Powers. What are you great at and love to do. What can you get lost in for hours? This is obviously a key component of success. You need to clearly define what you will be offering.
    2. Your early adopters. Once you figure out what your “offer” will be, you need to hone in on some early adopters who have a specific pain point that your offer solves. Make a list.
    3. Create a mini business plan. This doesn’t have to be a novel but you need something! What will your offer look like to your early adopters – what will the deliverables be, what will the cost be, what will the turn around be, and how will you do the work, so it won’t interfere with your job.
    4. Begin approaching your early adopters and sharing your idea with some key people in your network.
    5. Sign up 1 client. Test your new offer, tweak as needed. When you feel confident you delivered as promised and you enjoyed the process – go for Client #2. Rinse & Repeat
    6. Pick a Date. You’ve tested the waters and decided you can make this work. Set a date that you will exit your 9-5. Write it down.
    7. Pick a Dollar Amount. Determine how much you need to make in recurring income per month before your due date. Now work backwards to ensure your price point and working capacity matches. This is money you NEED versus what you WANT.
    8. Make sure you have a viable pipeline to add to the workload once you leave – you should have at least 5-7K in recurring income by the time you leave your job, and then be able to increase that immediately with new income streams.
    9. Bridges Secure. Don’t burn bridges with your current employer – in fact they may be an ideal client! (PS. I did this and secured $60K in revenue my first year in business at Red Barn). If you are great at your job, your boss may not want to let you go. Having you as a 1099 will cost them less and you can still be a viable team member – allowing for a slow transition out if that works for everyone!
    10. Go Time. Stick to your date unless there are real extenuating circumstances such as illness.

    The 10-Steps may seem simple, and in fact the process is, but don’t be fooled, there is a lot of hard work involved. Early mornings, weekends, and nights working on and in your new business model. It’s far easier easing into the Consulting world than leaping in without a cushion.

    The Consultant Gig – can you make it happen? Read More »