Magical Numbers Podcast: Marketing, Sales & Profit Growth Strategies

It's UK Lockdown Day 2 and what's the verdict?  3 things are happening...Companies are distressedCustomers are distressedPeople are distressedIs there a way through this?  What's the plan if your customer-base is locked at home? What should you do if there are still some customers out there? 

Doesn't seem logical, does it?  Your customer pays you less, but you earn more.Looking back into recent history, our default buying position was to save up and then pay... Now we don't do that as much.What tricks can you use in your business to allow your customers to pay less upfront but remain customers for longer?

How ethical is it to put your prices up when faced with buyers in a stressed or distressed situation?In today's episode Matthew ponders market forces and how you might best grow your company with a stable and reliable customer base.

Time to step back and get some perspective and accountability in your business... 

In today's episode Matthew takes a quick spin through review of 2018 and looking forward to 2019 with 4 simple areas to think about scoring yourself and your business.He dips into systems and processes and the areas that you might consider for building a stable business for the new year.And the Super Fast Sales Hack offers a blatant rip-off of Steve Clarke's incredible technique for generating more sales!

A common problem in growing SMEs is defining the responsibilities between marketing and sales roles… Matthew shares his insights after assisting a private client with this very problem. 

Matthew gets all seasonal with how and why Black Friday, Cyber Monday and a host of other seasonal selling days can spectacularly work to boost your profits… and how to avoid them spectacularly back-firing.

Bumps… not dents and dings… but Order Bumps! 😊You’ll probably recall my experience getting a new truck in an earlier episode, but today we chat not about who I’d be dealing with… but what I was actually buying.  One of the strategies that I share in my ‘5 Super Simple Steps to Profit Growth’ course was actually used on me during the sales process so, I figured it would be a good idea to share it as a real-life experience with you.  It dips into techniques that rely on a bit of psychology and building good rapport with a prospective customer – so, interesting to take note of!How did that clever sales rep boost his profit margin by around 10% without having to do ANY negotiation and in a way that was really so easy and so simple?All will be revealed…

The bottom line is numbers really do make all the difference but do we always focus on the right ones?Online marketers are often razor-sharp measuring their conversion rates and tight to review their results.The problem for us offline folks is that it's tougher to do the same when you have human beings involved.  People have emotions and opinions and have even been known, on occasion, to fiddle the system (shock!!) to make themselves look good. Today, Matthew shares why it's important to understand your conversion rates AND why low conversion rates could be great news for your business!  WHAT?? Listen to find out more...#MagicalNumbers #Sales #Profit 

Politics! Democracy! And Numbers!!In today's podcast Matthew considers how clear your sales reps are on their numbers...You see it all the time in politics, a political party asks its voters to support them in the general elections to win enough seats to govern in parliament.   For example in the UK parliament there are 650 seats and if a party wins more than 325  they win! It's simple math!  Do you make your numbers that simple? So, consider what numbers are behind the success of your business and why you should celebrate your achievements.  #Magicalnumbers #sales #metrics #politics 

Matthew makes it super simple and it becomes obvious once you listen to him how easy it can be to increase your order value.  Sometimes you just need someone to point out a simple strategy to increase the success of your business.  And maybe it really is as easy as offering your customers an option to purchase the same product but in multiple times without even amending your pricing structure.  You may be asking yourself. Is it really that easy? Join Matthews conversation and see how his local rugby club set a goal and scored a healthy profit.    #Magicalnumbers #Sales #Metrics

Trying to buy a new car can be a nightmare!  Matthew needed to find a new dealership.   He used to have a paid company car through lease, but he needed to find a new car quickly as the company didn’t own it anymore.  After calling round and having some conversations with several dealerships, he weighed up what exactly he wanted to buy without feeling like he was being passed down a sales funnel.  Only one personally followed up with him and made the whole experience chill and stress free. How did that sales team get those magic numbers? What did they do to get Matthew to negotiate? Find out how this escalated the dealerships margins.#Magical numbers #Sales

Matthew elaborates on the first podcast, addressing some concerns that some people have with 'upselling'.The idea of upselling can make some sales people a bit nervous, especially those that don't feel that they're natural in sales.  So, Matthew investigates the mindset you need to be in to be successful in upselling.  He retells the story of a multi-site retail business with a strong customer service team who became incredible successful - so much so that the owner decided to exit from the business at a premium.... but his team were 'reluctant' sales people.The idea of shifting the concept of 'upselling' to 'upserving' customers empowered the reluctant sales team with the confidence to at least give prospective customers the option to purchase the product that would perfectly meet their needs.If you your sales team are not all super-sellers - perhaps some of them more reluctant than others - how might you re-frame upselling to them, so that you preserve profits and they enjoy better numbers?

Episode 1 and we're off!Matthew's here to share ideas and strategies to generate more profit in your business.In today's podcast, he shares ways to help your sales reps avoid discounting your products and services.Most discounting occurs when sales reps don't have options available to them, so we should all be empowering our sales reps with the tools to allow them to offer different products and services.  Why?  Because discounts just give away your valuable margin and profit.  Offering different products / services allows you to preserve your margin because those different products have different costs.Matthew shares 3 ways to use other products and services in your portfolio to avoid the dreaded discount!#MagicalNumbers #Sales