Archive for the ‘Sales Ideas’ Category

World Class Performance

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I don’t think anyone jumps out of bed and says, “Boy, I hope I’m mediocre today!” However, I wonder how many of us rise thinking, “I believe I’m going put in a world-class performance today.” And that makes me wonder why not?

Is it enough to just get through the day? I don’t think so. Life is short. I know every single person possesses something they do at a world-class level. I have a friend who is a world-class listener, another who completely gives everyone a clean slate every day, and a husband who has the world-class superpower of adapting to whatever situation he’s in and does it with a great attitude.

What’s your something? Maybe you’re not world class yet, but you are damned good at it. The Talent Code, a must read written by Daniel Coyle, suggests that mastery comes with deep practice. You’ve been doing something a bunch of hours. Maybe you bowl or play video games. Whatever it is, you have probably been doing it since you were very young.

I can remember my grandmother saying, “Beth, you a wonderful storyteller.” I think I was about 7 when we had that conversation. Turns out that was a significant conversation in my life.

What are you doing? How could you put in a world-class performance? I barely know Stephanie Bednar, but I suspect she is a world class mom. My friend Nancy Starr, who believes in pouring rocket fuel on potential, has impacted so many CEOs and business leaders in her life. The ripple effect she has had on all the people in all the businesses is beyond world class. My bowling coach and dear friend, Susie Minshew, is a world-class coach who uses bowling as a vehicle to teach others to be world class in their lives! My children perform, each in their own way, at a level that has world class written all over it… I know that sounds like the ramblings of a proud mom, but you should meet them!

I could go on and on because I’m lucky enough to be surrounded by others whom I’m pretty sure jump out of bed each day and insist on getting the most out of the next 24 hours. I hope you’ll do that. If you lead a team, I want to know what you consider world-class leadership. What would that look like?

If you are on the sales team, how will you determine you’ve had a world class day? Name it. Give it detail and then live that day every day. If you are the party host, how can you know you’ve delivered world-class performance?

Step one is deciding what “world class” looks like. Step two is imagining that is YOU. Step three is doing whatever it takes to be world class.

Share with me where you are. What step are you on? Most world class anything needs a coach. If you aren’t where you want to be yet, give us a call!

Set Your New Year Goals Now

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We are just 31 days from the New Year. Did your jaw just hit the floor in shock? Yeah, mine did, too. Thankfully, as a leadership team, we meet every quarter to plan for that quarter and then spend two days together during our annual planning session.

At our annual planning session, we set our company goals or rocks as we call them, for the entire year. As leaders, we plan our quarterly rocks and those rocks, in turn, support our company rocks. By doing this, we have been able to achieve our goals.

Goals – Gotta Have ‘Em!

So why set goals? Goals help us drive with purpose. They help us get our business to where we want. Imagine joining a baseball team and having the manager say, “Let’s go to the World Series. I don’t know how we are going to get there, or what we need to do, but it looks fun.” I don’t know about you, but I wouldn’t feel very confident we would be hitting home runs and winning World Series rings. Business is the same way. If we don’t have a clear vision of what we want to accomplish, we are wandering in the wilderness.

Create a Plan

Zig Ziglar said, “Plan your work and work your plan.” The plan is the roadmap to get you and your business to the end goal. That means planning the next year, three years, five years, or even ten years down the road. Spend the time setting those yearly sales goals and any other goals you want your center to achieve. After you know what you want to achieve next year, look at your promotions for the year, see how many events are possible, what new games or changes you want to make, and schedule training. The point is you need to have a plan.

Setting Goals the SMART Way

To set goals, make sure they are SMART. SMART goals are:

Specific – Does your goal clearly and specifically state what you are trying to achieve?

Measurable – How will you and others know if progress is being made on achieving your goal? Remember, if you can’t measure it, you can’t manage it.

Attainable – Is achieving your goal dependent on anyone else? What factors may prevent you from accomplishing your goal?

Relevant & Realistic – Why is achieving this goal important to you? What effect will achieving your goal have for you or your business?

Time-Based – When will you reach your goal? Goals need a deadline or you won’t be motivated to complete them.

Your goal is to eat an elephant, but how do you do that? One…bite…at…a…time.

Here’s an example. Let’s say your goal is to do $2 million next year. Take that and break it down into what you need to achieve monthly, weekly, even daily. It might look like this:

 

2018 Goal

$2 Million

Monthly

$166,666

Weekly

$38,462

20% Parties

$400,000

Parties Monthly

$33,333

Parties Weekly

$7,692

Parties Per Week

31 (based on $250 party average)

 

Breaking it down this way gives us specific goals to meet. We can measure it. We know it’s attainable and realistic and that we have to meet it by the end of the year. We even went further to show how we are going to reach 20% of those sales with birthday parties. And now we have to do the work.

Breaking Down Your Goals

Now’s the time to evaluate how you are going to achieve your goals. To be successful, break down your goals by quarter. Have a scorecard for each goal so you can see how you are measuring and meeting the goal.

Let’s use birthday parties as an example. We know in the first quarter of the year birthday parties tend to be in season. How do parties look for quarter two? Usually not so good, so we know at the beginning of the year we need to lay the groundwork to fill slower months. So we plan a birthday club, make phone calls, or even create marketing initiatives to drive quarter two sales.

To help you with your goal setting, I’m giving you our SMART Goal Worksheet. Use this when planning your goals next year. It will not only help you break your goals into tasks but also help you plan for obstacles.

If you need help setting goals, making a plan to achieve those goals, and someone to keep you accountable, we can do that! Our coaches are wonderful and help businesses every day meet and exceed their goals. Just reach out to me or someone on our team and we will be sure to help.

Tools to Overcome Objections

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How many times, when booking a birthday party, have you heard one of these phrases?

  • Let me talk to my husband.
  • I’m just shopping around.
  • I need to think about it. Can I call you back?
  • It costs too much.

These are just a few of the money objections I have heard during my years of booking birthday parties. Objections are very common during the sales process and there are ways to handle them that will get you further in the sales process and close more sales.

Let Me Talk To….

Let me talk to my child, husband, mom, dad, grandma, grandpa, or dentist is one of the most common phrases used when booking a birthday party. A great response would be:

“I’m so glad you told me that! We always want to be sure that our party is the best choice for you and your child. May I ask what do you think your husband will think about having Susie’s party here?”

When asking this type of question, you are gathering more information about what it will take to book the party. You are finding out what the customer’s needs are and how we can meet those needs.

I’m Just Shopping Around

When a birthday caller tells you, “I’m just shopping around,” it’s the perfect opportunity to sell them on why they don’t need to shop around, that you are the only and best option for Susie’s birthday party. Don’t let this question derail you from using the BDSQF. If they call and say they just wanted to see how much your birthday parties are, your response is to jump right into the BDSQF and reassure them they have called the right place.

During closing, the caller is likely to say, “Thanks for the information. Like I said, I’m just shopping around.” Be prepared and know your competition! “I understand. Maybe I can save you some time. We have details on other parties in the area. I’m happy to share that information with you.”

Use this as an opportunity to keep them on the phone with you, showcase your center and its incredible value, and convince them you are the best place for birthday parties.

It Costs Too Much

To overcome this obstacle, you need to know your competition and truly believe and understand how you are more valuable than going somewhere else. Be sure you focus on the conversation and answer their questions but follow the script. Remember, don’t give price first! If you do, it will ALWAYS be too much.  When the caller asks, “I’m calling to get the price on your parties,” acknowledge they want the price and jump right into the script. You can help combat this by wording it this way.

“I’m so glad you called. We have the best parties in town. Let me get you the prices but can I get a little information first to be sure we get you the right party so you have the best time?”

We have learned that 7 out of 10 times, this will go away if you follow the BDSQF and the closing process by asking one simple question: “Of these parties, which party do you think Susie and her friends would enjoy the most?” Using this question during the closing process will make the focus all on Susie’s happiness and her birthday rather than the price.

I hope these tips will help you overcome objections during your sales process. If you would like to learn more about the BDSQF, send Kim Wheeler an email at kim@trainertainment.net and she will speak with you about the process and get you a free mystery shopper report to see how your center is doing.

Encouragement

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Buy something from a kid!

I encourage you to make the difference in the life of a young person this week. I was at the grocery store yesterday, and a young man was offering food tasting in the organic fruit section. I rounded a corner, and there he was with a table full of oranges.

He had three different kinds of citrus. He made eye contact with me and said, “Would you like to try my oranges today?” How could I say no? He told me about the fruit. (Did you know there’s something called a blood orange? It’s red, by the way!) Then he said, “Of the three, which one would you like to try?” That was clever. From a sales point of view, it was an amazing move. It required commitment on my part and exclusivity!

I picked one, and I liked it. It was yummy as a matter of fact. I asked him which oranges he liked the most. With enthusiasm, he shared that he ate halo oranges every day. I also got some background on why they are called halos. Interestingly enough, his choice was not the choice I had made. Nonetheless, I trusted him. He wasn’t just telling me what he thought I needed to hear.

And then he did the best thing a good sales guy can do. He asked, “Would you like to buy some of my oranges today”? I loved how personal he made it and, of course, you know my answer. Without hesitation, I said, “I sure would!”

I picked the oranges I tasted. He reached out and began to pick up as many oranges as he could hold. He didn’t say, “How many do you want?” He assumed I wanted several. I didn’t argue. He grabbed a bag to put them in and then he said, “Would you like more?” I loved the upsell! I let him know I was pleased with the current amount and thanked him.

Sales at a High Level

Although this young man looked a little awkward alone at the end of the fruit aisle, he understood his job that day. He did several “sales” things at a high level, and I feel certain he’s not aware of the “sales process.”

  1. He absolutely connected with me by not passing up the opportunity that arose because we made eye contact.
  2. He qualified me by finding out if I had any interest in trying his oranges.
  3. He presented beautifully…I didn’t even realize there were so many types of oranges. I love to learn new things.
  4. He closed the sale by asking me to buy the oranges.

I have no idea if this young man will grow into a superstar salesman. What I do know is that I want to encourage others. His behavior was spot on! He was doing his job at a high level that day. I know that I’m not his boss but I am the buyer…… oh wait….the buyer is the boss!

Anyway, my point is that when we have the opportunity to encourage others, we should take it. You can always find time to encourage your team, your kids, or your friends. Pay attention to when they are getting it right and encourage them to keep doing that!

Orange you glad you took the time read the article this week! I’d love to hear from you! Shoot me an email: beth@trainertainment.net

Holiday Marketing to Drive Business

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This time of year I can’t even tell what holiday I’m supposed to be decorating for! The moment you walk into a store nowadays you are confused about what holiday is approaching. Fall items are next to Halloween, Thanksgiving, and Christmas decorations. I gotta tell ya; I’m at a loss on what I’m supposed to be buying.

While I can’t decide what holiday to decorate for yet, I know one thing for sure; everyone should have their marketing calendar ready for the rest of the year and have promotions to help drive business. We shouldn’t just create marketing promotions and events because it’s the holidays; we should be doing them to help drive our business.

We know everyone doesn’t have crazy big budgets for marketing and we want to give you some ideas that will help you win in the 4th quarter and drive business not just during the holidays, but for next year.

Create a special holiday video

Show the fun and personal side of the business. We are always looking for ways to connect with our community and this is a great way for people to see how fun and wonderful your center and team are. Who doesn’t want to host a holiday party, birthday party, or fun family night in a great facility with a great team? Share it on all your social media channels to show off your business and make a connection.

Offer free holiday cards

Kids have parties for every holiday. Imagine one kiddo taking a card with a free coupon from your center to every person in their class. How many people do you think you could reach for free? Yeah, that could be a lot of kids! It’s very inexpensive to get cards printed and could result in a big return. We use www.spinnprint.com where, for just $140, you can get 1,000 full-color postcards printed and that could result in thousands of dollars in revenue.

Sell gift cards

Gift cards are a guaranteed way to drive people back into your center. They are great to give as gifts, stocking stuffers, or donations to local organizations. The holidays are a good time to run a promotion for buying a gift card and getting a certificate for an item (with a redeem date of  January – February when your center may have a slow day). Be sure your sales department is offering bulk gift cards to schools, churches, and other companies that can be purchased as holiday gifts.

Show love to your fans

Social media has made it easy for us to show love and appreciation to our community. The holidays are a great time to have a contest on Facebook. Winners can get great prizes and be sure to give a bounce-back coupon for every person who participates. Not only will they be thrilled to have the chance to win free items, it will also help boost engagement on your social channels. When you show love to your fans, they will be more likely to come back and visit your fan pages and more likely to plan a visit to your center.

Launch an email campaign

If you haven’t started your email marketing list, now is the perfect time to collect emails as people come in your center. If you have been diligent all year collecting emails and haven’t sent any out, now is the time. From now till the end of the year, share your holiday calendar, information on holiday parties, special offers you are running in your center, your center’s holiday video, even a special letter from the president or general manager. Emails help you stay top of mind as people decide where to take their kiddos during all the school holidays.

These are just a few things you can do to help drive sales in your center. Last year we shared a long list of holiday marketing tips of various events you could host in your center during the holidays. There is still time to plan and execute events, so don’t be discouraged if you haven’t started already.

If you have questions, feel free to reach out to me anytime at rosie@trainertainment.net.