Practical and actionable sales tools and techniques for Small Business Owners and Leaders.

Recently, an ex-client approached us with a unique request: to run a simple telephone campaign. The aim? To reach out to their existing stockists, check in with them, and ask how things are going—no sales pitch, no hidden agenda. The main goal was just to maintain the relationship and show care.

Why? Because customer retention is crucial. Many businesses are realising that this year is all about consolidating their current customer base. By delivering outstanding service to existing clients, they can strengthen loyalty, reduce churn, and increase profitability.

Key stats on customer retention:

• Acquiring new customers can cost 5x more than retaining current ones.
• The success rate of selling to an existing customer is 60-70%.
• Increasing customer retention by 5% can boost profits by 25-95%.

So, picking up the phone just to say “Hey” is a smart move! But beyond a quick check-in, there are other ways you can use the phone to build stronger relationships with your clients:

• Check receipt of samples, paperwork, or orders.
• Invite them to events or exhibitions you’re attending or hosting.
• Customer service calls: simply say hello and ask for feedback.
• Share positive feedback across your social media channels.
• Introduce team changes that may impact them.
• New team member introductions to build rapport.
• Product awareness: make them aware of your full portfolio and offer exclusive deals for loyal customers.

Using the telephone for relationship building is an effective way to retain clients and nurture long-term partnerships.

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Practical and actionable sales tools and techniques for Small Business Owners and Leaders.

Getting intentional with your networking and events can make a huge difference in extending your reach and visibility. This year, I’ve focused on increasing the visibility of Find me the Leads®️ by following a clear networking strategy.

Here’s how I do it:

• Pre-Event: Two weeks before, I connect with speakers and delegates on LinkedIn, expressing my enthusiasm about attending and connecting.
• Share Your Plans: On the 1st of each month, I post on LinkedIn which events I’ll be attending, tagging organisers and inviting others to connect.
• Post-Event: After the event, I share highlights and key takeaways, tagging those I met to maintain those new connections.

This intentional approach, especially on LinkedIn, helps raise awareness and build meaningful connections. For more examples, connect with me on LinkedIn.

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Practical and actionable sales tools and techniques for Small Business Owners and Leaders.

Many business owners hesitate to ask for the sale due to fear of rejection, seeming pushy, or concern over the price. However, the most effective way to secure a deal is simply to ask.

Instead of relying on high-pressure sales tactics, follow these key steps to make closing the sale easier:

• Gather Contact Details: Ensure you have multiple ways to follow up—email, phone, WhatsApp, etc.
• Set Validity Dates: Add clear expiration dates to quotes and proposals to create urgency.
• Highlight Value: Remind the client of the benefits and value of your offer, rather than focusing on price.
• Understand Needs: Tailor your proposal based on the customer’s specific needs, making it easier for them to say yes.
• Stay Firm: Don’t get caught up in second-guessing or reworking your proposal—stick to the plan.

Closing a sale doesn’t have to be daunting. Ask confidently, and the results will follow!

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Practical and actionable sales tools and techniques for Small Business Owners and Leaders.

This week at Find me the Leads®️ HQ, over 100 sales outreach calls were made, with many follow-ups and little response from prospects. When it feels like you’re hitting a wall, it’s important to remember that a “no” is still progress. Here’s why:

• Clarity: A no helps you refocus your efforts on more promising leads.
• Learning Opportunity: Rejection provides insights for improving your approach.
• Motivation: Each no brings you closer to a yes.
• Personal Growth: Use feedback to refine your communication and listening skills.
• Future Potential: Handling no’s with professionalism can leave the door open for future opportunities.

Embrace the no’s, because they’re part of the journey to sales success!

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Practical and actionable sales tools and techniques for Small Business Owners and Leaders.

Perfectionism can hold you back from launching products or making decisions, but sometimes, taking action is more important than having everything perfect. When working with a new food and drink brand that had no website or social media presence, but a clear product and engaging backstory, we began their sales outreach confidently. Here’s why:

• You don’t need everything in place, just the essentials like cost, availability, and brand story.
• Use the “work in progress” angle to engage potential customers in your growth journey.
• Create excitement around your new product, rewarding early adopters and using their feedback to evolve.

By embracing imperfection and starting conversations early, you invite others to join and shape your brand’s journey.

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