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Brett Burgess

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      • Brett Burgess

        Industry Expert

        @brett-burgess

        Reply submitted 19/02/21 @ 07:06am

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        Good Morning Cloudwater – the first question to consider are the key sales numbers you need to achieve to become fully reliant on this business. This will include break even numbers from your accountant and also what profits you want to make. Once you have this number then you can divide that by an average sale to work out how many sales you need to achieve yearly, then monthly and then weekly, e.g. $200k in sales – average sale $2500 = 80 sales per annum divided by 45 working weeks = 1.7 say 2 sales per week. To achieve 2 sales per week you need to generate 3 referrals or 5 inquiries, or a combo of this. As part of your sales strategy you should also have a profile of the type of prospects you wish to target and from this profile you should then be able to identify specific industries or businesses that you can target or partner with. Water filtration would naturally go with builders as strategic partners. So a list of potential clients would include builders and construction companies. I hope this is useful. If you wish to contact me for a coffee I am in Hawkes Bay also.

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      • Brett Burgess

        Industry Expert

        @brett-burgess

        Reply submitted 19/02/21 @ 07:06am

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        Good Morning Norman,
        Apologies for my late reply. I have been away out of cellphone coverage.
        Jen had some great suggestions.
        A more direct approach from a sales prospective –
        As you have so many years experience in this field you will have a number of contacts and relationships with suppliers of cranes
        and crane support people i.e. computer programmers and maintenance operators and equipment suppliers.
        My suggestion would be to contact these people and
        offer to refer your clients to them and vice versa. There is no doubt a crane operators association or governing body where you may
        get a list of all the crane operators in New Zealand. This becomes your target list. I would recommend that you share this list
        with your old contacts as they no doubt have clients on the list that they can refer to you and of course you will have clients
        that you can refer to them.
        Sounds like a simple solution and it is but it does require quite a lot of work in how you approach these people and manage them.
        If you need any quick tips on how to achieve this I would be more than happy to share these with you.
        One other idea, more marketing but still a good sales tool is to send out regular useful articles to not only your client base but
        to other prospects you may have met along the way. This may be as simple as “five pitfalls to avoid when looking at Health & Safety”
        or perhaps “new compliance regulations with regards crane operations”. No doubt you may be already doing this but most companies
        only circulate the information to existing clients and miss out on a great potential market with their potential prospects and clients.
        Brett Burgess – Sales Impact NZ

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