Unlock Your Sales Potential With SMITH co. and Start Earning More Revenue Today!
What’s causing your biggest headache?
Which area describes your greatest need? Explore your options below:
Identify Your Ideal Target
Stop spending time and money on activities that don't drive sales. Identifying and defining your ideal client allows you to effectively target your sales efforts, budget, and messaging.
By mapping the specific characteristics of your ideal target, you create a strategy to find other clients just like them, resulting in more qualified leads and better project size and scope.
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Articulate and define your core target client profile.
Parse each buyer segment from the target.
Map ideal targets to the customer journey.
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Analyze each market or client segment’s jobs, pains, and gains.
Evaluate each potential market segment's service offerings, pricing, and operational impact.
Select what’s worth keeping, what to add, and what to drop for better focus.
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Audit your current marketing and advertising strategies and tactics.
Realign these channels to meet the Ideal Client's needs and preferences
Document the new Customer Journey
Connect & Engage With Meaningful Messaging
Potential clients resonate most with WHY you do what you do, not how or what. Let’s start there by documenting your value and the tangible and intangible advantages of working with your company.
Apply these core values across your marketing and sales communications to drive consistent messaging that communicates your brand and prompts prospects into action across your pipeline. Win the work you love with clients that love you!
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Refine your value proposition.
Apply your WHY across all sales and marketing collateral with value based content.
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Perform a sales qualification audit to understand if and how you qualify a prospect.
Map your ideal client to their customized client journey.
Build a sales pipeline that pulls clients to you instead of pushing content to them.
Realize Revenue Faster with the Right Pricing Strategy
Most professional service organizations use outdated pricing that skews the fundamental economics of their business toward cost and away from value.
Pricing is your most untapped growth lever. Let’s work together to optimize your pricing so that you realize revenue quicker. Then let’s apply that pricing strategy across your service offering.
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Review your pricing structure and perform a market analysis.
Recalculate your hourly rates to optimize your pricing, incorporating overhead, and profitability goals.
Apply new pricing to your services.
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Build a plan based on annual sales and revenue goals
Create strategies and tactics to reach the most important market segments
Outline the activities, hours, and budget to support the plan so everyone. ison the same page and can be accountable
Create a Sales Culture
Selling professional services has always been based on relationship building. That doesn’t stop once you land a new client. Relationships are built across the whole organization, from the owner to the administrative assistant.
Developing a sales-centered culture is about continuously investing in training, establishing clear expectations, building strong teams, and defining clear communications for better productivity.
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Perform sales skills assessments.
Choose beginning, intermediate, or advanced training, one-on-one or in a group/team.
Refresh negotiation skills and adapt the 4-part sales conversation model.
Develop a business development culture roadmap.
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Build listening skills and adopt techniques to upsell, cross-sell and increase scope over time.
Develop client review and check-in programs that are productive for both the client and your teams.
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Utilize tools that immerse clients in your culture, and outline expectations and communication styles.
Build in opportunities to collect data and satisfaction throughout the relationship.
You Can't Improve What You Don't Measure
Collecting data can seem overwhelming, but it doesn’t have to be. You have information right at your fingertips. Leveraging that data allows you to act proactively as things change, not react when it might be too late to make an impact.
Utilizing simple performance indicators and tools to visualize your data leads to meaningful insights. Asking for qualitative information or referrals from clients only strengthens your relationship.
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Establish meaningful sales performance indicators and consistently track them over time to spot trends quickly.
Utilize simple tools to visualize your sales funnel.
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Expand informal client reviews into meaningful research.
Create simple client feedback surveys.
Conduct third-party satisfaction research.
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Develop paid client referral programs.
We want to work with you.
Reach out today to sign up for a FREE 30-MINUTE SALES DEBRIEF, where we can start to identify your blind spots, diagnose some common root causes, and receive expert insights and advice to start your sales transformation.
