The small business guide to sales success!
A free guide by Jim Connolly
Although this free guide is called the small business guide to sales success, it could just as easily have been called ‘the big business guide’ or ‘the salesperson’s guide.’ 

Why? 
Because I am going to give you one of the most powerful tools there is for generating sales (without you having to invest a penny on marketing!)

If you run a small business and / or you need to see massively more sales VERY, VERY quickly, you will find what I am about to share with you essential!

Let’s get started
If you have ever studied the stories behind the most successful businesspeople and salespeople, you will see a word popping up again and again.  That word is; ‘leverage.’  Leverage, when referred to in business development terms, is all about getting the maximum return on everything you do.  I use leverage to get results in every area of my business and I want you to start doing the same – the rewards are stunning!

‘Leverage’ your way to an increase of an extra hundred thousand or million a year in turnover – FOR FREE!
Allow me to introduce you to a few people who have the attention of hundreds or thousands of new potential clients for your services – possibly even more!

By the way, you already know these people. . .
These people are your Accountant, Business Bank Manager and Company Solicitor.  How many local clients does your Accountant have 500 or 5,000?  And what about your Solicitor – another 1,000 or so? Ok, what about your Company’s Bank Manager – 5,000 or 10,000?

Of these thousands of local businesses, how many have a potential need for your services?  If you are in a service industry; Recruitment, Insurance, Internet, IT or Training – there is potential for you to supply your services to almost ALL of these thousands of local businesses!  If you provide a product or a range of products, you will quickly know roughly what percentage of these local businesses are likely to have a need for your offering.  In either case, the potential here is massive!

A common problem – an easy answer
Speak with any group of businesspeople or salespeople and you will quickly learn that one of their most pressing problems is winning new, high quality clients or customers on a regular basis. Despite this, very few of them have actually held a meeting with their Accountant, Solicitor or Bank Manager to specifically request leads from their massive client base!

Assume nothing
People in business usually make the costly mistake of assuming that their Accountant, Solicitor and Bank Manager will ‘automatically’ recommend them and their services to their masses of clients and contacts. This is seldom, if ever, the case!  Accountants, Lawyers and Bank Managers are extremely busy professional people and unless there is some motivation for them to proactively pass leads to you – they won’t!

Leverage in action
What you need is a strategy that ‘leverages’ the motivation of these professionals; making it easier for them to provide you with referrals than NOT to – and here it is!  These three questions should be asked, preferably face-to-face, in the exact order they are given:

Question 1: How many clients do you have?

Question 2: How many of them do you think use (whatever you offer)?

Question 3: So, how many leads do you think you can pass to me over the next 30 days?

What these three questions do is extremely clever. Here’s the science behind each one:

Question 1: How many clients do you have?
This is what I refer to as the ‘foundation’ question. It forms the foundation upon which the rest of the questions stack.  People are proud of the size of their client base and are only too eager to show you just how hard they work and how successful their bank or practice is.  This means they will give you an accurate picture as to the size of their client base.

Question 2: How many of your clients do you think use (your service/product)?
This is what I refer to as the ‘focus’ question.  It causes the listener to focus on the profile of his or her client base and the nature of your product or service, before joining the two together. They know that you will have a very good idea of how many businesses, on average, have a requirement for your services or products – so their answer to you has to be realistic.

Question 3: So, how many leads do you think you can pass to me over the next 30 days?
This is what I refer to as the ‘leverage’ question.  It causes the listener to review the two answers they have just given you and then give you a number.  It also sets up a timescale – and as the old saying goes; “what gets measured gets done!”  At this point you have just leveraged their motivation - making it far easier to pass you leads and far harder not to. Even if they fail to give you a definitive number, it is no longer easy for them NOT to provide you with regular introductions, referrals or leads. Now that there is a timescale for when you will be expecting to have received some leads, they will find it easier to help you than ignore you.

Your Bank Manager, Accountant and Solicitor are trusted professionals and their recommendation is extremely valuable.  They will also know all about you and your business and they will know that you offer a great product or service – so there’s no barrier to them recommending you.  Each of these hard working professionals will be keen to help their other clients, and if they believe that your service will benefit their other clients, it’s only natural that they would introduce your services to them!

If you find it a little ‘awkward’ asking these questions, ask them in a playful way!
Amazingly, even if you ask these questions with a big smile on your face, as I always do, the impact is exactly the same!

Some numbers you may find interesting
If only one business in ten, on average, has a need for your type of product or service, it’s likely that your; Bank Manager, Company Solicitor and Accountant combined will have access RIGHT NOW to A THOUSAND new clients for you and your business.  If you only sold £100 worth of goods to these people once a year, that’s a hundred thousand pounds a year increase in your turnover!

An easy million
If you work in any of the industries I have already mentioned in this free guide; that figure will be closer to a million pounds a year in new business for you and your business!

What next?
If you would like more information regarding how to make more sales, more money and  bigger profits, click here or call me on 01427 891274 (24 hours).


To your success,

Jim Connolly
PS: Forard this free guide to a friend using the box below!