Episode 3

How Focusing on Your Systems Adds to Your Sales

One of the most common things we hear from overworked clients is, “I wish we could focus on building better systems, but we’re too focused on sales right now.” If you feel like you’re drowning in unopened emails and constantly searching for the right client data, or if you find yourself constantly saying things like “I’m not sure” and “It depends” on sales calls, then you probably relate. 

The good news is that by focusing on better systems, you’re actually focusing on boosting sales. In episode 3 of my podcast, I’ll explain how streamlining the tools and processes you use to operate your business simplifies every aspect of your workday, giving you more time to focus on sales. 

Here’s what you’ll learn:

  • How to spend your day focusing on selling by simplifying operations 
  • How systems for great customer service are a selling point
  • How better systems give you the space to take on more clients

Links mentioned in this episode:

Transcript
Speaker:

Welcome to the Day to Day Assist podcast.

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I'm your host, Jennifer, here to give

you bite sized tips on how to transform

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your workday with strategic processes,

technology, and human resources.

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My goal is to help you run your

side hustle, six figure, or multi

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million dollar business chaos free.

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Marketing isn't the only thing in

business that impacts your sales,

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systems are just as important.

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When you focus on systems, you

are also focusing on sales.

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This means the right systems

will add to your sales efforts

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and not take away from them.

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In this episode, I'll share how focusing

on your systems will directly impact

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your sales so that you can go out and

confidently make more sales, okay?

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And for a little context before we

get started, when I say systems,

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I mean the processes and tools

you use to operate your business.

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So for example, a process would be a step

by step outline of something that happens

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every single day in your business, like

how you respond to client inquiries.

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A tool is what you use to connect the

pieces of that process together, like

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a client relationship management tool.

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Now I'm not saying you should stop

marketing your business completely and

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100 percent direct your focus on systems.

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What I am saying is that giving some

attention to the back end of your business

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when you It's not operating smoothly will

have a direct impact on your revenue.

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Systems will keep things running

efficiently, so that you can confidently

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work with all of those clients

that your marketing is bringing in.

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So one of the reasons systems make

it easier to sell is because you

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won't be as focused on low value,

repetitive tasks in your business.

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And by low value and repetitive, I

mean things like sending contract and

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invoice reminders, scheduling meetings,

or filing documents into a shared drive.

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They're low value because they're easy

to do and don't really contribute much

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to your revenue and when you spend your

entire day trying to complete those

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tasks, you don't have any time for sales.

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I did a time study with my

last employer and I've done it

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also with some of my clients.

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And after looking at the list of things

that they would get done in a day, I

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noticed that most of them spent their time

on work that didn't generate any revenue.

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They would consistently make it to the end

of their day feeling exhausted, but not

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from doing anything to grow the business.

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And this really made them feel

disappointed and upset with their

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progress because they were tired

from working so hard but they weren't

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experiencing the results that they wanted.

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What having systems in your business

can mean for you is work days where you

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can confidently delegate work and know

that it's getting handled correctly.

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Work days that are spent making money

through networking and having sales

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conversations with potential clients.

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And more time to spend creating

new services, writing curriculum

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for a new program that you may be

interested in starting, or working

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on starting a second business.

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All things that bring in more money.

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Systems also give you more confidence

to sell because they act as a step by

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step framework or outline for for how

you'll provide excellent service and

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get great results for your clients.

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Here's what I mean: typically during

a sales call, you'll get the, how

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does this process work question.

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When you have a step by step framework,

you're able to confidently and clearly

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communicate it to that client who's

interested in working with you.

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If you don't have a system in place,

you might find yourself answering

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that question with something like,

"it depends", or having to backtrack

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and repeat yourself, which makes

you sound less sure in your process.

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Instead of tripping over your words and

feeling confused about how you deliver

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your services in the middle of a sales

call, you'll be able to explain what the

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overall steps to work with you look like.

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You'll be able to tell the client

how long the service should take,

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and you'll be able to share what they

can expect from working with you.

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This is a huge decision maker

for your clients, especially when

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selling high ticket services.

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I have clients tell me all the time how

easy it was for them to choose me over

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other operations consulting companies or

system strategists because of my ability

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to clearly communicate my process.

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Having systems gives you the ability

to back up your prices and results

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because you have such a strong process.

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It also means more sales because

clients who spend big bucks on services

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really like to feel certain and

informed about how everything works

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And we've made it to my

last point: systems give you

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the capacity to sell more.

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There are so many of you who want more

clients you want to make more money

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and you want to have more impact,

but you can't realistically do that

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or take on any more responsibility

because of how poor your systems are.

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I'm going to tell you a little story.

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I registered my business to be able

to take on government contracts.

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Like I can literally go out and respond

to an RFP, or a request for a proposal

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in case you're unfamiliar with the

acronym, tomorrow if I wanted to.

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I was so excited about doing that

because those contracts are huge

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and some people run their businesses

on like government contracts alone.

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But after registering my business and

looking over some of the things that

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those contracts were requiring, I realized

that I did not have the capacity to start

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working with those kinds of clients.

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My systems were not

where they needed to be.

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And luckily I know how to fix them,

but if I didn't, I would be stuck.

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When you have more capacity,

you're able to actually experience

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real growth in your business.

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Imagine feeling confident sending out

that large contract or saying yes to that

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big client because you know your team

can fulfill it and you're so sure of the

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level of service you all can provide.

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If my business would have had that

level of certainty before I registered

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it to take on government contracts,

I probably wouldn't have hesitated

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to start putting in RFPs and bidding

on some of those larger contracts.

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When your business runs like a well

oiled machine with systems that outline

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how you operate, you're not afraid

or hindered in your ability to grow.

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Today we discussed how focusing

on your systems adds to your sales

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by giving you your time back,

helping you clearly articulate how

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your services work to clients, and

increasing your capacity to sell more.

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Systems will not slow down your sales.

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In fact, they give you more

confidence and clarity to sell.

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Now that you've listened to this

episode, think about what you've

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been focusing on in business.

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Have you been putting your all

into marketing and giving the

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bare minimum to your systems?

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Have you been flooded with repetitive

tasks that keep you from selling?

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Have you been doubting your

customer service and results?

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Or have you been realizing that

you don't really have as much

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capacity as you thought you did?

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Systems can be the answer to

these challenges and give you more

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opportunities to sell with confidence.

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If you're a service provider in

the real estate, consulting, or

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creative industry and you realize

your systems are negatively impacting

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your sales, I'd love to help.

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In our Done For You system service,

we'll fix the nagging operations

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problems your business has been

experiencing in two months or less.

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Your processes will be simplified, tech

tools set up, and procedures documented

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so that you can improve the way your

business operates and retain more

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clients all while removing yourself

from the day to day work that you hate.

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You can find more information

about this service and my calendar

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link for you to book a call

today in the podcast show notes.

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Thanks so much for listening and I

will see you in the next episode.

About the Podcast

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The Operations Fix
Bite-sized tips on how to transform your workday with better processes, technology, and human resources.

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