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
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.