In this episode, Leisa & Vic discuss the importance of valuing your time and expertise, pre-qualifying clients, and setting clear pricing structures to grow a business.
Leisa & Vic emphasise the need to approach pricing with caution, communicate effectively, and consider the lifetime value of clients.
They also discuss the significance of a clear pricing strategy and communication when increasing prices.
Leisa & Vic wrap up the episode by encouraging listeners to recognise and promote their favourite independent brands to mark #independenceday
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
In small businesses, understanding seasonality and managing cash flow are crucial for success.
In this episode, Leisa & Vic discuss the importance of anticipating seasonal changes, adjusting business strategies, and pre-planning for unexpected fluctuations.
Leisa & Vic also emphasise the need for proactive planning, self-care, and upskilling to maintain a purposeful workload during quiet periods.
Creating content during downtimes and factoring in monthly expenses are also highlighted by Leisa & Vic as key strategies for managing cash flow and maintaining a successful business.
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
Establishing yourself as an expert in your field is crucial for attracting clients and growing your business.
In this episode, Leisa & Vic delve into the steps small business owners can take to become the go-to expert in their industry.
These steps include:
➡️The significance of understanding your target audience and tailoring messaging to resonate with them
➡️How to effectively communicate changes in business and branding
➡️How to use tools like Answer the Public and Perplexity.ai to generate content ideas and rephrase existing content
➡️The importance of being transparent and proactive in communicating changes to avoid confusion. –––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
In this episode, Leisa Pickles talks about the importance of understanding the key features and benefits of a product or service.
Leisa talks about a feature being a factual element of a product or service likening it to the colour of a sock or the duration of a sales outreach programme and then adds a benefit which is relevant and tailored towards the individual customer.
Leisa emphasises the importance of having as many features and benefits as possible as these help to build a sales story, peak customer interest and provide salespeople with a toolkit to overcome objections.
Leisa also talks about the importance of finding the key decision maker within an organisation to ensure communications are being seen and heard by the person with the authority to make decisions. –––––––– Connect with your Hosts:
Vic on LinkedIn –––––––– Follow the show:
––––––––
Vic loves the saying: "If you market to everyone, you market to no-one" and she challenges you with this question: just because you can, does it mean you should?
Have you ever wondered if you should narrow your target audience a bit more?
Are you worried you'll make less money because you're targeting less people?
This episode will 100% help with the process. Vic has got 5 reasons why you should narrow down your target audience, and 5 simple steps how to reveal your target audience.
Find out about the YAY list and the GRR list too, how do you know which of your existing customers you want to attract more into your business, and who can you repel? It's a fun episode, packed with lots of examples to help you to refine who you're targeting.
––––––––
Connect with your Hosts:
–––––––– Follow the show:
––––––––
In this episode, Leisa Pickles talks about sales outreach communications and how Business Owners need to be able to articulate who they are and what their business does in a succinct way to grab the attention of their audience.
Leisa focuses on three communication channels: Telephone, email and face to face and offers advice on how Small Business owners can set themselves up for success when using these communications.
Leisa provides 5 top tips for Small Business owners to take on board when making sales outreach calls which will help them be more confident on the phone when prospecting.
Leisa also gives tips on how to structure email communications with some ideas for subject areas to ensure email communications are well thought out, relevant and help to build a compelling reason to buy.
In this episode, Leisa also talks about the importance of a clear, well planned and concise elevator pitch which is essential when networking and meeting new customers, clients and collaborators.
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
As business owners, it's easy to get FOMO if we're not active on all the social media channels. And it's exhausting!
Vic explains how to do a touchpoints audit, how to choose the best marketing touchpoints for your target audience and then link them all together. This means you can take unnecessary pressure off and refocus on the touchpoints that deliver the best ROI (return on your investment) possible.
Within this episode, Vic mentions these links:
Your free marketing touchpoints 'checklist'
Find your target audience and customer touchpoints
The average customer needs to view an advert at least 7-8 times before it'll really sink in
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
Does your relationship with your key customers and suppliers extend beyond one person? If your main point of contact left the business would the relationship break down?
In this episode, Leisa Pickles talks about expanding your sphere of influence within your key customers and suppliers to ensure you are maximising your points of contact across the entire organisation.
Leisa talks about the risk of “man marking” and how this is a dangerous strategy to adopt when doing business to business. Leisa provides top tips on how you can expand your sphere of influence and build a contact matrix for each of your customers and suppliers that extends beyond one department and incorporates the entire team.
In this episode, Leisa also talks about the importance of identifying relevant roles within organisations so that you can speak with authority when gathering contact information and demonstrate your understanding of positions held by key stakeholders and decision makers.
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
Listen to 10 Top Tips from Vic!
These are handy, whether you're starting your business or scaling up, and whether you're selling a product or a service. –––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
Listen in to find out if Leisa Pickles has a crystal ball or a magic wand as she answers the question: Why is no-one returning my calls and emails?
In this episode, Leisa Pickles provides tools and techniques to help you improve your return rate.
Leisa shares examples from her own experience and provides some actionable techniques to help you remain at the forefront of mind and your Business stand out.
Leisa delves deeper into the phrase: Once is an accident, twice is a coincidence, three times is a pattern by sharing the process she uses within her own Business to drive better email and telephone return response rates.
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
When was the last time that you REALLY looked at which marketing channels were working for your business the best?
Vic helps you to discover how to calculate the ROI of your marketing touchpoints in this episode, and runs through some tips to make sure that it's carried out with ease.
As promised, the written calculation for the ROI is:
Profit divided by Spend x 100 = ? (eg £9k profit / £1k spend x 100 = 900% ROI) In this example, every £1 spent returns £9. Knowing this important calculation will ensure that you have more confident in your marketing.
Download the ROI Calculator in this FREE Resource Hub.
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
In this episode, Leisa Pickles from Find me the Leads and Vic Prince from Touchpoints Business Marketing look back on their highlights from the last 10 episodes.
Leisa and Vic invite YOU to share your feedback on this series and suggest any topics you would like them to cover in series 2. –––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
Many business owners know what marketing LOOKS LIKE, but can’t really pinpoint WHAT marketing is. Does that resonate with you?
Vic’s favourite marketing quote is by Philip Kotler: “Create, communicate and deliver VALUE to a target market at a profit.”
Vic looks at this true definition of marketing and breaks down what the components truly mean for you as business owners.
It’s relevant if you’re starting in business, or scaling and want to revisit the basics to ensure you’ve got all your ducks in a row.
The main takeaway from this episode is to create a simple marketing strategy that’s easy to implement and report back on, to build business success.
Watch Philip Kotler on stage explain his definition of marketing in 2008
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
In this episode, Leisa Pickles talks about her interpretation of Sales as a process, types of salespeople and the key skills required to be a successful Sales person.
Leisa talks about Sales as being a process of establishing and growing relationships with customers, clients and prospects which result in a transaction of money, time or skills.
Leisa compares the sales process to a three course meal consisting of a starter, main course and dessert. Leisa shares her interpretation of what's involved in each part of the process and how businesses should align their Sales teams to the part of the process that plays to their strengths.
Leisa also talks about two types of Salespeople, Hunters and Farmers. Hunters being those that like to prospect for new business and Farmers being those that like to maintain and nurture existing customer relationships.
Connect with your Hosts:
Follow the show:
➡️On Instagram ––––––––
In this episode, Leisa & Vic share resources and discuss their favourite business books, podcasts and communities, all designed to help upskill Small Business Owners in Sales & Marketing.
Leisa & Vic also touch on Lego as a team building tool and how it can help improve communication and problem solving within teams ➡️more to come on this in a later episode.
–––––––– Connect with your Hosts:
–––––––– Follow the show:
––––––––
In this episode, Leisa & Vic cover Sales and marketing strategies that won't break the bank and share tips for Small Business Owners to promote and sell their products or services on a limited budget.
In this episode, you will find out the importance of:
Follow the show on Instagram for exclusive behind the scenes footage.
Enjoy!
Leisa & Vic. Xx
Storytelling is crucial in sales and marketing. Understanding customer needs and values, identifying their problem, and providing a solution-focused approach are key when building relationships.
In this episode Leisa & Vic discuss the book "Building a Story Brand" by Donald Miller and the principles outlined within it.
Tune in to discover how to:
Click here to follow the show over on Instagram for exclusive behind the scenes content and useful resources.
How to go from start up to scale up.
In this episode, Leisa & Vic are talking about imposter syndrome, dressing for success, daily routines, mindset and how to control the inner voice.
By listening to this episode you will discover:
In this Episode, Leisa & Vic discuss the many hats worn by Small Business owners?
Leisa & Vic discuss how Sales & Marketing should be viewed and approached as a combined process and not two separate activities with Marketing adding value to the audience and Sales converting awareness generated by Marketing into business.
This episode also explores the importance of delegation when growing a team and how the involvement of others can lead to growth and increased creativity in a business.
Leisa & Vic also use this episode as an opportunity to raise awareness of Wear A Hat Day which takes place on Thursday 28th March 2024 and is an annual fundraising event that was founded by the Brain Tumour Research foundation.
Click here to follow the show on Instagram for exclusive behind-the-scenes content, sneak peeks, and additional resources.
In the 13th episode, Leisa and Vic talk about luck and how they believe you make your own luck in business.
Following feedback from listeners asking for examples of when business doesn't go to plan, Leisa and Vic share their experiences of coming back stronger after covid and how they pivoted and adapted to grow their businesses for the long term.
Leisa and Vic talk about how important it is to have a positive disposition when running a business especially when your business is centred on supporting and helping other people.
Click here to follow the show on Instagram where you will find exclusive behind-the-scenes content, sneak peeks, and additional resources.
Click here to connect with Leisa on LinkedIn.
Click here to connect with Vic on LinkedIn.
Enjoy!!
