Authorized Duct Tape
Marketing Coach
Case Studies
Personal Money Management Firm, Orange County, CA
SITUATION: This 20+ year old firm wanted to close more sales from their existing large flow of leads. They didn’t have a “sales culture” but wanted to “sell more efficiently” and avoid non-qualified leads.
There were 2 considerations:
1) they had a consistent flow of leads
2) they did not have a sales staff or a sales culture to effectively capitalize on the leads.
PROBLEM: Could we find some direct payoff methods to close more sales without a long process of building a “sales organization”?
SOLUTION: We conducted a full-day Discovery Session with them to take a close look at their internal and external processes that affect the sales process, closing and follow through client enrollment.
In the course of an intense and revealing Discovery, we uncovered a total of nine clear opportunities to improve their sales conversions. Four of the 9 opportunities were identified as “high-impact” areas for internal follow-through and for simple selling applications geared to help “non-sellers” ask better questions and better handle objections to improve their closing effectiveness.
RESULTS: In the very first month after the Discovery Session – by improving just ONE process of nine that we identified, they increased their 20% sales close rate up to 80%.
Now they’re closing 300% more business than before with the same effort… AND sped up their new client enrollment process.
They are now enrolling new clients in days that would have otherwise taken weeks or months to get on board. Needless to say, they are thrilled with the immediate and ongoing results.
Tax & Bookkeeping Service, Carmichael, CA
SITUATION: This tax & bookkeeping service firm wanted to grow their bookkeeping business but they weren’t sure how to do it.
Considerations:
1) “SELLING” EXPERTISE: they did not have a sales staff & no one in the company felt real comfortable “selling” – they were far more comfortable with “customer service”
2) TIME: the staff didn’t have a great deal of time to invest in a marketing and sales process.
PROBLEM: Could we create an effective & simple way to build their bookkeeping clientele that didn’t require a great deal of time and money to find and sell new clients?
SOLUTION: In about 1½ hours of Discovery together, we identified & defined their specific bookkeeping growth goals desired. We identified all of their best target prospects, prioritized them and the best ways to reach them. We clarified the message necessary to be effective and their internal capabilities. We structured a simple plan & methodology that could be executed effectively with their existing staff.
RESULTS: We identified a conservative estimate of $414,600 worth of additional new bookkeeping business (from the accountant’s own projections it could reach $621,900 or more!) they could add in 3 years from their EXISTING CUSTOMER BASE!
And they could add this business easily without having to hire additional staff or without having to follow an uncomfortable selling process.
They were surprised at just how achievable and simple their new growth could be.