7 Steps to Sales Magic – Frequently Asked Questions
If you are seriously thinking about working with me on this programme, please read through this FAQ section carefully, as it will help you make your decision.
If you get to the end and decide the programme is not for you, then that’s OK! It’s also fine to just go ahead and get booked in if that’s what you want. The links and pricing information are all here.
However, the chances are, there will still be one or two queries that you have. You will see at the end that you can book a call with me and we can go through anything you want, until you are certain about what you want to do.
Frequently asked questions
How long have you been doing what you do and how did you get to be a sales expert?
I have always been in a sales-related role. Most significantly, I worked in sales at Xerox for 7 years, learning and absorbing a first-rate sales education. I performed consistently here in a variety of sales roles and won many awards.
Then I joined my ex-husband in running a fledgling college he had started in East London. I directed business development; growing the business from 6 full-time students in 1996 to 650 full-time students within 16 years, together with the introduction of a range of short courses and home study programmes. One of my roles here was to recruit, manage, train and motivate our sales team and I also created and implemented the sales and marketing strategy for the business.
I set up Tadpole Training in 2014 and within 18 months I was nominated for 2 national awards (one for coaching and one for sales training). Then a highlight for me was when Tadpole Training won Enterprise Enfield Start Up Business of the Year 2015 and was a featured business in The Guardian Start-up Business of the Year 2015/2016.
My area of unique expertise is to make selling simple and easy for non-sales people. I generate motivation in my clients and help them grow in confidence and belief in their own abilities. Then I can help them implement what they have learned. I do this by explaining sales in a simple and relevant way. Many business owners feel uncomfortable with the thought of selling; I am on a mission to make it easy and straightforward for entrepreneurs.
My message is that sales ‘done professionally’ serves customers, by providing them with the products and services they need to enhance and improve their lives. Therefore, the small businesses who satisfy these needs should not be afraid to sell to their customers – once they understand that good selling provides genuine value to customers, they can serve people better, and improve their own quality of life by sharing their passion with others.
What do my clients say? Feedback from clients consistently includes these themes:
- she doesn’t do pushy;
- she increased my confidence in my own abilities;
- she made it so simple;
- she uses lots of stories and examples;
- it was so real, I could see how to apply it immediately;
- the energy is great;
- she helped me value myself.
Who are your clients exactly?
This system works for anyone who has a small business who is absolutely brilliant at what they do, but needs help getting more clients and selling more. If you have never been taught how to market effectively or to sell properly then it can be a real struggle. We will teach you EXACTLY what you need to do, together with the systems and templates to support you, so that you don’t have to learn the hard (and long way).
It is especially for those of you who work alone or have just started recently. The “7 steps to Sales Magic” will help you examine what you have done so far, build on it and translate this into a much more systematic approach, so that you can start to generate lots more business. As long as you are deadly serious about attracting more clients and you are committed to following the steps laid out here, you will see a tangible improvement very quickly.
I have worked with so many businesses already. This is a snapshot of the kind of businesses I have helped:
- App Designers
- Business Coaches
- Cake Makers
- Coffee shops
- Commercial Cleaners
- Digital Marketers
- Event Planners
- Energy Advisers
- Graphic Designers
- Health and Beauty practitioners
- Health and Wellness Coaches
- Holistic Therapists
- Life Coaches
- NLP Practitioners
- Public Speakers
- Social Media Marketers
- Telecoms providers
- Web designers
- Windscreen Tinters
What happens if you haven’t yet worked with people in my field?
There are so many different types of small business, but the challenges and themes are consistent, so don’t worry if your category isn’t listed above. Your attitude, goals and determination to succeed will have a much wider bearing on your success than the sector in which you operate.
How are you different from other ‘business coaches’?
There are many generic business coaches out there who provide a great service. They can help you with all sorts of aspects of business, but (if they do include help on how to sell more), they often include sales as a sort of ‘add on’. That is because they come from different fields – management, operations, marketing, etc.
However, I specialise in improving your sales, because that has been my area for nearly all of my adult life. For me this is fundamental – if you are not selling enough, then you don’t have a business. The brutal truth is that you might have to close down, or you will put yourself under the most enormous pressure. Without sales there is nothing, because there is no money. So, we focus on sales using proven methods that have worked consistently and effectively for other businesses.
What type of personality do you work best with and what is expected of me?
This system will work for anyone who is genuine about growing their business and is prepared to put in the effort to make it happen by investing in a proven system.
I often get spectacular results with those who believe they are a bit shy, lack confidence, who find it difficult to express what they do and perhaps suffer with issues of self-belief, so if that sounds like you, then you are in the right place! Once I understand what your challenges are, I can give you simple tools, processes and structures to get over your worries and raise your confidence levels. Of course, once you see the results starting to happen, things get even better!
Having said that, there is no particular ‘type’ I work with – extrovert, introvert, serious, playful – there is a place for anyone here – as long as you want to change for the better.
What type of professional is this NOT going to work for?
This programme is not for large or medium sized companies – rather it is specially tailored for the smaller business, run by independent professionals, who realise that they do need assistance getting more sales.
It is for people who are genuine about growing their business, NOT someone hoping for a “magic bullet”, shortcuts, tricks or to achieve results without putting in some serious effort. It is not a ‘get rich quick scheme.
My best results come from clients who are prepared to IMPLEMENT what they have learned, so if you do not feel you can be committed to implementing (i.e. changing some of your key behaviours) then we would not be a good fit for one another.
What exactly is the “7 Steps to Sales Magic” and what does it include?
It is a 6 month coaching programme, based around 7 key steps which are outlined below:
In order to sell, you need to gain the interest of your potential customers, demonstrate you understand what they want and offer them a solution which either solves their problem or helps them meet their objectives. Of course, a large part of this process is attracting their interest in the first place – if no one knows about you, how will you sell to them. This system will help you with this. Here is what it will do:
Module One – Strategise for success
You need to begin by focussing on why you are on this programme. What are your dreams, goals and aspirations? How can you prioritise all these new activities and ensure that the system will work for you? Here we will help you get organised, plan strategically and help you schedule activities so that you make the most of your precious time.
Module Two – Become Master of your own Mindset
So much of running a business is about mindset. Here we will help you to increase your confidence, maintain your motivation and help you to understand why some tasks are difficult. Sometimes, a change of perspective or trying things in a small way can lead to big breakthroughs in mindset. We also help you overcome fear or dislike of sales.
Module Three – Make sure your customers are hearing you – BIG TIME
You will start to become a marketing expert and that means using the best marketing methods for you and your business, but without spending loads of money. You will start to get out there into the big wide world and spread the message about what you do, so that you are coming into contact with your ideal clients on a regular basis.
Module Four – Be Price Confident every time
Here you will learn how to charge the right price for what you do and never have to discount again. You will create different versions of what you offer and find out how to add significant value, so that you get more premium and high value clients, earning you more, but with negligible extra effort.
Module Five – Master the sales process and closing
If you can’t close the sale, everything else is a waste of time. Using proven methods, you will learn the best ways of persuading clients to buy from you, but without being pushy. There is a simple process you can follow with any potential customer and we give you loads of tips and advice about selling in a convincing, ethical and effective way.
Module Six – Create simple and effective tools and systems
You won’t have time to reinvent the wheel – you are already too busy running your business, so in this module we share systems and tools that have already worked for other people, saving you time and mental energy. Instead of wasting time creating templates from scratch with, of course, no guarantee they will work, you will have a library of proven resources you can just adapt to your own situation.
Module Seven – Implement consistently for Long Term Results
In business, there is no such thing as a ‘magic bullet’. You will always have to keep on top of your marketing and sales in order to create a steady stream of clients. We will help you do this in the most effective way, so that it becomes second nature and give you resources to enhance the process, such as accountability tools and daily reminders.
Does this really work?
Yes! One of the things I love about my work is seeing the tangible results people achieve. I would refer you to the testimonials page here, but as a sample, here are some quotes from my clients:
“Have had four sessions with Janet Efere so far; had chance to try out my new elevator pitch on Friday. It felt great and generated some leads. Have had meetings with two new clients since then and an email exchange with another one on Saturday. So pleased!” AD
“The wonderful thing was understanding the whole sales process from beginning to end, because it meant I learned how to explain the value of what I offered. It was really difficult before I met Janet – I really struggled to help people understand it. I always had lots of leads but now I am closing them, which is what it’s all about.” JK
“I’m absolutely buzzing! I tried the technique you taught me to use on the phone and I made a phone call straight away and got the meeting with a guy who has been avoiding me for weeks. You seriously rock – thank you so much!” PF
“I just wanted to let you know that I have been checking out our sales figures over the last 5 months and we have grown an average of about 18% EVERY SINGLE MONTH since we started working with you. It is so much greater than anything I could possibly have expected and, although it was hard work, it is so worth it. Delighted, absolutely delighted” MU
“I’ve got to share this with you. I was about to give up – it was such a struggle in my business, I wasn’t making any money and I was completely demoralised. Then you came in – Janet, you were like a breath of fresh air – you believed in me, you encouraged me and you gave me practical, sensible things to do (then made sure I did them – actually that part was sometimes tough!!!). The results are amazing. I have actual regular clients (who pay a lot more), I know exactly what to do about getting new ones and, well, you’ve sort of turned my life around. I know it’s corny, but I am so grateful. Thank you for giving me that little push I needed. I dread to think where I would be right now if I hadn’t met you.”
What results can I expect?
To some extent, this depends on you. In the planning section, I encourage you to set some targets for yourself. Once you know what you are aiming for, there is a much better chance you will achieve it. However, you still have to put in lots of effort and be disciplined.
So think of this as a way of working with someone who genuinely cares about getting you results. I am a salesperson by nature – I was trained in one of the best companies in the world – Xerox – and I still love the thrill of a potential deal, negotiating to close it and winning new business. I am certainly motivated by money, but I am motivated more by helping other people achieve their dreams and goals. There is not much better in this life than getting a phone call from a customer who has just smashed their targets and who is so excited they cannot contain themselves! To give you an example, one of my customers increased their turnover from just under £1 million to £1.5 million in just 6 months after working with me. That sort of improvement did more than just bring in money – it secured the future of a 35-year-old business and meant that they had the tools to strategise for themselves and take their business to the next level. The MD was absolutely buzzing when he told me the figures and I got such a kick out of knowing I had worked with them to achieve that.
OK, you might not be turning over that sort of money, but what might you achieve?
Well, for a lot of my clients, they genuinely don’t like selling. They do it because they have to. After working with me, one of two things usually happens:
- They start to enjoy selling because they understand what to do and know how to do it. In other words, they are closing more (often more profitable) deals and their turnover is rising.
- They earn enough through learning and applying my principles that they can afford to take on someone to sell on their behalf – either another employee or perhaps by outsourcing the sales function
So what can you expect? Genuinely, to make more money and take away the fear and the worry of selling.
How quickly can I expect results?
You might not see results straight away (of course, it’s possible that you will, but everyone is different and there are lots of different types of businesses). It might take weeks, months or even longer. There are lots of people in the business and coaching world who promise amazing results for very little effort. That often brings them lots of money, but doesn’t help you.
When you work with me, I will not mislead you, I will not promise you miracles and I will not abandon you. I believe in setting aggressive targets, but I also believe in being realistic and not expecting you to run before you can walk. That is why everything is set out really clearly.
If you do diligently apply what is in the coaching programme, you will definitely grow your business considerably faster than you would have if left to your own devices. My most successful clients have applied what they have learned with me and implemented it, regularly, consistently and have understood that they are playing a long-term game.
How can I guarantee that I will get more sales?
I only work with businesses if I believe you are offering a genuine product or service and you are committed to growing your sales. Some people who approach me are not a good fit and I will not work with them. There is no point in accepting clients if I cannot help them.
If I decide you and I have great synergy and there is genuine potential to help you, then we will have a successful relationship because, believe me, it is ALL about getting you more sales. Whether you have modest ambitions or you want to achieve incredible increases, then we will work out your goals and put in place a plan to achieve them. Through a mixture of process, coaching and accountability, you will get the increase in sales you need.
Will I recover the investment I put into this coaching programme?
The answer is a resounding ‘yes’. Some of my clients have recovered the whole cost just by winning one new client or project. And don’t forget I specialise in increasing sales – I am not just a marketer who gets you leads but doesn’t help you convert them into actual paying clients. For me, the greatest satisfaction comes from that new order, the big sale, the establishment of a great new business relationship and the long-term security you get from a pipeline of potential clients and a portfolio of existing clients who will come back to you time and time again.
Oh…..and you sharing that news with me!
How will we work together and what does the programme entail?
You will receive regular coaching calls by Skype, a detailed workbook with templates and exercises, membership of a closed Facebook group with other people on the programme and access to additional resources (workshops, video downloads, written materials) as they become available.
Oh yes, and you will definitely get me – not another coach you have never met!
You can schedule your coaching calls yourself so you are completely in control of how this fits in with your life and of course, it is up to you how you plan the work from the main syllabus. The coaching calls are structured to cover all elements of the programme, but you can also specify if there is a particular subject you want to cover. For example, perhaps you are meeting with a potential big client and you want some coaching on how to handle the call. Well, let me know and we will work out a strategy for you. Or you might want help crafting your elevator pitch because you are going networking. You get the idea; it is structured but you are in the driving seat!
How long is the programme?
6 months. However, there is the option to continue with a maintenance programme afterwards.
For clients who achieve outstanding results, they can go to the next level of coaching, where we manage the transition from a small and profitable business to a next stage business. This is only for clients who are turning over in the region of £100,000 per annum or more and focusses on the different challenges a rapidly growing business can face.
What is the coaching investment?
You have 2 options:
1 Fast Track
This programme is for people who are in a hurry to get tangible results and who require assistance through strategic planning, collaboration and brainstorming sessions. There is built in accountability and timed assignments to be completed after each coaching session, for maximum results.
With this option you get 3 scheduled 50 minute calls per month, to get you moving quickly, stay on track and eliminate any obstacles that are currently in your way. The focus is on getting you more business than you would on your own.
£2,100 (payable either in one payment or in 6 instalments of £350) Go to booking page
2 High Achievers
“I don’t have time to muck around – I want my coach when I want my coach”
This option is for mavericks who work best outside of a routine or who want to move extraordinarily fast. It’s also for those who prefer not to wait until a scheduled appointment to move forward, because they have their own schedule.
Your coaching calls are made when you want them, for as long as you want them for up to 3 full hours per month (and yes, we can do more than 3 hours per month and we’ll rate that time accordingly). You can choose how to receive this coaching – 6 x 30 minutes, 1 x 3 hours, or some other combination – whatever suits you. Note, to keep you on track, your time does not roll over into the next month, so use it!
£3,450 (payable either in one payment or in 6 instalments – initial deposit of £975 then 5 instalments of £495) Go to booking page
Do you offer any discounts?
No. The coaching programmes have been carefully priced to offer as much value as possible to you at two different price points. If you feel you cannot invest the greater amount in the High Achievers package, then you will still get good results with the Fast Track package. I do however, offer a choice of either payment in full or payments spread over 6 months, to help you budget.
What payment methods do you accept?
We take most major credit or debit cards
You can pay directly by BACS
OK, I know which programme I want. How do I get started?
It is very simple. Once you know which programme you want to do, click here for Fast Track and Here for High Achievers to take you to the booking page, where you will see the different options. Your initial payment will be via Ticket Tailor and, if you choose to pay in instalments, the remaining payments can be made either by BACS or by credit or debit card.
If I’m not sure I’m ready to start now, how can I sample your work at a low cost to see if it’s the right solution?
I would encourage you to come along to one of my workshops and meet me in person. I run “7 Steps to Sales Magic” workshops regularly throughout the year and it is a great way to get some great value takeaways and do some networking with other like-minded business people as well as ask me any questions you may have.
I do make a small charge for these events (I have learned from experience that if I make the events free, then people book and then don’t turn up) however, the charge is really very small. Here is the link to check out the next dates.
I have a family and a busy life. Although I need clients badly, I don’t have much time to spare. How much time do I need?
First of all, I get this completely. Everything in this programme is tailored to making you work smarter and not harder, so that you increase your income as well as achieve a better work/life balance. All you have to do is commit yourself fully to making the system a priority in your life and following the process.
So initially I would suggest that you try and commit between 2 and 4 hours per day to implementing what you learn. Now, that might not be realistic for you – perhaps you can only manage an hour a day or one day per week. Ultimately, it is up to you; the more you put in, the quicker you will get results. Therefore, you may need to put other things ‘on hold’ for a while, or reprioritise some of your other activities to give you time to focus. There are tools in the programme to help you with this.
It really is up to you, but if you are serious about increasing your income, you need to ensure you have time to implement.
OK, I’m ready to do this for myself and my business, but I have a couple of additional questions. Can I call you?
My number is 07748 994 334
If you feel you want a more detailed discussion, or you still have loads of questions, here is a link to my diary – you can book in a proper scheduled call with me to go through any queries you still have.