Kevin Smith’s Post

As a consultant to small business owners, I know that mastering first-time sales calls is crucial. These calls aren't about closing the deal right away—they're about qualifying the prospect. The key is crafting an opening value statement that piques interest without causing resistance. Start by introducing yourself, your company, and why you’re calling, but make sure the reason speaks to the prospect’s needs. A well-constructed opener sparks curiosity, creating a desire to keep the conversation going. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook! Bonus content every week in our exclusive Facebook Group for Playbook subscribers called Casual Fridays! Join for free today!

As a consultant to small business owners, I’ve learned that mastering first-time calls is key to successful sales. It’s not about closing the sale on that first call—it’s about qualifying the prospect. Whether the lead is warm or cold, the objective of the first call is to determine if the prospect fits your offering. This saves time and sets the stage for a more focused sales process. When you make follow-up calls, the goal should be to reignite the prospect’s interest and continue guiding them down the sales path. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook! Bonus content every week in our exclusive Facebook Group for Playbook subscribers called Casual Fridays! Join for free today!

As a consultant to small business owners, I’ve seen how offering too many choices can overwhelm potential customers. Sometimes less really is more. When businesses streamline their services, customers feel more confident in their decisions. For example, offering fewer, clearly defined packages can lead to higher sales. There is a famous jam experiment, where by reducing their flavors from 30 to 6, their revenue increased over 30%. Simplifying your offerings can lead to better customer satisfaction and more revenue. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook! Bonus content every week in our exclusive Facebook Group for Playbook subscribers called Casual Fridays! Join for free today!

As a consultant to small business owners, I’ve found that trust is the foundation of successful business transactions. A concept I call "Trust Hacking" uses six key principles to build that trust: Anti-inference Bias (seeing is believing), the Bandwagon Effect, Perceived Authority, Mere-exposure Effect, and Ingroup Bias. Each of these principles, when applied, helps position you as not just a business, but a trusted partner. For example, by using real stories from your current clients, you can create a bandwagon effect that drives new business. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook! Bonus content every week in our exclusive Facebook Group for Playbook subscribers called Casual Fridays! Join for free today!

As a consultant to small business owners, I always stress the importance of staying ahead of the competition. A powerful example is Blockbuster’s failure to recognize the threat of Netflix. Complacency led to their downfall, while Netflix thrived through innovation. Staying vigilant, learning from competitors, and constantly innovating are key strategies to avoid being left behind. Your business should prioritize agility over rigidity. The ability to adapt quickly can be the difference between success and failure. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook!

As a consultant to small business owners, I understand how handling objections can make or break a sale. Objections aren’t barriers—they're opportunities to build trust. The key? Active listening, empathy, and addressing the real concerns behind surface objections. Whether it’s a price concern or product hesitations, reframing the conversation and showing value can turn doubts into deals. By using open-ended questions and sharing success stories, you can create a dialogue that builds confidence and leads to stronger client relationships. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook!

As a consultant to small business owners, I know the power of referrals in driving exponential growth. A referral isn’t just another lead; it’s a vote of trust. By establishing a compelling story for your brand, improving customer service, and offering unique value, you create a foundation that naturally encourages word-of-mouth referrals. Don’t hesitate to ask your customers for referrals and consider rewarding them through loyalty programs. Referrals from satisfied clients are powerful endorsements that fuel sustained growth. Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook!

Running a small business means every email counts when it comes to growing your customer base. Whether it’s keeping customers engaged or reaching out to new leads, the right email strategy can make a big difference. Take this quick poll and let me know which approach has worked best for your business! Want to learn how this strategy could help your business? Join my free weekly newsletter called The Sales and Marketing Playbook at https://lnkd.in/eMP_R4Eb and ask me how to put this strategy into your Playbook!