Jorgie's Jargon, Uncategorized
I hope you had a restful weekend and your day has been productive, I know we are all full steam ahead at the Jorgie Inc headquarters. Today’s term is one that I have noticed over the years people have a negative association with. It doesn’t have to be that way, this word, and what it means, isn’t scary and can be done in a tactful way.
Just remember when you enter into a negotiation, it’s just sales, and do not be nervous!!
Negotiation is a strategic discussion or bargaining process between parties with the goal of reaching a mutually acceptable agreement.
This means you have a conversation with your client and discuss how to come to an arrangement that works for all parties. It’s simple. If your services are out of budget, is there a smaller offering that you can put together or can you extend the terms? There are answers to all objections in a negotiation, you just have to be creative.
Need to hone your negotiating skills? Let’s schedule a chat! |
Jorgie's Jargon, Uncategorized
This week’s term is one I am asked about frequently. People are never sure if taking a draw is right for them, and honestly there is no black and white answer as everyone’s situation is different. Being in sales however, this is something you may eventually need to consider.
A Draw or Draw on Sales Commission is a term used to note a certain pay structure. The ‘draw’ is released against expected commissions or earnings. In layman’s terms you are advancing your commission. Draws can be good or not so good. On the good side draws can give you a consistent source of income during slow sales periods, but when times pick back up you will have that draw taken out of future commissions.
Want to see if a draw is in your best interest? Let’s schedule a chat!
Jorgie's Jargon, Uncategorized
As we head into this next week, take some time to reflect on the goals you accomplished last week, and how you can build upon them. Small actions done one upon another can produce amazing results. If you are looking for some reading materials, 2 books I recommend are The Slight Edge and The Compound Effect, they speak perfectly to this idea. This week’s word is a great example of using compounding in your business.
Upselling is when you find a higher-end solution for an existing customer. For example, you sell a client a subscription software system and they are happy with the program. You follow up one or two months into the subscription and offer the next tier plan, which is a higher cost, but also offers more robust features. In the simplest of terms, think “would you like fries with that?”. What can you offer as an add-on feature or Upsell to your clients?
Need help with your upsell? Let’s schedule a chat!
Jorgie's Jargon, Uncategorized
This weeks word, well phrase really, is one I talk about a lot. When you set goals, no matter the size, you need some sort of measuring system to keep you on track and ensure you are making progress toward the goal and not spinning your wheels.
A key performance indicator is a value that indicates how effectively a business is reaching its goals and objectives. KPIs have multiple levels – a high-level KPI would focus on overall performance, such as annual growth, and a low-level KPI would focus more on day to day activities, such as sales emails sent. They are more than numbers you report out weekly/monthly; they enable you to understand the performance of your business so that you can make critical adjustments in your execution to achieve your goals.
Need help setting and evaluating your KPI’s? Let’s schedule a chat! |
Jorgie's Jargon, Uncategorized
Welcome to second quarter! We have reached the point of the year where you will start to see the fruits of your labor from Q1 payoff. All of those prospect calls you have made will become appointments. Q2 is where the magic happens. This week’s word shines light on something we should all have an eye on all year.
What is a Strategic Partner? A strategic partner is another business with which you form an agreement to share resources with the mission of growth and mutual success. There are different types of strategic partnerships. Try to think outside the box with these, you can have a partnership with someone in your field or someone completely different. A virtual assistant and a website developer for instance, both get a lot of referrals for one another, but what about a hairdresser and a counselor? People always unload on their hairdressers, when someone is having a tough time if that hairdresser has a counselor as a strategic partner, she can refer that business. Take a look at your network this week, who can you align yourself with? Use the example above as well, who is an out of the box partner for your business?
Want me to help you expand your network and partnerships? Let’s schedule a chat! |
Jorgie's Jargon, Uncategorized
I cannot believe we are about to close out first quarter this week, how was it for you? Mine was good, but you all know me by now, I never stop trying to level up. If you are looking for some help going into second quarter and beyond, register for my 2 Day Intensive happening this week, here, you will leave fully equipped to crush your goals and then some.
Now onto this week’s word.
I love discovery calls. These are the first calls you will have with your potential clients. They help you learn what you need to know about the person on the other end of the line.
With a discovery call, the focus is not to close the sale, though it does happen, this call is to get to know the prospect and identify pain points. This way you can strategize how your services can help relieve these pain points. These are your 15 minute calls after the initial touch where you work on your care story.
Need some guidance on what to ask during a discovery call? Let’s schedule a chat! |
