Interview: first 6 months in business

2 year dream after first 6 months in business

Rachael Howourth of Momentum South West shares the story of the first 6 months in business.

Why did you start the business Momentum South West?

I’d dreamt for years of running my own business and I’d always known that if I did, it would be a consultancy of some kind.  Working in Sales and Leadership for 20 years in a large corporate business has taught me a huge amount about how to be successful in business.  I’ve sold to many different types of customers and managed many different types of staff – I’ve definitely lived and breathed the business world.

But the main reason the business began when it did is because that’s when my confidence level had reached a point where I thought I had enough to offer.  I’d been working with a business, just giving some advice and support, and the new strategies I’d advised on had delivered an uplift in business results of over 50%.  That’s when I realised I had skills that I could really use to help others’ succeed.

How’s it going so far?

It’s going really great.  I’ve now got clients using each of my offerings; strategy, training and coaching.  Some of my clients are really successful businesses who are investing in keeping it that way, and some are micro SMEs.

I’ve got so many ideas for the future but I’m keeping my feet firmly on the ground for now.  I’ve built a few Training Courses which are my bread and butter; these are ASPIRE Consultative Selling, Negotiation Skills, Leadership Skills and Coaching Skills.

What’s been the hardest part?

The hardest part during the last 6 months has been the time it’s taken to align all of the necessary parts of the business.  I’m making sure it’s a brand I’m building and that it becomes easily recognisable, as well as builds loyalty.  The marketing activity takes a long time.  I know I could now give it to a professional to handle, but they can’t think about my business the way I do.  I’ve learnt how to build a website, how to rank on Google using SEO tactics, how to engage in email marketing, how to blog, how to optimise photos, how to start and market a You Tube channel, how to use Instagram for business.  The list goes on….

What have you enjoyed the most about the first 6 months in business?

I’ve enjoyed the feedback from clients.  Reviews have been left on my Facebook page, Google and sent to me in emails and the positivity has been overwhelming.  I did some workshops for Natwest Plc which had amazing feedback and some of my coaching clients are enjoying results they’d only previously dreamt of.  It makes me feel incredibly proud and excited for the future.  If I can achieve that in the first 6 months in business, who knows what I can do for Momentum South West in 5 years.

first 6 months in business customer reviews

The other thing I really enjoy is public speaking.  I’ve done quite a few breakfast seminars where I speak on a chosen topic for the benefit of the audience.  I like doing it and it always opens up new client opportunities.

Where’s it all heading?

2 year dream after first 6 months in businessI do have a vision.  It’s a vision for 2 years time, maybe longer.  I plan to expand the Training Course offering by bringing in different Trainers who are experienced in sectors which compliment my specialisms of Sales and Leadership.  I also intent to bring in a customer relationship manager and and digital marketing exec.

But the really big dream….is to open a Coaching Retreat.  A place of solace where the big hitters from the city can escape to Devon to invest in their own personal development.  I hope for it to be a beautiful barn in the country somewhere, with accommodation and facilities done to the highest standard.

To book Rachael to speak at your breakfast seminar or to discuss your business requirements in relation to Sales and Leadership growth, call her directly on 07980 910316.

Or email enquiries@momentumsouthwest.co.uk

11 TIPS to Be a Better Salesperson

Be a better salesperson

So you want to know how to be a better salesperson?

I’m going to share some tips to help you not just to be a better salesperson, but to be a salesperson that your customers will love.

It’s commonly debated whether the skills for being a super-duper salesperson can be learned, or are they just part of your very being.  What do you think?  Do you often wonder what it will take for you to be a better salesperson?  On a day when you can’t seem to close a single deal, it feels like you’re pushing treacle uphill and nothing is ever going to ‘go right’ for you again.  But then you get that amazing call that says “yes, we’d like to go ahead” and all is well in your world again.  Balance is restored.  And target is achieved (those words we just love to hear)

So here’s my tips, in no particular order;

  1. Know your customer and be genuinely interested in them.  If you sound like you’re going through the motions, the customer will pick up on it.
  2. Seek to solve their problems – nobody buys anything because you did a great presentation.  It’s got to be the right solution for the customer.
  3. Tailor your communication style to suit your customers’ preference
  4. Be a great listener – sales people are known for talking, but it’s listening which will make you successful.
  5. Don’t pitch at every customer you engage with – gain agreement that there’s a problem which needs solving first.  Understand timescales and customer appetite before moving in to your pitch.
  6. Build knowledge and credibility in your own market sector, but also that of your customer.  You really must ‘know your stuff’.
  7. Always be prepared and highly organised.  Update your CRM, track your pipeline, know your numbers.  And don’t slack on your paperwork.
  8. Do what you say you’ll do.  Following up is vital, breaking a promise to a customer will lose you the sale and your reputation.
  9. Behave with integrity at all times.  This is a biggie – never compromise your personal values.  If it doesn’t feel right, it probably isn’t.
  10. Build a trusting relationship.  The decision to buy is made with emotion, rather than logic.  You must position yourself in a place of trust and credibility, especially if you intend to develop future cross-sell and upsell opportunities.
  11. NEVER EVER make a sale if your instinct tells you it’s not in the interests of the customer.  If that means missing target, so be it.

Sales is fun – enjoy it!

Momentum South West run sales training courses delivered in your business or as open courses across Devon, Cornwall and Somerset.  We can also support with 1:1 Sales Coaching programmes.

Our clients give us great reviews.

Get in touch for a free consultation.

 

Consultative Sales Training Course – ASPIRE

ASPIRE is the Consultative Sales Training Course that will turn your sales results around….for the long term.

Hello, I’m Rachael Howourth, the founder of Momentum South West.  I’ve been in sales for 20 years and I know what it takes to be successful. And more importantly for you, I know how to win new customers, to retain and grow existing customers and how to built advocacy.

Momentum South West provide training, coaching and consultancy services to businesses and individuals across Devon, Cornwall and Somerset.  We’re proud to work with some fabulous clients and to have received 5 star reviews for our work.

In this blog, I’m going to share a little bit about each stage of the ASPIRE Consultative Sales Training Course.  So here’s a series of videos to introduce our approach to sales.

 

 

 

 

 

Hopefully those short videos explained a little about each stage of the ASPIRE  Consultative Sales Training Course.  We’d love to speak to you about rolling it out in your business.  Investing in your sales team is critical if you want your results to improve and grow.

Consultative Sales Training Courses are running in your area – get in touch.

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