Jamie Martin shares his top business tips for 2023

Jamie Martin of Correct Careers Coaching shares his top business tips with us for 2023. Correct Careers Coaching delivers modern sales training (full sales cycle) including social media marketing/prospecting, lead generation, new business conversion, client relationship management, negotiation, as well as our own pioneering programme - sales psychology.

Correct Careers Coaching’s top tips for 2023 would be: 

#Top Tip 1: Identify your Ideal Customer Profile (ICP)

This is a target prospect or company you want to work with or who is predicted to buy your service/product.

These ICP’s could be your customers ‘customers, the competitors of your customers, or a specific industry sector within the business ecosystem.

#Top Tip 2: Start at the beginning – Create a sales pipeline/prospect list for your Ideal Customer Profile (ICP).

This could be your customer’s customer, your customer’s competitor, or other business within your customer’s supply chain.

Create a cadence (sequence of actions) with personalised sales touch points, i.e., the communication you have with a prospect while pitching to them.

Examples of communication:

• Phone call
• Email marketing or newsletter
• LinkedIn private message
• Handwritten letter posted
• WhatsApp Message
• Voicemail
• Send a gift
• Video Conference/Face to Face meeting
• Referral

And so on and so on…

Take your time to develop a sales strategy and sales process to build long-lasting relationships with the customer during the buying journey.

Repeat, analyse, and adapt your sales process to convert more customers effectively!

#Top Tip 3: How to connect with prospects on LinkedIn…

You need to give a reason for someone to ‘Connect’ with you. Do you have a mutual/ connection/s? Did you have a conversation at a networking event? Did a business contact advise you to approach this prospect?

Or do you want to use their services? And give them a LinkedIn ‘Recommendation’

The WHY is important when sending a connect request. Some people on LinkedIn will be near to their connections quote and will be selective on who they accept.

If your connection request wasn’t accepted – why not ‘Follow’ this prospect instead and you can still

engage with their social media marketing.

#Top Tip 4: Understand how your prospect prefers to communicate…

Dale Edgar’s research highlights that when we are learning new information, we retain 10% (when reading), 20% (when hearing), 30% (when seeing), and 90% (when doing). 

Why is this important to know?

When you pitch, your prospect might not retain all the information you speak!

Make sure you have some visuals and a demonstration.

Is there a practical activity you can do with your prospect? This could be possible with a product. If you provide a service, why not ask your prospect to speak with one of your previous clients to find out how your service benefited them.

#Top Tip 5: Types of automation to consider to for your business:

Sales Enablement – resources and tools to convert business in to sales
Recruitment, onboarding, and employee engagement
Data input, processing invoices/claims/purchase orders
Chatbots, customer support, IT help

For more about Jamie visit https://www.correctcareerscoaching.com