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Monthly Archives: June 2017

Developing Sales Forecast

If you operate an established sales business, then the best data that you have access to in order to run a sales forecast is historical data. The sales figures for over the last few years will provide you with a good indication of how the business is going to perform over a given quarter.

Historical data should give you an indication of how many new customers you are likely to acquire and how many will drop off. This will in turn feed into how much marketing and sales activities you will to do in order to win new business.

You should look to break down historical data into customers and product lines, to understand which customers bought what products and how many of each were sold. By focusing on more profit product lines this will enable you to generate more revenue with the same amount of effort.

If you are starting a new business, then sales forecasting can be a bit more difficult, as you do not have access to historical data. However, you can analyse the following in order to try and estimate sales figures for a given period:

• Analyse competitor sales data (If its available)

• Carry out market research

• Seasonal trends in the market you operate

All of this data will give you a good indication of the likely sales figures you can achieve in a quarter. It’s important that you make conservative estimates about the growth of the business, as overestimating could cost you down the line.

Affiliate Marketing Business

Time Management

When you work out in this brick and mortar world, other people determine the deadlines you have to meet. They also can push you to do and accomplish a certain amount of work during a given period of time. Those you sign your paycheck decide what your due dates will be.

When you work at affiliate marketing — or any other online business — only YOU set the deadlines. Nobody will tell you what tasks need to be completed, or when.

When you are first starting out, you’ll be building your business gradually, most likely in your spare time. So you’ll need to develop skills for managing your time wisely, and getting as much done as possible in as little time as possible.

Good time management can really help you get anything off the ground faster — not just your affiliate marketing business, but many other aspects of life. Time management includes the coordination of many important skills:

  • Setting goals – short, medium, and long term.
  • Determining priorities, urgencies, and deadlines.
  • Doing things in the right order, at the right time.
  • Grouping similar tasks and not doing the same thing twice.
  • Taking advantage of your “peak performance” times.
  • Being organized (not losing things means you don’t waste time looking).
  • Delegating (eventually) to others.
  • Not wasting time.

Being in the Business of “Selling” and “Pre-Selling”

To some extent, affiliates don’t actually “sell.” But they do connect customers with products – and they certainly are “in business.”

Sometimes affiliates engage in “selling” by purchasing advertising, such as in the pay per click (PPC) business model. These affiliates buy ad space online. Visitors click their affiliate links in these ads or on the web pages these affiliate create to promote products.

In other cases, affiliates engage in the creative use of a process called “pre-selling.” These affiliates develop websites or email newsletters filled with information – called “content” – which inspires visitors to click on affiliate links and purchase products.

But in either case, if you want to really succeed as an affiliate, you must be willing to develop a businesslike mindset. You need to think in terms of profit and loss, and you must enter into it with the mindset of always getting a good Return On Investment (ROI).

Also, you need to learn how to outsource everything properly, so that other people do everything you need for you.

What Is a Businesslike Mindset?

Some of the realities of being in business (ANY business) are:

  • There really IS no business until sales are made. You don’t have to enjoy being a face-to-face salesperson, but you DO have to be okay with the idea of selling something to people!
  • There are a great many business-related tasks associated with affiliate marketing – and you WILL have to do them. These include advertising, selling, keeping records, calculating profit and loss, and taking care of tax issues.
  • Affiliate marketing is a “hands-on” business that will require your time and effort. So it’s important that you are willing to learn to enjoy at least most business tasks.

Alienate Sales Team

To assist in this quest I have constructed the major behaviours to adopt which will ensure that your team will a) be alienated, b) have contempt for you, and c) will at the first opportunity leave. The numerical sequence does not indicate a ranking. The behaviours are:

Spend as little time as possible accompanying your salespeople on customer visits. A good ratio would be 5% of available time – or once a year with every team – whichever is the lower. The most important thing for sales managers is to focus on manipulating spreadsheets of sales data so you can work out who to fire next.

Whenever you’re on an accompanied call make sure the customer knows that you have more knowledge and experience than the salesperson. In this way the customer will tend to talk mainly to you. Obviously, when the opportunity presents itself, close the sale. The salesperson will then know how it’s done and will appreciate the lesson learned.

When you do go on calls with the salesperson try not to spend a full day as the salesperson might think you have nothing better to do. It’s a good idea to arrange for someone in the office to call you at a specific time so you can say that something more important has come up and you’ll have to leave in order to deal with it.

It’s important to keep your mobile switched on all of the time – whether you’re out on calls with a member of your team; whether you’re in a meeting; if you’re on a training course or at a conference; or in the toilet. If you put the phone on silent no-one will know it’s switched on. As a sales manager it’s vital you are able to be contacted at every minute of the day. You should consider leaving your mobile switched on 24/7. Your boss might try calling you during the night or at weekends just to check out your commitment.

Have a brainstorm session at every sales team meeting to generate ideas for increasing sales. This is important whether the team is on target or not as there will always be someone who is behind target. Make sure you pick on underperforming individuals to pick out the best idea for increasing sales and have them commit to a specific target to achieve between sales meetings. You don’t need to do anything with the ideas as they will probably come up again next time you do brainstorming. The act of doing this at every meeting shows how important increasing sales is.

Publish a league table of results which should be updated each week. It is important for those salespeople who are falling behind others to see the gap increasing each week as they are probably not aware of their poor results in relation to others in the team.

Be sure to support the idea that managers always have a superior benefits’ package to salespeople, no matter how successful they are. Whilst many members of your sales team might not be able to determine how much you are paid, one way of making them feel inferior is the choice of company car, on the assumption that your company still provides company cars. When your new company car arrives, and hopefully it’s a superior model and specification than for salespeople, either arrive early at the next meeting and pretend to be unloading something from the boot as they arrive. This will give you the opportunity to say loudly ‘sorry I’m running a bit late – I haven’t got used to the new features on this car yet’. If your company gives you a car allowance, be sure to bring up how much you’re saving every month because of the new policy.

Brands Need Invest in Event Marketing

The biggest drawback of digitalization is that its impact is not long lasting and it has a low recollection value when it comes to making an image in the minds of the consumers. You can remember the image of any product, its specifications and features but you fail to remember the brand name of the product. You usually forget about the online ads that you visit. The brand recall is much more in traditional markets, particularly when there is a substantial brand experience.

So as to make a difference in the market and earn a desired place in the minds of customers, brands and agencies desperately need viral connect and they need to have a long lasting experience and impactful activities. This strategy is all about enabling the personal connect between brands and customers by various methods. They create real life experiences that are worthy of sharing. Such experiences merge digital and real experiences so as to craft strong memories and make an impactful connection between brands and its consumers. Event marketing makes such an experience for the consumers that are worth sharing and you can later share it in the newsfeed and among all your networks.

The idea of experiential marketing is not a very fresh concept. There have been many high impact activation brands that have created a perfect connection of experience with the development in technology and improvement in digitalization. Experiential marketing takes better care of ads and circulates them evenly on social media platforms for getting better publicity and enough advertisement. We have channels like Facebook, Twitter and even LinkedIn that offers rational ways to contact with the kind of audience that you they are going to target.

If you keep in mind the advantages of each of these strategies and create a campaign playing on the strengths of these strategies, it is equivalent to a job that is done perfectly. Even if you are not sure about how to start such marketing policies, you need to start things and you need to have perfect guidance from the experts. This way you can get in contact with your targeted consumers and your marketing strategies will work out perfectly.