In light of recent unwanted media attention, The Institute of Fundraising recently made changes to its Code of Practice (http://www.institute-of-fundraising.org.uk/code-of-fundraising-practice/code-changes/). One of the main changes is that all fundraising calls must now be checked against the TPS whether that call is to a current supporter or not. Unless that person has given explicit consent for marketing calls, from that organisation.
Given that that volume of landlines currently on the TPS is around 70% this will eliminate a large volume of potential donations. This, you would think would be devastating to the fundraising market. Well on the face of it, it is, calling volumes will go down in the short term but fundraisers can do a number of things to mitigate this in the short, medium and long term.
1. First things first they must communicate with all donors and understand their 'marketing' preferences, if any. The new regulations allow for administrative calls to be made without the need to TPS the telephone numbers. Although charities may want to write to all their donors with a positioning statement around the use of data and why marketing preferences are important. The use of calling, in this scenario, would be better off being used as a 'mop up' and carried out very carefully.
2. Mobile numbers are nowhere near registered in the same volumes on TPS as the volume of Landlines. Approximately 1.5% of mobiles are on TPS and they are more receptive to being answered as well. This figure can only go up though so any fundraising organisation should understand what penetration of mobile numbers it has on its supporter base and potentially change contact channel. This would be a good way to contact those people that have not been reached in step 1, after alternative channels have been tried first.
3. Fundraisers who do not validate landlines or mobiles (processed through TPS or not) are always going to be calling invalid numbers where this invalid range can be anywhere between 5% and 50% depending on the age of the data. This results in a waste of resource, therefore they should validate the numbers they are able to call and scale back on the resource required, to call these supporters. This will lead to an increased return for the calling activity.
4. In conjunction with validating landlines and mobiles, fundraisers could look to improve the quantity of alternative telephone numbers they can obtain whether this be landlines, or as mentioned previously Mobiles.
5. The long-term strategy for any fundraiser to implement, but the most worthwhile, is to truly understand its supporters. Fundraisers should look to approach all its supporters with the:
a) The right message
b) At the right time
c) Using the right channel
So while it may seem like things are going to be challenging in the NFP sector, there are solutions available to ensure that the donations keep rolling in and at a better return than is being received.
Tuesday, 8 September 2015
Wednesday, 29 July 2015
Helping you sell more stuff - Qualifying Opportunities
Every organisation has a different way of helping their sales people sell more. My objective in this series of articles is to provide a few tips that I have picked up.
Unlike some sales trainers, I don't claim that this is going to make you a millionaire over night but they have helped me so why not share the love. That is unless you are competing against me in a tender situation, in which case ignore everything I say, in fact do exactly the opposite.
There are lots of methods of qualifying opportunities out there in Salesland, you may have your favourite. If you do and it works for you, then fantastic, you can stop reading and go and sell stuff. If you want to see a slightly different method or are new to sales then read on and hopefully it will help you. If it does let me know, if you think it is a complete load of tosh, then let me know.
Here is how I qualify opportunities, using 'FAINTS':
Finance
Your prospect may not have a formal budget. But
they need to have the necessary funds somewhere - even if it means reallocating
existing budgets from elsewhere. You need to be targeting organisations and
opportunities that could afford to invest in your solution if the
right business case were to be made.
Ask your prospect what their budget is and if there isn't one assigned, understand the process they need to go through to get it assigned. If they are woolly about their budget or ability to get one, then qualify out or agree to leave the opportunity until they can firm up these details.
Ask your prospect what their budget is and if there isn't one assigned, understand the process they need to go through to get it assigned. If they are woolly about their budget or ability to get one, then qualify out or agree to leave the opportunity until they can firm up these details.
Authority
You need to have a direct connection with an
individual (or a group) that has the authority to solve the problem and the
clout to find and approve the necessary funds. Promising opportunities that
offer no access or path to power are far less likely to
close.
You need to either negotiate access to power (this is often far easier to do at the start of the process than at the end) or think seriously about qualifying out. Ask them questions about who makes the decision and who can sign off what spend values.
You need to either negotiate access to power (this is often far easier to do at the start of the process than at the end) or think seriously about qualifying out. Ask them questions about who makes the decision and who can sign off what spend values.
Impact
It is not enough for your prospect to
agree that a need exists. They also need to acknowledge that not dealing with
the issue will have a measurable impact on their organisation in terms of
reduced revenues or increased costs.
If you can’t get your prospect to calculate and agree the negative impact of doing nothing you would be well advised to try harder or qualify out. This links well to Sales Value Propositions, that I will talk about at a later date.
If you can’t get your prospect to calculate and agree the negative impact of doing nothing you would be well advised to try harder or qualify out. This links well to Sales Value Propositions, that I will talk about at a later date.
Need
Impact really ought to come after need, but it would make for an inconvenient
and unpronounceable acronym. A need is a goal, issue or problem
that affects your prospect’s organisation and which you are well equipped to
solve.
There’s no way that an opportunity without a clear and acknowledged need ought to be able to pass qualification. Establish the affect of the goal, issue or problem on the prospect, their team and the business as a whole. If you can't identify the needs then you can't asses the Impact (see above).
There’s no way that an opportunity without a clear and acknowledged need ought to be able to pass qualification. Establish the affect of the goal, issue or problem on the prospect, their team and the business as a whole. If you can't identify the needs then you can't asses the Impact (see above).
Timing
Where’s the urgency to do something? Can you
identify (or help create) a compelling event that will force a decision?
Will sticking with the status quo result in a growing economic case
for change?
If neither a compelling event or a growing economic case for change can be established, you need to be cautious about your chances of closing. Opportunities without a compelling event tend to stick around in sales pipelines for far too long.
If neither a compelling event or a growing economic case for change can be established, you need to be cautious about your chances of closing. Opportunities without a compelling event tend to stick around in sales pipelines for far too long.
Solution
Imagine dealing with a CEO, who has a need, that is costing him dearly, he has allocated budget and a deadline he’s working to. Unfortunately his need is for a ‘coca cola vending machine’ and you sell Maxpax (do they still exist????).
This element seems obvious but many salespeople will try and push a product or solution that doesn't quite fit. If it isn't in your 'sweet spot' then recommend a company that does. You never know they may recommend stuff over to you at a later date.
Imagine dealing with a CEO, who has a need, that is costing him dearly, he has allocated budget and a deadline he’s working to. Unfortunately his need is for a ‘coca cola vending machine’ and you sell Maxpax (do they still exist????).
This element seems obvious but many salespeople will try and push a product or solution that doesn't quite fit. If it isn't in your 'sweet spot' then recommend a company that does. You never know they may recommend stuff over to you at a later date.
Next Time - Sales Value Propositions.
Friday, 19 June 2015
6 Tips On How To Get More Business From Face to Face Networking
There are literally thousands of Networking events year in year out some very good, some very bad.
Below are my top 6 tips for a better Face to Face Networking strategy....please feel free to implement some or all of them. Also feel free to disagree with me, life would be boring if everybody agreed all the time.
1. Research - You will receive loads of recommendations as to why a specific Networking Group is the best in the area, country, sector, universe. Spend a few weeks researching these groups. Speak to your peers, speak to members of the group (note - ask if they get a kick back for introducing new members), go on line and search the group, take to Social Media to see what people say about the group. Essentially you are trying to establish if the group will work for you. Once you have established the best Networking Groups for your requirements, narrow the list down to a small number and better to go local if you are a novice.
2. Prepare - Even if you have been to 100 Networking sessions, always prepare for the next. Things to think about prior to going to the session
3. Mingle - Very straight forward, introduce yourself to people that will be of interest to you. Remember you have asked who will be there, so you know who to target. You can wing it but you could take up half the session introducing yourself to people who may be lovely but are not on your hit list. Obviously pick your moment when approaching a target, barging in half way through a joke and laughing at the punchline will make you look like a lunatic. General rule of thumb is if people are in a closed position then leave them, if they are in an open position then they are fair game. Do not stand in the corner looking like new boy/girl at school, this just screams, 'I don't know what I am doing here'.
Try not to spend more than a few minutes speaking to people you know. If you know them meet them after for a drink and chat then.
4. Give to Receive - I have seen so many people going round events 'speed networking', they go round handing out business cards, identifying targets and moving on if they see little or no value. The premise is that you should give out as much as you receive, do not go to an event JUST looking for new business. You will be soon cold shouldered by the other members of the group. Therefore I have found the best approach, go to an event looking to help people before you get help back. So once you have done the intros, ask the person what they are at the event for or even more bluntly 'who are they looking to do business with' If you don't know anybody that can help them, you now know what they are looking for so you can now keep 'em peeled. Nothing is better than receiving a call at a later date stating how you met at the Networking Event and you now know a Printer, Pension Advisor or B2C Customer Marketing expert. Word will quickly spread that you are genuinely looking to help and then leads will come back your way over the long term.
5. Record - You have their business card, you have a pen, after the conversation has ended make a quick note as to what they are looking for and any other notes e.g. big football fan, loves fishing, likes to talk about her family etc. After the event collate a quick spreadsheet of who they are, how to get in touch, what they are looking for and any notes.
6. Follow Up - Assess how successful the event was on the night and after. Do not assess any networking event after 1 session. You need to go 3 -5 times before people let you in their inner sanctum. If after this number of attendances you have nothing to show then move on but keep in touch with key people as they may go to other events. Also, If you say you are going to do something then do it. Again word quickly spreads if you do/don't do this.
I am sure there are many more great tips that I have not put here, so please feel free to add. Most importantly good luck!
Daniel White
daniel.white@gbgplc.com
07772953490
Below are my top 6 tips for a better Face to Face Networking strategy....please feel free to implement some or all of them. Also feel free to disagree with me, life would be boring if everybody agreed all the time.
1. Research - You will receive loads of recommendations as to why a specific Networking Group is the best in the area, country, sector, universe. Spend a few weeks researching these groups. Speak to your peers, speak to members of the group (note - ask if they get a kick back for introducing new members), go on line and search the group, take to Social Media to see what people say about the group. Essentially you are trying to establish if the group will work for you. Once you have established the best Networking Groups for your requirements, narrow the list down to a small number and better to go local if you are a novice.
2. Prepare - Even if you have been to 100 Networking sessions, always prepare for the next. Things to think about prior to going to the session
- What is the format of the session?
- Who runs the session?
- Who is going to the session? If you don't know, ask the organisers.
- Is the dress code formal, informal or that lovely phrase 'Business Casual'
- Do you have your Business Cards at the ready. Try and ensure that your Business Card is of good quality, we all know the quote about how long it takes to create a good impression, especially if there are Printers at the event.
- Have a pen at the ready.
- Have an 'Opening Pitch' and 'Elevator Pitch' ready.
- Opening Pitch (one line) - You will be asked, 'So <Insert your name here>, what do you/your company do? Numero Uno Networking Tip - DO NOT for the love of god say 'oh we provide printer cartridges' or 'I give people great pension advice' or in my case 'GBG are a leading global company for providing Identity Intelligence Solutions'. These responses tend to lead to the person asking another small talk question or thinking 'So What' or even worse 'Who is this guy....next!' DO have a response that is more like 'I provide local businesses the ability to lower their stationery costs' or 'I help people in Anytown maximise their pension funds' or in my case 'I help consumer organisations get a better return from their customer marketing'. You WILL be asked '..and how do you do that?'
- Elevator Pitch (30 seconds) At this point you are 'In' you can then give a succinct overview of how you help Butchers, Bakers or Candlestick Makers do stuff bigger, better, faster more. Hopefully at this point the person asking the question will say 'Oh I know somebody who you need to speak so' At this point you can then punch the air in jubilation....unless you are in a huddle in which case that could be the quickest way to a night at A&E. If you are being a complete guru you will give a Sales Value proposition as your elevator pitch. More on this another day.
3. Mingle - Very straight forward, introduce yourself to people that will be of interest to you. Remember you have asked who will be there, so you know who to target. You can wing it but you could take up half the session introducing yourself to people who may be lovely but are not on your hit list. Obviously pick your moment when approaching a target, barging in half way through a joke and laughing at the punchline will make you look like a lunatic. General rule of thumb is if people are in a closed position then leave them, if they are in an open position then they are fair game. Do not stand in the corner looking like new boy/girl at school, this just screams, 'I don't know what I am doing here'.
Try not to spend more than a few minutes speaking to people you know. If you know them meet them after for a drink and chat then.
4. Give to Receive - I have seen so many people going round events 'speed networking', they go round handing out business cards, identifying targets and moving on if they see little or no value. The premise is that you should give out as much as you receive, do not go to an event JUST looking for new business. You will be soon cold shouldered by the other members of the group. Therefore I have found the best approach, go to an event looking to help people before you get help back. So once you have done the intros, ask the person what they are at the event for or even more bluntly 'who are they looking to do business with' If you don't know anybody that can help them, you now know what they are looking for so you can now keep 'em peeled. Nothing is better than receiving a call at a later date stating how you met at the Networking Event and you now know a Printer, Pension Advisor or B2C Customer Marketing expert. Word will quickly spread that you are genuinely looking to help and then leads will come back your way over the long term.
5. Record - You have their business card, you have a pen, after the conversation has ended make a quick note as to what they are looking for and any other notes e.g. big football fan, loves fishing, likes to talk about her family etc. After the event collate a quick spreadsheet of who they are, how to get in touch, what they are looking for and any notes.
6. Follow Up - Assess how successful the event was on the night and after. Do not assess any networking event after 1 session. You need to go 3 -5 times before people let you in their inner sanctum. If after this number of attendances you have nothing to show then move on but keep in touch with key people as they may go to other events. Also, If you say you are going to do something then do it. Again word quickly spreads if you do/don't do this.
I am sure there are many more great tips that I have not put here, so please feel free to add. Most importantly good luck!
Daniel White
daniel.white@gbgplc.com
07772953490
Thursday, 21 May 2015
No Thanks, We are too busy!!!
The image above has been doing the rounds on LinkedIn and it got me thinking, which some would say is slightly dangerous.
Initially I was of the mindset that most other people 'Yeah that's so true', 'I know loads of people like that', 'This cartoon sums it up'....you get the point. I nearly shared the picture with a similar comment. and then I did something my boss keeps telling me 'Daniel - Go and get the teas in' and after I drank my tea (milk and 2 if you are asking) I remember the second best piece of advice he gave me last week. 'Don't answer the question, ask why'.
So having found it hard to question the Neanderthal men directly, I had to try and run through what I thought was happening in the picture. So thinking about the possible scenarios:
1. What if the square wheel chaps don't understand that round wheels beat square wheels?
2. What if the square wheels chaps understand that round wheels beat square wheels but haven't seen these round wheels?
3. What if the square wheel chaps understand that round wheels beat square wheels but they are using the fact they are 'busy' as an excuse not to speak to the round wheel chap?
4. What if the square wheel chaps don't know what a wheel is and have been told not to talk to men with square wheels (or any other shaped wheels...damn those odd shaped wheel men!) as they know their wheels best.
I am sure there are a few other scenarios but we will leave it at four for now.
Now the ideal way for this picture to be resolved would be for the square wheel chaps to stop and chat to the round wheel chap, understand that round wheels beat square wheels, spend 2 minutes changing the wheels and arrive at their destination 10 minutes earlier. This would free up 8 more minutes time to build a nice rockery, thus finishing the rockery earlier and being able to go home earlier. Plus getting a nice gold star from Head of Rocks for improving the rock deployment mechanism, saving the company thousands of minutes in wasted time.
So what do you take from this.
If you sell round wheels, describe why and how round wheels beat square wheels, demonstrate how round wheels save time/money/both, identify the people that can make the decision on buying wheels and talk round wheels to them. Finally, like a good round wheel keep going and going and going.
If you use square wheels, listen to what round wheel man has to say. The conversation might just make your life wheely easier (sorry couldn't resist!) and get you a pat on the back from Head of Rocks.
If you want to talk wheels, round, square or any other shape, then call or email me.
Dan
07772953490
daniel.white@gbgplc.com
So having found it hard to question the Neanderthal men directly, I had to try and run through what I thought was happening in the picture. So thinking about the possible scenarios:
1. What if the square wheel chaps don't understand that round wheels beat square wheels?
2. What if the square wheels chaps understand that round wheels beat square wheels but haven't seen these round wheels?
3. What if the square wheel chaps understand that round wheels beat square wheels but they are using the fact they are 'busy' as an excuse not to speak to the round wheel chap?
4. What if the square wheel chaps don't know what a wheel is and have been told not to talk to men with square wheels (or any other shaped wheels...damn those odd shaped wheel men!) as they know their wheels best.
I am sure there are a few other scenarios but we will leave it at four for now.
Now the ideal way for this picture to be resolved would be for the square wheel chaps to stop and chat to the round wheel chap, understand that round wheels beat square wheels, spend 2 minutes changing the wheels and arrive at their destination 10 minutes earlier. This would free up 8 more minutes time to build a nice rockery, thus finishing the rockery earlier and being able to go home earlier. Plus getting a nice gold star from Head of Rocks for improving the rock deployment mechanism, saving the company thousands of minutes in wasted time.
So what do you take from this.
If you sell round wheels, describe why and how round wheels beat square wheels, demonstrate how round wheels save time/money/both, identify the people that can make the decision on buying wheels and talk round wheels to them. Finally, like a good round wheel keep going and going and going.
If you use square wheels, listen to what round wheel man has to say. The conversation might just make your life wheely easier (sorry couldn't resist!) and get you a pat on the back from Head of Rocks.
If you want to talk wheels, round, square or any other shape, then call or email me.
Dan
07772953490
daniel.white@gbgplc.com
Wednesday, 13 May 2015
Oh no not another salesman.......
I was going to call this Confessions of an Account Manager or Confessions of a Business Development Manager or Confessions of a Really Nice Bloke That Just Wants To Talk To You but I settled on Confessions of a Salesman because that is is what I do.....well sort of.
Yes I sell 'Cleanse, Validation and Append' solutions to B2C organisations (more on what that means later..if you get that far) but I do a lot more than just 'Sell'. If I just sold 'stuff' to anybody I wouldn't get anywhere. I have to be a product expert, a sector expert, a great negotiator, a project manager, a great person to get on with, a great proposal writer, understand my client's requirements and also be able to walk away from a deal (remember this bit for later). I don't want sympathy, I don't want tears, I am just trying to inform.
Yes as a salesman, I am ruthless to a certain extent, I cut the odd corner (who doesn't), I want to sell to make money, so that my wife and kids can have the nice things that I didn't. I want to live very comfortably thank you very much and why shouldn't I have that aspiration? After all we all go to work to live our lives how we want. Don't we?
Having said all this, the only way I can stay in my job is to 'sell' Cleanse, Validation and Append solutions. To do this I don't just pitch up to a meeting and say I can sell my 'stuff' cheaper than their 'stuff', anybody can do that. Yes, if I did this it would get me some sales in the short term but I would soon have my boss on the phone asking me exactly what I am doing.
Pulling this all together no I don't just 'Sell' I have to understand so much information about the person I am talking to and the organisation they work for. Only then can I sell a solution, or not. The not is very important because if I can't sell a beneficial solution I wont. The 'sale' has to be great for both parties. When I say beneficial I mean the organisation has to generate more cash or reduce costs or both.
What do I want you to take from this? Well if you are responsible for Cleansing, Validating or Appending consumer/customer/supporter/citizen/whatever (but not B2B) data then give me a call, we can have a coffee and a chat, although I prefer tea. You never know you might just come out of the meeting with one of your key objectives resolved, a pat on the back from your boss, a pay rise, a holiday in the sun......
Cleanse - Mover, Deceased, Goneaways, Duplicates
Validate - Addresses, People, Landlines, Mobiles, Emails
Append - Landlines, Mobiles, Emails, Social Media IDs, Date of Births, TPS, MPS, Demographics, Lifestyle Data, Transactional Data
I am only successful when you are successful.
Have a great day.
Dan
07772953490
Yes I sell 'Cleanse, Validation and Append' solutions to B2C organisations (more on what that means later..if you get that far) but I do a lot more than just 'Sell'. If I just sold 'stuff' to anybody I wouldn't get anywhere. I have to be a product expert, a sector expert, a great negotiator, a project manager, a great person to get on with, a great proposal writer, understand my client's requirements and also be able to walk away from a deal (remember this bit for later). I don't want sympathy, I don't want tears, I am just trying to inform.
Yes as a salesman, I am ruthless to a certain extent, I cut the odd corner (who doesn't), I want to sell to make money, so that my wife and kids can have the nice things that I didn't. I want to live very comfortably thank you very much and why shouldn't I have that aspiration? After all we all go to work to live our lives how we want. Don't we?
Having said all this, the only way I can stay in my job is to 'sell' Cleanse, Validation and Append solutions. To do this I don't just pitch up to a meeting and say I can sell my 'stuff' cheaper than their 'stuff', anybody can do that. Yes, if I did this it would get me some sales in the short term but I would soon have my boss on the phone asking me exactly what I am doing.
Pulling this all together no I don't just 'Sell' I have to understand so much information about the person I am talking to and the organisation they work for. Only then can I sell a solution, or not. The not is very important because if I can't sell a beneficial solution I wont. The 'sale' has to be great for both parties. When I say beneficial I mean the organisation has to generate more cash or reduce costs or both.
What do I want you to take from this? Well if you are responsible for Cleansing, Validating or Appending consumer/customer/supporter/citizen/whatever (but not B2B) data then give me a call, we can have a coffee and a chat, although I prefer tea. You never know you might just come out of the meeting with one of your key objectives resolved, a pat on the back from your boss, a pay rise, a holiday in the sun......
Cleanse - Mover, Deceased, Goneaways, Duplicates
Validate - Addresses, People, Landlines, Mobiles, Emails
Append - Landlines, Mobiles, Emails, Social Media IDs, Date of Births, TPS, MPS, Demographics, Lifestyle Data, Transactional Data
I am only successful when you are successful.
Have a great day.
Dan
07772953490
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