Written by Sean McPheat |
All over the country, businesses of all sizes and sectors have been participating in weird and wonderful activities to raise money for Children In Need. From fancy dress days in the office and bake sales at lunch, to whole departments running to work for the week and company MDs getting sponsored to do the tea run for the entire business, many companies are getting involved to raise money for this worthwhile cause.
As part of Children In Need, MTD’s Training Director Peter Freeth was called in to help BBC Cumbria with their charity bake sale. The team at the BBC are taking part in the “Great British Bake Off” meets “The Apprentice” – and MTD had been called in to help the team understand how they could sell more cakes and raise more money for charity.
Now, Peter might not be much of an expert on baking but he certainly had some good ideas on how the BBC team could double their money for Children In Need. Here’s what he had to say:
It’s not very often the team here at MTD get asked to provide sales training for a charity bake sale, but – as Peter proved – certain sales techniques can be applied to almost any type of business or industry and you will see improved results.
Here are the key points to remember when trying to boost your business.
1 – Sell more!
Fundamentally, in order to make more profit, you have to either:
Sell more of your products or services
Sell your products or services at a higher margin
(Margin is simply the difference between the selling price and the total of your buying, production, operating and sales costs.)
2 – Invest in your sales approach
With most products and all services, the customer doesn’t get to fully engage with the product until after they have bought it, which means that the product or service itself isn’t what creates the perception of value. That perception is created by your marketing, and by your sales approach. A higher perception of value means that your market will sustain a higher price, which means higher margins for you to invest back in your business.
3 – Stand out from the crowd
A unique approach will make your product stand out, but that doesn’t mean that everyone will like that. So instead of doing something different or unusual, just for the sake of it, think about who your target market is, think about what they would pay for your product, and think about what would be a unique or unusual way of targeting them and getting their attention.
As simple as these pointers might seem, they are key elements that every business owner and sales professional needs to remember in order to sell more products and services and drive their business forward.
We wish the team at the BBC the best of luck in raising money for Children In Need and we really hope that Peter’s advice has helped them sell as many cakes as possible.
Originally published: 16 November, 2012