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Hunts

'Thank your customers for giving you the opportunity to work with them – they are your best teachers'.

Case Study - Hunts

 

Description of the Business

EnergyMyWay are a creative Print & Digital Marketing Solutions company based in Oxford. Simon is a Senior Account Manager and team leader who came to me for one-to-one Sales Coaching.

Results

  • Converting small orders to bigger long-term accounts
  • Winning more ideal clients in DSA and Franchising
  • More confidence selling the full portfolio of creative services
  • Increased ability to articulate the ‘real’ value Hunt’s offers its

The Journey

Simon was used to selling Print and he did it well. However, when Hunts re-branded and expanded their portfolio of services, Simon needed help in structuring his sales conversations to enable him to understand exactly what his clients needed beyond Hunt’s traditional print services.

Simon wasn’t used to asking questions to diagnose exactly what his customers required to help them move forward with their marketing.

He needed to be able to offer a broader portfolio of services, whilst positioning Hunts’ values and USP’s in a way which inspired longer-term customer commitment.

Simon was ambitious and in charge of a team, so he viewed working upon his sales approach as an investment in his career.

In their own words….

“When I started my one-to-one Sales Coaching programme with Jackie, I had bags of enthusiasm but wasn’t as effective as I could have been in my sales approach. I was very busy, cold-called a lot, but didn’t manage to have enough ‘quality’ conversations. At the end of the day, I just wasn’t getting the results to reflect the effort I was putting in.

Jackie helped me to focus on what was important and to structure my week properly from a sales point of view. I started to focus my activity on clients and opportunities which would benefit most from Hunt’s solutions.

In short, I learned how to be a consultant as opposed to a salesperson. As I asked more questions, clients started to open up, and in turn, I found more ways in which I could help them.

With Jackie, I also explored new ways to communicate our offering here at Hunts. We were previously well-known for printing, but now were able to offer so much more, and I needed to be able to convey that message simply…..not always easy when you offer so much!

I now feel much more confident, am having much better quality sales conversations with bigger clients, and winning longer-term marketing projects.”

Key Actions:

  • Defined the ideal clients and niches for Hunts services
  • Created a focused Sales Activity Plan and stuck to it
  • Developed a set of consultative questions to uncover customer needs
  • Clarified Hunts’ Value Proposition
  • Implemented the 6- step Sales Success System

Next Step

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