Here are some of the questions we’ve been asked recently.

If you’ve got a burning question that you want us to answer, why not drop us a line (use the form under the Ask the Experts Link)?

I am a sales person and I work really hard. My problem is that I start the call very well, everything goes according to plan, but once everything is over, all my sales get stuck and not a single closing happens even though there are dozens of sales funnels I have generated and worked on. Please help.

Your question is a very common one that many people experience. The issue for you at the moment is that things aren’t going according to plan but you’re not sure why. As such, you need to gather information first and foremost to see if you can work out what’s going wrong. The most common reason that it happens is that people get all the way to the end and then don’t ask for the business. Are you asking for the business? If you’re not, this is the first thing you need to do. If you are already doing this, then the next thing to look at is whether the people you’re speaking to are the right ones. Do they need or want the product or service that you’re providing? If so, do they completely understand what you’re talking about when you’re on the phone (many prospects will say no because they’re not 100% sure what you’re talking about and say no rather than ask)? If the answer to the above two questions is yes, then my next suggestion would be to ask a couple of the people that you’ve been talking to (who you’ve built up a good relationship with) if they would give you some feedback as to what the problem is.

Hope this helps. Helen

Hello,

I am looking into setting up a Wedding Planning Service in my area. I know that there are not many others doing this in my area and none that are work solely as planners. How do I know if there is a market for my service? Also, how do I find out the right amount to charge for my service that will make sure I attract (or not put off) custom whilst covering costs and making a living? Many Thanks

Hi, thanks for your question.

You're right to be cautious and look for other evidence that there is a market out there. But although there may not be direct competition - people who are doing EXACTLY the same as you, there will be people who are providing some elements of wedding planning i.e. the couple themselves, hotels in your area who may offer this service, cars, flowers, cakes etc who will be helping with the planning and organisation of the wedding etc.


So, where to start?

I would firstly look at the wedding venues in the area - do they offer a wedding planning service. Do you have any wedding fayres in your area? If so, go there and do some market research by asking couples how they are planning and organising their wedding. Also look on-line - are there any on-line wedding planning services that brides in your area can use or any forums (type in wedding forums on Google) where brides in your area have asked questions? You are looking to see how couples who are getting married are planning and organising their wedding at the moment.


Re prices, I would look at areas that are similar to your area and find out what wedding planners are charging in these locations. I would then price your services roughly the same. Then concentrate on building your reputation so that you can slowly start to increase your prices. Hope this helps. If you have any other queries, please don't hesitate to contact me on 0845 644 9371 or email me on This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Best of luck Helen

I just launched my business called Elite Life. It is a Concierge and Lifestyle Management and my main target market is affluent ABC1s affluent young people who reside in E14. What would be the most effective marketing strategy?

Hi there, Thanks for your question.

The first thing that pops into my mind is - although your target is affluent ABC1s young people residing in E14, how do you know that they are (a) looking for concierge and lifestyle management services and (b) have heard of this service in the first place? So my question back to you before you can start looking at marketing is "Have you done your market research?"

If you have and made sure there is a market for your idea, then we can go onto marketing. Concierge and Lifestyle Management services is a relatively new, but growing area. As such, there is not a great deal of awareness about this service out there at the moment. One of the things you might want to think about is targeting every media publication/radio station/website etc that appeals to young affluent people in E14 and doing a PR campaign to get the awareness out there. PR doesn't have to mean press releases - it can be letters to editors, sponsorship, volunteering, editorials, articles, tips sheets, speaking events etc etc.


As well as this, I would also look at deliberately going to the places that ABC1s affluent young people residing in E14 go to. Start talking to your target market, getting to know them and finding out where they go for leisure and fun and then start going to these places. But before you do any of this, make sure that these people are actually your market and will buy what your products and services (your market research). You can also email me for my 50 marketing ideas - This e-mail address is being protected from spambots. You need JavaScript enabled to view it to give you more ideas for marketing.

Hope this helps Helen

Hi Helen,

I am a carpenter & builder by trade and i have recently started a refurbishment company called Eco Refurb with the focus on a greener refurbishment. Can you please advise on best type of marketing as most domestic clients do not wish to pay extra for this service as it is already over crowed? Can you best advise on some direction to best tap in to this growing market as 50% of the UK’s carbon footprint comes from constructing, using and maintaining buildings?

Thanks Stuart

Hi Stuart, thanks for your question.

Funnily enough I was talking to a company about this issue the other day. You're absolutely right - at the moment, people don't want to pay extra but I suspect the day will come when we all do (but that day isn't yet).


In the meantime, why not offer people a choice? Make it clear that you can provide this service and show them the difference in terms of the carbon footprint if you use greener refurbishment instead of traditional methods, but don't force this onto them and do it more traditionally if they want to.


Gradually, I think you'll be asked for the eco friendly ways more and more, but I think this will be a slow process and not one (unfortunately) that happens overnight. Let me know if you need any more advice.

Thanks Helen

Hello Helen,

My wife and I are setting up a business. We will produce Jerk Chicken ready meals for the British market. We have a business plan and done some marketing. How do we go about selling our product?

Hi, thanks for your question.

One of the easiest ways to start selling your products is to have sample tasting sessions - first of all do this so that your target market can give you some feedback (and by this, I don't just mean friends and family, who tend to be very kind - I mean strangers). That way you'll have evidence of whether or not people like them.


Once you've done this, go out to the shops and other retail establishments where you'd like to sell them and invite them to tasting sessions or take small samples to them. To get into shops, usually they will only take small orders to start with and you will only get paid if they manage to sell them. Once you've established yourself, you'll be able to get bigger orders. You might also wanted to consider market stalls as well - although this might not be where you want to be longer term, it will help you to get established in the market.

Best of luck Helen

Hi Helen,

I am in the process of launching an online shopping website selling clothes and fabrics made by other niche designers. Do I charge each designer a set supbscription fee per annum or do i charge a percentage per sale? Also how do I manage the order processing? Do the designers despatch the order themselves or do they send to me first and I despatch? I need to ensure they abide by exacting standards and quick delivery time etc Your opinions please.

Many Thanks!

Seun

Hi Seun,


Thanks for your email. There's a common theme running through all of your questions - that is that you set the rules. As long as you have confidence in what your rules are, you'll be fine. Yes, you might make some mistakes at first, but as long as you're willing to adapt your rules to make them fit your business, you should be ok.
Here are some suggestions for you though:


1) A percentage per sale is going to give you a higher income, but won't give you that recurring revenue. A set subscription fee will give you an income even if you don't sell anything. Why not do both - a small subscription fee and then a commission if anything is sold?


2) It's probably easier, plus keeps your costs down if the designers dispatch the order themselves isn't it? Why not try this first and maybe change if when you get bigger. To make sure they abide by the standards and quick delivery times, make this part of their contract and keep hold of the payment until the order has been despatched. Reduce their payment if they don't comply (have this as part of their contract). This should make sure they toe the line.


Hope this helps


Helen