AND MAKE 2020 YOUR BEST YEAR YET GET YOUR SALES GOALS RIGHT THE FIRST TIME
support the overall growth goal of your business and keep employees engaged and challenged. SHIFT, SHIFT, SHIFT Think about the beginning of 2010. Were you the same person then as you are today? There’s a good chance you are not, which means you’ve set different goals for yourself each year to reflect your growth. The same principle applies to business. It’s perfectly okay to shift your sales expectations and end results to better suit your current success and what you need — no matter what you did in previous years. Be flexible and make changes in your sales goals as you see fit. To start off the 2020s strong, you need to create attainable goals that improve your business. Don’t model your goals after another business that seems to be thriving; focus on what you need to achieve success! It all starts with setting the right goals to get there.
Goldilocks goal: Look at the number of sales you made each month for the past two years. Identify the months with the highest and lowest sales and find the average of those numbers. Use this figure as the starting point. KEEP IT PERSONAL There’s no hard-and-fast rule on setting sales goals other than this: The goals need to fit your business. For car dealerships, for example, setting individual goals for your employees
No matter what industry you are in, you can’t build a successful business without sales. Making a sale establishes a relationship, almost always yields a profit, and lays the foundation for future growth. When your sales fall flat and you fail to meet goals — or even set them — your business suffers negative consequences. As we head into a new decade, follow these suggestions for short- and long- term goals to guarantee your sales success. THINK LIKE GOLDILOCKS
may be ideal. For physical therapy clinics and chiropractors, however, it may be best to
The problem with goal- setting is many people aim too low or shoot too high. Instead, you need your sales goals
to be just right. The key is to find a goal that is challenging for your team to reach, but also attainable. Here’s one way to go about creating that
develop company- wide goals. Regardless of your industry, you must
make sure sales goals
ARE YOUR PRICING DISCUSSIONS PUSHING CLIENTS AWAY? TAKE THESE 4 STEPS TO LOWER THE RISK OF STICKER SHOCK
opportunity to begin building a relationship with the client. If you know why they hate their glasses and manage to laugh a little in the process, they’ll be more likely to trust you and make a financial commitment. 3. BE TRANSPARENT While it’s best not to drop your prices on the client right away, don’t be evasive or beat around the bush too much. Instead, discuss your prices openly, but focus on illustrating the value of your service. Make sure you discuss with them you’re worth the investment! 4. DISCUSS THEIR OPTIONS Instead of offering your potential clients the big, scary numbers, make sure you discuss your office’s financing options. Low monthly payments are much less intimidating than one-time charges and could give them peace of mind. If you’re still struggling to lock in new clients after implementing this strategy, our team can help pinpoint the problem and identify next steps. Call 206-437-0529 today to learn more about our services.
Everyone working in ophthalmology knows that most clinics offer LASIK procedures for $220–$295 per eye. However, outside of our offices, a good share of the public has no clue what surgery costs. That’s why they call in and ask — and when they do, you need to know how to handle that tough question with finesse. If your immediate response to a potential client is to simply spit out your prices, you’re under-optimizing the process, and there’s a good chance that client will never walk through your doors. To ensure a conversion, take these four steps with your next caller: 1. ASK KEY QUESTIONS When a caller asks about prices, always answer with questions. Ask what their expectations are about pricing, whether they have any reservations about the cost of the procedure, and why they’re interested in LASIK. This conversation sets you up to build rapport right off the bat, before you talk numbers. 2. BUILD A RAPPORT As you’re asking questions, make sure you’re engaging in a conversation, not an interrogation. This is a great
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