Tammy Hawk-Bridges, founder of Perfect Marketing Equation, is a marketing consultant, business strategist, business coach, and branding executive. Based in Birmingham, AL, she consults with companies all over the world. Her particular focus: identifying new ways to leverage the constant morph of web-based opportunities for marketing gain, social media in particular.
She offers numerous training opportunities via YouTube with a clear how-to approach. But, her New Year jump-start video series features a video on amping up sales. The most common complaint she hears from business owners is not enough sales.
The solution includes setting up a pipeline for sales and begins with putting in more time developing leads. “The more sales you need, the more leads you need to generate.” she says. Not every lead turns into a sale, and Bridges advises that business owners set goals for reaching enough people through networking and marketing to generate enough leads. “What is enough leads is different for every kind of business”, she says, “so it’s important that you understand your sales cycle.” For example, if two out of every 100 leads results in a sale, then 200 leads are necessary to generate four sales in that month. Bridges recommends that business owners look into a customer retention management (CRM) system for tracking where a sale is positioned in the transition from prospect to customer. Some free ones are available on the web. She warns against to much time given over to putting out fires instead of generating leads.
Bridges is passionate about her work with a special concern for nascent entrepreneurs. “I can’t stand the thought of someone feeling alone and scared the way I have in the past. I want you to know you are not alone and it is okay to be afraid.” says Bridges.
Her advice for 2013 is start with your mindset. “It has to be fierce, focused, and forward thinking.”