Monday, February 22, 2010

Soles4Souls Canada - 25,000 Shoes 25 Days

I’m proud to announce that FloodLight Consulting will be supporting Roy’s Shoes as they raise 25,000 shoes in 25 days. This is a worthy cause and I recommend all clients and friends to clean out your closets and help Roy’s , changing the world, one pair at a time.

February 24th to Saturday March 20th

Our goal is to collect 25,000 pairs of shoes in 25 days.

Local Okanagan social agencies as example; The Food Bank Store, Kelowna Gospel Mission, Now Canada, Kelowna’s Women’s Shelter etc. will all be offered footwear for their clients.

The remaining shoes will be shipped to the Soles4Souls distribution Center in Nevada where they will be sorted and shipped to where needed. Presently they have committed over 1 million pairs to Haiti.

Drop off locations

All Capri Insurance Locations: Kamloops, Vernon, Kelowna, Pentiction
Roy’s Shoes
Ramada Hotel Kelowna
Capital News
Astral Media - Sun Fm - 1150 Radio - Silk FM
Best Western Vernon Lodge
Penticton Lake Side Resort
OK Pizza
Wickerland Patio and Home
Spy vs Spy - The Spy Store

A $5.00 donation buys 2 pairs of NEW SANDALS

Estimates are that every person has 3 or 4 pairs at least in their closet that are not worn any more but still in good shape. We ask that you clean out your closets but convince your friends, neighbors and relatives to do the same. We ask that the shoes have no holes in the soles and in decent shape. All footwear including sandals and boots are accepted and needed.

It is also the GREEN thing to do. There are tons of discarded footwear in the landfills that when break down the toxic glue that holds our shoes together can leak into our water supply and atmosphere.

For more information call Jim Belshaw Roy’s Shoes
1627 Ellis St. Kelowna PBC 250-763-5696 cell 250-870-1191

Jim Belshaw
Roy’s Shoes Boots and Repair
1627 Ellis Street, Kelowna, V1Y2A8


Donald Robichaud
FloodLight Consulting - Build Your Business - 250-768-9415

Wednesday, February 17, 2010

Up sell to greater sales!!

Would you like fries with your Order?

In this economy it’s important to add additional sales to your order without coming across as pushy. Every day sales teams are leaving out sales that customers would have willingly purchased with you.
In most organizations the salesman is so happy to make the initial sale that they actually forget or refuse to offer accessories items that will compliment the original purchase.

I learned a long time ago never assume that the person I was selling to was in the same monetary position as me. Sometimes we assume that because we are tight for money others are too, or we read about a recession and expect that everyone has tightened their purse strings. Not so!!

Every Product sold has an accessory item that will enhance the purchase. When buying a suit I am always offered or shown the appropriate shirt, ties, belts and socks that match the original sale. In the shoe business it’s the purse that matches the shoes or the polish that will help with the upkeep. In selling websites the up sell is the hosting package or the yearly SEO package that comes with the site or the newsletter attachment to market the products on the site.

When was the last time you bought just a hamburger? ” Would you like fries with your order? “, has become the staple of the fast-food industry.

Why up selling is so profitable?
The best part of up selling is that it’s practically effortless. Since it’s done after the customer has decided to go ahead with a major purchase, the hard part of the sales conversation has already been done. You’ve already established rapport, identified the customer’s needs, summarized, presented benefits, asked for the order and handled objections. Up selling is just presenting the information in a “by-the-way” fashion.

One of the most effective up selling techniques is getting the customer to use the product in your location. A hairdresser for example, might put hair gel in the customer’s hand and show them how to apply it themselves. By showing the client how to get the salon look at home, they create a value-added up sell.

At the retail level, it’s a good idea to group related and similar products then offer the add on at a package price. If someone is getting a haircut and you talk to them about shampoo and conditioners, it only makes sense to show them a package deal that groups hair products at a package price.

What to Offer?

Think about your business. What else can you offer customers or clients while they're making their first transaction with you?

Can you offer:
• A discount on a related product or service?
• A volume discount if they buy more now?
• A special priced combination package including the initial product or service?
• Extended warranties or support packages
• Additional cables, batteries, cleaning products, etc……..
Your offer should include preferential special pricing. Most customers will accept the up selling offer when it's a good value and the customer feels they are saving money.

The profit from the up selling portion often exceeds the profit on the initial product or service, because there are no additional expenses involved. The customer is already in the store and you have a captured audience.

Offer an incentive program to your sales team for up selling a specific line of accessories.

The Challenge

This week choose an accessory item in your business and offer it to every customer for the next month. You will add additional sales to your bottom line and increase your profit. Not everyone will buy, but if you don’t ask you’ll never make the sale.

If every day you service 10 clients and 3 buy a $25.00 dollar up sell accessory item, you will have an additional $75 dollars in the till. Now multiply $75 x 30 days in the month and you have now increased your totals sales for the month by $2250.00

Would you like fries with that order?

If you're not making up selling offers to every new customer or client, start doing it now. It's an easy way to boost your profits and Build Your Business.

Donald Robichaud
FloodLight Consulting - Build Your Business - 250-768-9415

Wednesday, February 10, 2010

Important Stimulus Funding Announcement for Kelowna Small Businesses

Important Funding Announcement for Kelowna Small Businesses:
FloodLight Consulting is an eligible trainer for the Workplace Training for Innovation Program and offers courses priced from $400 to $1500 per employee depending upon the program and material costs.

Workplace Training for Innovation Pilot Program

The Ministry of Advanced Education and Labour Market Development has established a new program initiative, Workplace Training for Innovation Program, through the Strategic Training and Transition Fund. The program is designed to provide eligible employers with funding for employee training in order to:
  • Improve productivity
  • Support the introduction of new technology, machinery/equipment or work processes
  • Enhance international competitiveness
  • Introduce innovative training and workplace strategies to increase the long term competitiveness of the organization and its workforce.
Both businesses and not-for-profit employers may be eligible to receive funding. Eligible employers must be:
  • Small organizations (less than 50 employees)
  • In good standing with the BC Corporate Registry
  • In existence for one year or more
How will this benefit my small business?

This limited time program can provide your business or organization with full $$ funding for employee training in order to improve productivity; introduce new technologies or work processes, enhance your competitiveness and/or increase the long term competitiveness of your organization and its workforce.

To pay for training, you can receive:
  • up to $1500 per employee to a maximum of $5000
  • Funding for Sales Training, Marketing, Branding and Business Development Training Programs in Kelowna
In addition, organizations must certify that they would not undertake the training without financial assistance from the Province. Complete eligibility criteria are contained in the application form and program guidelines. Organizations may apply for funding by submitting a completed application for funding form to Chemistry Consulting Group Inc. at the address listed on the form. Faxed and emailed applications will not be accepted. An application is not a guarantee of funding. Applications will be processed on a first-come/first-serve basis, subject to availability of funding. Applications will be accepted until January 31, 2011, subject to availability of funding.

Related Documents
FloodLight Consulting has eligible training programs for this funding and offers course ranging from $400 to $1500 per employee depending upon the program and material costs.

If you need to discuss your funding Training Requirements give us a call for a free one hour consultation.

Donald Robichaud
FloodLight – Build Your Business - Kelowna

Donald Robichaud
FloodLight Consulting - Build Your Business - 250-768-9415

Thursday, February 4, 2010

Do you have a sales process ?

I was recently approached by a company to assist them with their sales process. In the interview I uncovered that they were struggling with sales because they did not have a sales process defined.

This company had one of the three owners dedicated to sales. The owner had sales experience, but was way over his head with this specific product and service.

Every company needs to have a developed sales process and apply the sales process to every sale. In thirty years of sales and marketing I have only run into a handful of people who are natural sales people. These gods of sales have a sales system in place.

Even the Sham Wow guy on TV has a system and recently he used the same system to sell the Slap Chop!!!

Sales people are more productive when following a specific sales process that details the steps along the way. This will allow them to process the prospect into a lead and then a sale.

As a company you should define your company's sales process based on best practices within your team, your industry and your target market. Below you will find a sales process that can be applied to most products and services.

The Sales Process - The process for converting prospects into leads and leads into customers is much like playing a hockey game. You need a plan and set plays to move the puck up the ice. Not practicing and staying within a game plan can result in a waste of time and effort.

Engage. - This is the first milestone in the sales process and usually happens when a potential client makes an inquiry into your product, or service and this will allow you to introduce yourselves, your company, your offering and uncover their general need. This is your lead.

Qualify. - Once you've engaged the potential client and determined they fit your overall target profile, you need to qualify the lead further to make sure it's a "fit" with your company and what you offer.

Assess. - Once you have qualified the lead you must assess the opportunity before expending the resources to develop a quote or proposal. Ask yourself: What are the specifics of their needs? What is the main decision-making factor? What is their budget? Do they understand your value proposition? Are they looking at the competition?

Proposal. - You've assessed the opportunity to the level required during the assess stage, and now it's time to move into the proposal stage. Make sure your proposal process is appropriate for the buying cycle. Include validation of your services, testimonials, all terms, as well as credit, inside the proposal to avoid slowing down the sales process.

Close. - At this phase of the sales process, you must close and overcome any possible objections, negotiate terms, and close the deal.

SALE! - Hopefully at this point, you've done such a good job of managing your sales process that you have moved your lead to a sale. If at any time the sale fails you must analyze and refine for the next time.

This is an overview of the typical sales process and it is imperative that no short cuts are taken. Failure to follow your sales plan will lead to lost sales.

Having a company sales process will allow you to process sales more effectively and help you to ‘Build Your Business’.

Donald Robichaud is the President of the FloodLight Consulting team and can be reached at:

FloodLight Consulting - Build Your Business


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