February 2024 OKVetWorks Newsletter : simplebooklet.com

In the heartland of America, where vast fields stretch as far as the eye can see, a unique initiative is taking root to support a special group of individuals – Oklahoma Farmer Veterans. The OKVetWorks Program stands as a beacon of hope, offering a lifeline to those who have served our nation and are now cultivating the land. In this article, we will delve into the essence of the OKVetWorks Program, exploring its purpose, benefits, and the profound impact it has on the lives of farmer veterans in Oklahoma.

The OKVetWorks Program:

The OKVetWorks Program is a groundbreaking initiative designed to provide comprehensive support to Veteran Owned Businesses and farmer veterans in the state of Oklahoma. Developed in collaboration with various stakeholders, including governmental bodies, agricultural organizations, and veteran support networks, the program aims to address the unique challenges faced by military veterans who have transitioned to a career in farming.

Key Components of the Program:

1. Educational Opportunities:
One of the cornerstones of the OKVetWorks Program is its commitment to providing farmer veterans with access to education and training. This includes workshops, seminars, and courses tailored to enhance their agricultural skills and knowledge. From sustainable farming practices to advanced crop management techniques, the program covers a spectrum of topics crucial for success in the agricultural sector.

2. Mental Health Support:
Transitioning from military service to civilian life can be a daunting experience, and farmer veterans often face unique stressors related to their chosen profession. The OKVetWorks Program places a strong emphasis on mental health support, offering peer-to-peer networks, and resources to help farmer veterans navigate the emotional challenges associated with farming.

4. Access to Resources:
The program acts as a bridge between farmer veterans and a myriad of resources essential for their success. This includes access to land, equipment, seeds, and market opportunities. By establishing partnerships with agricultural organizations and businesses, OKVetWorks ensures that farmer veterans have the tools they need to thrive in their farming endeavors.

Why Farmer Veterans Are Integral to the Program:

1. Unique Skill Set:
Military service instills discipline, resilience, and strong work ethic – qualities that are inherently valuable in the field of agriculture. Farmer veterans bring a unique skill set to farming, combining their military training with a deep sense of commitment to the land.

2. Contributing to Food Security:
In a world where food security is a global concern, the inclusion of farmer veterans in the OKVetWorks Program is not only beneficial on an individual level but also contributes to the broader goal of ensuring a sustainable and secure food supply. These individuals play a vital role in meeting the agricultural demands of the nation.

3. Preserving Agricultural Heritage:
Many farmer veterans come from rural backgrounds and have a deep connection to the land. By supporting them through the OKVetWorks Program, we contribute to the preservation of agricultural heritage and ensure that farming remains a viable and thriving profession for generations to come.

The OKVetWorks Program stands as a testament to the commitment of Oklahoma to support those who have served in the military and have chosen the noble path of farming. By addressing the unique needs of farmer veterans, the program not only empowers individuals but also strengthens the agricultural landscape of the state. As Oklahoma Farmer Veterans embrace the opportunities provided by OKVetWorks, they sow the seeds of a prosperous future for themselves, their communities, and the nation at large.

I am an Oklahoma Farmer...Why am I getting this?

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Note: NAICS sectors grouped by a bracket indicate no statistically signiﬁcant dierence between the estimates at the 90 percent conﬁdence level. Firms with more than one domestic establishment are counted in each industry in which they operate, but only once in the total for all sectors. The Census Bureau has reviewed this data product for unauthorized disclosure of conﬁdential information and has approved the disclosure avoidance practices applied (Approval ID CBDRB-FY21-289). The Annual Business Survey is sponsored by the National Center for Science and Engineering Statistics within the National Science Foundation.Source: U.S. Census Bureau and National Center for Science and Engineering Statistics, 2020 Annual Business Survey, data year 2019.Veteran-Owned Businesses (Number per sector)Total for all business types331,151Professional scientiﬁc and technical servicesConstructionHealth care and social assistanceRetail tradeAdministrative and support and waste management and remediation servicesOther services (except public administration)Real estate and rental and leasingWholesale tradeAccommodation and food servicesFinance and insuranceManufacturingTransportation and warehousingArts entertainment and recreationInformationEducational servicesMining quarrying and oil and gas extractionIndustries not classiﬁedManagement of companies and enterprisesUtilities What Sector is Your Business?

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79Focus Area: Sales & ServiceVersion 1.8.5The Art of Selling–when you are not a salespersonAs entrepreneurs, we do not always feel that we are good at selling, or perhaps we are more interested in developing, presenting or delivering products than in actually selling them. How do we get better at assuming the role of the salesperson and getting more orders?Sometimes, we are lucky enough to have such a brilliant busi-ness idea, that it sells on its own. Clients call without us hav-ing to put any e ort into selling. This is, however, the rare case scenario and even if we experience several such cases in periods, they are hardly a reliable source of long-term income. For most of us, the situation is such that continuous sales e orts and strong client relations are what determine the turnovers that our new ventures need to survive. Sales bring us enough business and su cient income, allowing us to continually invest in our business development. Despite the importance of focusing on selling, many entrepreneurs would rather postpone this task or give it a lower priority in comparison to other tasks. Why so?Emotional barriers When developing our business, we need to look within our-selves to  nd out why we are unable to bring our businesses to the next level. This is also true when focusing on improving sales e orts. Our own mindset is often the greatest barrier we face in selling. When it comes to selling, it is not uncommon to hear such comments as, “I am not a salesperson,” “I am not ready to sell yet,” or “I don’t feel like selling.”When entrepreneurs say that they “are not salespeo-ple,” the attitude rarely corresponds to reality. In actuality, entrepreneurs are typically the best salespeople for their products and services because they are naturally enthusiastic about them. Our enthusiasm and ability to inspire interest in our company are perhaps the most important sales tech-niques we possess. While we may be in the initial phases of o ering a product or service, which does limit our ability to deliver, this still does not mean that we cannot begin the sales process.Customer dialogue is especially valuable in the early stag-es of product development, when we can plant the seeds for long term customer relations in general. It is often our own personal limitations that prevent us from establishing con-tact with customers in the earliest stages of our business. We might tell ourselves that we “don’t feel like selling.” Underly-ing this statement may be an overall attitude of dislike for the stereotypical salesperson and a desire to dissociate ourselves from this label. Perhaps, we prefer to see ourselves as creative product developers rather than as those sales types that push bad products on clueless people. It is, however, important to remember that good salespeople are people, who possess a strong interest in people and relations. A quality that is just as noble as being interested in gadgets or service concepts and one that is, in fact, critical when building long-lasting client relationships. One way to change your mindset con-cerning sales could be to look at it from a new perspective. All sales tasks consist of four very di erent phases. Surely, we are both competent and interested in the content of at least one of them.Licensed to Daron Hoggatt, Oklahoma Department of Veterans Affairs. Downloaded January 24, 2024.

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80SALES & SERVICE#3 Sales Materials#12 Repeat Sales#11 Client CareCUSTOMER RETENTION#10 After Sales#9 Invoice/Contract#8 Negotiation#7Presentation and OfferCLOSING OF THE SALE#6 Client Meetings#5 Client DialogueOPENING OF THE SALE#4 Networking#2 Lead Generation#1 Sales PlanningPREPARATION OF THE SALEThese four phases in the sales chain (see model) illustrate the processes one is continuously involved in when selling. The sales chain also shows the dierent sales tasks connect-ed with each phase and gives us the opportunity to examine, which of the tasks we nd most appealing and for which we might need to get outside assistance. Selling is a trade that can be learned. To become good at selling, we just have to gain an overview of the tasks so that we can complete them one at a time.The right preparationThe rst phase of selling is sales preparation. What characterizes this phase is that we do not yet have contact with the customer, but are focusing on the important prep work that prepares us for selling. The sales tasks in-volved here include: choosing the right client segments, generating lists of potential customers, and pre-paring sales material to be used for meetings, etc. The preparation for sales is characterized by a high de-gree of desk work and is therefore one of the sales related tasks some entrepreneurs feel is easier to take on than actu-al sales. Perhaps, with proper preparation, we can even gain some of the energy and self-condence that encourages us to seek clients more actively.The initial contact with clientsThe second phase of selling is the opening sale, character-ized by being an outgoing and investigative process. The sales task here is to engage yourself in various networking activities and to forge relations that open doors and provide the introduction to potential clients. Other sales tasks in this phase, include client dialogues through sales letters and personal calls with the intention of ultimately scheduling a meeting in which further discussion about working together can take place.Some entrepreneurs consider the opening sale the easi-est part of the selling process, because the job of convincing the client has not yet begun. For others, it is precisely this initial contact that is dicult. Some nd it easier to establish a dialogue later and allow someone else to make the initial customer contact.Getting the orderThe third phase involves tasks that are related to conclud-ing or closing a sale. It is here that people, less comfortable with initiating a sale, feel most at home. The sales task in this phase involves preparing oral or written presentations that address the clients needs and spark their interest in an oer. Furthermore, it includes the task of negotiating the order, which requires a good number of skills such as being able The Sales Chain: 12 tasks to be good at when selling© GrowthWheel International Inc. and David Madié“When developing our business, we need to look within ourselves to nd out why we are unable to bring the business to the next level.”Licensed to Daron Hoggatt, Oklahoma Department of Veterans Affairs. Downloaded January 24, 2024.

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81SALES & SERVICEto nd good ways of presenting the right sales arguments. Finally, another aspect of getting an order is to ensure that the client accepts an invoice, an order conrmation or maybe even a required sales contract. If you are an entrepreneur, who likes to deliver the goods, you will probably be very good at this part of the sale. An im-portant aspect of this phase is to communicate professional competence to inspire the customer’s trust.Building up strong relationsThe fourth and last main phase in The Sales Chain deals with sales maintenance. This phase is not about establishing new client relations, but rather, about keeping and expanding re-lations with existing clients. The tasks involved, in this phase, can include after sales services such as documentation and education. It may also include client services that ensure quality collaboration and keep the client informed, while providing the best possible grounds for further sales. The responsibility of maintaining existing client relations is probably the sales task that is least intimidating to entre-preneurs, who do not consider themselves good salespeople. At this point, the client relationship is established and we nd that we are natural salespeople, because we are doing what we are most passionate about, namely developing and delivering our products and services to our customers. How-ever, to become truly competent salespeople, we must take the necessary steps to master the full sales process, which leads up to this phase.SALES PHASE SALES TASK EXAMPLES OF ACTIVITIESPREPARATION OF THE SALESALES PLANNINGAnalysis of alternative customer groupsMarket analysis / customer interviewPrioritizingLEAD GENERATIONOnline researchDatabase maintenanceBuying of names / contact detailsSALES MATERIALSMaking client presentationsWorking on texts for website or brochureCollecting customer references / testimonialsOPENING OF THE SALENETWORKINGNetwork and conference participationWord of mouth marketingLunch datesCLIENT DIALOGUETelemarketingPersonal callsSales letters and emailsCLIENT MEETINGSPlanning visits and conrming meetingsAgenda and preparation for meetingsSummaries of meetingsCLOSING OF THE SALEPRESENTATION AND OFFERJob / delivery descriptionCalculations and pricingMaking offer letters and attachmentsNEGOTIATIONPreparation of sales argumentsNegotiating Preparation of contract draftINVOICE/CONTRACTSending order conrmationSpecication of invoiceMaking sales contractMAINTENANCE OF THE SALEAFTER SALESSending documentationService arrangementsInstallation / educational activitiesCLIENT CAREEvaluation processCooperation meetingsPeriodical information / newslettersREPEAT SALESPresentationIdentifying customer needsLong-term cooperation agreementLicensed to Daron Hoggatt, Oklahoma Department of Veterans Affairs. Downloaded January 24, 2024.

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82SALES & SERVICECompetent salesIf we want to improve our company’s ability to sell, we need to identify and strengthen the weakest link in our sales chain. We may, for example, feel that we are good at closing a deal, but need someone else to initiate the opportunity or that we are good at establishing the initial contact, but need someone else, who can focus on all the details, to dene a deal and prepare a contract.In a situation where there are several partners in the business, you might be so lucky that your partner compli-ments your strengths and that the roles can be divided. In a one-person business, you might conclude that your business either requires one or two partners, or, that it is necessary to employ salespeople, who can take over or initiate certain sales tasks.A trade that can be learnedAs we have seen, there are many dierent sales tasks in each of the four sales phases that we must tackle repeat-edly, not always in the same order. Each of these tasks are quite dierent in nature and appeals to people with dierent temperaments. Fortunately, selling is a trade, and familiarizing ourselves with the dierent tasks will allow us to throw ourselves into them and improve along the way. If we start by focusing on the sales tasks we are most interested in, we can begin to identify with the role of salesperson – even if we initially did not. Suggestions for the next step• Find out which sales tasks you would like to get started with. Get inspiration in the chart following and remember, you do not always have to do them all.• Plan actions and initiatives that can help establish the sales skills that you lack in your business right now.• Decide on the next step to get going with some of the sales tasks you do not prioritize today.© GrowthWheel International Inc. and David MadiéLicensed to Daron Hoggatt, Oklahoma Department of Veterans Affairs. Downloaded January 24, 2024.

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Designed by:Licensed to:About this Framework The Framework “Sales Funnel” shows the activities that lead to a sale and illustrates how leads are converted into orders. A number of prospects or leads results in a slightly smaller number of usable contacts. Only a part of these usable contacts will be interested in a meeting. Out of this number, a few will accept an offer with only a part of these few offers resulting in an actual order. And so, The Sales Funnel shows the process of lead conversion. A key point of this Framework is that many companies need to make contact and start dialogue with a great number of leads to get the number of orders they want. A company can also increase its sales by improving its skills in each of the processes within The Sales Funnel, therefore making the lead conversion better. Topics for Discussion • How well are you doing in sales right now? • How many orders do you need to do well? • How many orders does it take for the company to reach its goal for monthly or yearly turnover? • How many offers, meetings, contacts, and leads does it take? Decisions for the Agenda 1. Monitoring Conversion Rates Decision on how to collect data to monitor sales conversion rates. 2. Improving Conversion Rates Decision on initiatives to improve conversion rates. 3. Sales Targets Decision on targets for number of closed deals, quotes, meetings, contacts, and leads per month, quarter, or year. Related Decision Sheets • Lead Generation - Y4.05 • Customer Pipeline - G3.02 • Sales Activity Plan - G3.12 Related Articles • “The Art of Selling” Related Advanced Series • GrowthWheel for Sales Management

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In the world of business, the ability to sell is often considered a crucial skill. Traditional salespeople are trained to navigate conversations, overcome objections, and close deals. However, not everyone possesses these innate abilities, and the idea of being a salesperson might be daunting for many. The good news is that selling doesn't always have to conform to traditional sales methods. In this article, we'll explore innovative ways to effectively sell a product or service without necessarily having the characteristics of a traditional salesperson.

Understanding Your Audience:

Before diving into any sales strategy, it's essential to understand your target audience. Knowing their needs, preferences, and pain points will enable you to tailor your approach accordingly. Take the time to conduct market research, gather customer feedback, and create buyer personas. This information will serve as the foundation for a successful sales strategy that resonates with your audience.

Building a Strong Online Presence:

In today's digital age, having a strong online presence is non-negotiable. Utilize social media platforms, create a user-friendly website, and invest in online advertising. A well-crafted online presence can make your product or service easily discoverable, allowing potential customers to learn more about what you offer.

Educational Marketing:

Instead of employing aggressive sales tactics, focus on educational marketing. Provide valuable content that educates your audience about the benefits of your product or service. Blog posts, video tutorials, webinars, and informative infographics can establish your brand as an authority in your industry. When customers feel informed, they are more likely to trust your product.

Influencer Collaborations:

Tap into the power of influencers within your niche. Collaborate with influencers who align with your brand values and have a genuine connection with their followers. Influencers can provide authentic reviews and testimonials, significantly impacting the purchasing decisions of their audience. This approach can be particularly effective for products or services with a visual appeal.

Networking and Partnerships:

Building strategic partnerships and networking within your industry can open up new avenues for selling your product or service. Attend industry events, join relevant online forums, and connect with other businesses that complement yours. Establishing partnerships can lead to cross-promotions, expanding your reach to a broader audience.

Exceptional Customer Service:

Word-of-mouth is a powerful tool in sales. Providing exceptional customer service can turn satisfied customers into brand advocates. Address customer inquiries promptly, resolve issues effectively, and go the extra mile to ensure customer satisfaction. Happy customers are more likely to recommend your product or service to others, contributing to organic growth.

Leveraging Testimonials and Reviews:

Customer testimonials and reviews serve as social proof of the value your product or service delivers. Encourage satisfied customers to share their experiences through reviews on your website or third-party platforms. Positive testimonials can build trust and credibility, making potential customers more comfortable with the idea of making a purchase.

A Guide to Successfully Marketing Your Product or Service Without Being a Salesperson

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Implementing a Referral Program:

Turn your existing customer base into advocates by implementing a referral program. Offer incentives for customers who refer others to your product or service. This not only boosts customer loyalty but also expands your customer acquisition channels through word-of-mouth referrals.

Utilizing Email Marketing:

Email marketing remains a powerful tool for engaging with potential customers. Develop a segmented email list and create targeted campaigns that cater to specific customer interests. Personalized and relevant content in emails can nurture leads, keeping your product or service top of mind when they are ready to make a purchase.

Optimizing the Sales Funnel:

Understanding the customer journey is crucial for optimizing the sales funnel. From awareness to conversion, every stage of the funnel should be carefully crafted to guide potential customers seamlessly through the buying process. Analyze data and leverage analytics tools to identify areas for improvement in your sales funnel.

Conclusion:

Selling a product or service doesn't always require the skills of a traditional salesperson. By understanding your audience, building a strong online presence, focusing on education, collaborating with influencers, networking, providing exceptional customer service, leveraging testimonials, implementing referral programs, utilizing email marketing, and optimizing the sales funnel, you can successfully market your offerings without conforming to conventional sales methods. Embrace creativity, authenticity, and a customer-centric approach to establish a strong connection with your audience and drive sales in a way that feels natural and authentic.

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Strategies for Hiring the Right Salesperson

Hiring the right salesperson is a crucial aspect of building a successful sales team. A talented and effective salesperson can drive revenue, build lasting client relationships, and contribute significantly to the overall success of a business. However, finding the right fit for your organization requires a thoughtful and strategic approach to the hiring process. In this article, we will explore a comprehensive guide on how to hire the right salesperson, covering everything from defining your ideal candidate to conducting effective interviews and making informed decisions.

1. Define Your Ideal Candidate:
Before diving into the hiring process, it's essential to clearly define the characteristics and skills you're looking for in a salesperson. Consider the specific requirements of your industry, target audience, and sales goals. Create a detailed job description that outlines both the hard and soft skills necessary for success in the role. This will serve as a foundation for attracting candidates who align with your company's values and objectives.

2. Utilize Effective Job Platforms:
To reach a broad pool of qualified candidates, leverage various job platforms and networks. Posting your job opening on reputable job boards, industry-specific platforms, and even using social media can help you attract a diverse range of applicants. Additionally, consider reaching out to your professional network for referrals, as recommendations from trusted sources often lead to high-quality candidates.

3. Screen Resumes and Applications Thoughtfully:
As resumes and applications start pouring in, it's time to conduct an initial screening to identify candidates who meet your criteria. Look for relevant experience, achievements, and skills that align with the requirements outlined in your job description. Pay attention to the candidate's track record of success in previous sales roles, as this can be a strong indicator of their potential contributions to your team.

4. Implement Pre-Employment Assessments:
Consider incorporating pre-employment assessments into your hiring process. These assessments can provide valuable insights into a candidate's cognitive abilities, problem-solving skills, and personality traits. Tailor these assessments to assess specific competencies required for success in sales, such as communication skills, resilience, and the ability to handle rejection.

5. Conduct Effective Interviews:
Interviews are a crucial step in the hiring process, offering an opportunity to evaluate a candidate's interpersonal skills, cultural fit, and overall suitability for the role. Prepare a set of structured interview questions that address both situational scenarios and behavioral aspects relevant to the sales position. Include questions that assess the candidate's ability to handle objections, negotiate effectively, and build relationships with clients.

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6. Assess Cultural Fit:
Beyond evaluating a candidate's skills and experience, it's important to assess their cultural fit within your organization. Consider the values, work ethic, and communication style that align with your company culture. A salesperson who resonates with your organization's values is more likely to thrive and contribute positively to the team dynamic.

7. Check References Thoroughly:
Before making a final decision, conduct thorough reference checks. Reach out to the candidate's previous employers, colleagues, and clients to gain insights into their work ethic, reliability, and performance. Ask specific questions about the candidate's sales achievements, ability to work in a team, and overall professionalism.

8. Offer Competitive Compensation:
Attracting top sales talent often requires offering competitive compensation packages. Research industry standards and adjust your salary and commission structures accordingly. Highlight any additional perks or benefits your company provides, such as professional development opportunities, flexible work arrangements, or performance bonuses.

9. Provide Ongoing Training and Development:
Once you've hired the right salesperson, the journey doesn't end there. Continuous training and development are essential to ensure your sales team stays ahead of industry trends and remains equipped with the latest sales techniques. Offer regular training sessions, mentorship programs, and opportunities for skill enhancement to foster a culture of continuous learning.

10. Monitor Performance and Provide Feedback:
Regularly assess your salesperson's performance against established goals and expectations. Implement performance metrics and key performance indicators (KPIs) to measure their success. Provide constructive feedback to help them grow and address any challenges they may encounter. A proactive approach to performance management contributes to a motivated and successful sales team.

Conclusion:
Hiring the right salesperson requires a strategic and thorough approach that goes beyond a candidate's resume. By defining your ideal candidate, utilizing effective job platforms, conducting thoughtful interviews, and providing ongoing support and development, you can build a high-performing sales team that drives revenue and contributes to the overall success of your business. Remember that the investment in finding the right salesperson pays off in the long run, as they become valuable assets to your organization.

February 2024 OKVetWorks Newsletter

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