Would you like to have more opportunities to increase your revenue? Almost every business owner would! Here are some common areas where many of you could produce additional income.
It is essential to recognize that YOU must CREATE these opportunities. It is also therefore important to be willing to try out new ideas, to be creative, to get outside your comfort zone. Trying out new ideas gives you experience and allows you to determine what actually works for you and your business. As you try out various techniques, your confidence in your ability to recognize what does work will increase. Increase the number of "at bat" sales opportunities you have so that you can afford to lose a few and still meet your financial commitments. Organize your weekly schedule to prioritize sales activities. Always 'have your radar up', be alert and willing to speak about your business constantly. With practice, you can learn to do this without being 'pushy'. Done effectively (you have a reasonably good list, a good 'infomercial', good questions, a variety of simple offers, a little discipline and focus), it should yield results when you stick to it.
Here's how to do it:
Put together a list of at least 200 prospects that fit your ideal customer profile. Then create and know your 'infomercial' so you'll be confident of what to say when the opportunity arises. Formulate your offers. Determine various aspects of the prospect's situation that your product or service addresses. Decide ahead of time what kind of questions you can ask to show sincere interest in the individual, and will elicit information that will help you know what specific problems you can solve.
Set aside time every day for sales activities. Set reasonable goals for the number of prospects you will call or visit. Stick with it. Let nothing interfere with this essential activity. Then, make visits to prospective clients! Go and talk with them! In almost every case, you will need to make yourself do this to have a viable business. They will not come to you. Keep track of what works and what doesn't.
Follow up with prospects regularly. Rotate offers. Offer something that will save the prospect time, money or hassle. Be brief, so they will look forward to hearing from you, rather than viewing you as another annoying sales person.
When you follow the steps above, you will get more sales, period! In summary, remember it's up to you to WORK YOUR PLAN!
Thursday, February 4, 2010
Monday, January 25, 2010
Be Proactive With Sales Activities
When someone else employed you, your paycheck came from doing the things your supervisor assigned to you. Nothing has changed, but everything has changed! What hasn't changed is that you still need to do the things assigned by "the boss". What has changed is that YOU are "the boss" now so you have to motivate yourself, be proactive with all aspects of your business, especially sales.
It is rare that a new business will start up and the customers will be like carpenter ants and just somehow 'come out of the woodwork'. So, have you identified what activities you need to engage into generating revenue? How do you structure your weekly schedule so that this necessary part of your enterprise is properly cared for?
Here's a very brief synopsis of what you need to do:
1. Analyze and revise the marketing and sales portion of your business plan;
2. WORK YOUR PLAN!
Realistically, many wrestle with discouragement because of poor results. I won't "sugar coat" it. Sales is hard work that will likely take you way outside of your comfort zone. However, more good news is that when you make yourself do it, the rewards, both financially and in self esteem can far outweight the inner tussle that needs to take place. So, ask for help! Pick up the telephone, and invite a fellow SEA participant for coffee, with the goal of encouraging and building one another up. Share 'best practices' regarding your sales efforts.
It is rare that a new business will start up and the customers will be like carpenter ants and just somehow 'come out of the woodwork'. So, have you identified what activities you need to engage into generating revenue? How do you structure your weekly schedule so that this necessary part of your enterprise is properly cared for?
Here's a very brief synopsis of what you need to do:
- Clearly identify your target market and target customer;
- Create a list of potential customers that fit the profile of your typical target client;
- Devise a plan to make contact with each prospect;
- WORK YOUR PLAN!
1. Analyze and revise the marketing and sales portion of your business plan;
2. WORK YOUR PLAN!
Realistically, many wrestle with discouragement because of poor results. I won't "sugar coat" it. Sales is hard work that will likely take you way outside of your comfort zone. However, more good news is that when you make yourself do it, the rewards, both financially and in self esteem can far outweight the inner tussle that needs to take place. So, ask for help! Pick up the telephone, and invite a fellow SEA participant for coffee, with the goal of encouraging and building one another up. Share 'best practices' regarding your sales efforts.
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