1. Research? Who Needs Research?
Greedy salespeople want to make as many cold calls as possible in as short a period of time as possible. That means there’s no time to visit a potential client’s website or read its Twitter stream to see what the company is up to.

So you missed the news on that merger. So what? You can backtrack and bluff your way out of not being prepared!

In Reality: Always do your homework before calling or visiting a potential client. Impress him, even, by catching the personal stuff, like reading that his son won a Little League tournament. By showing you’re paying attention, you immediately disarm a contact and make him warm up to you.

2. Sell! Sell! Sell!
Every salesperson has seen that glazed look in a potential customer’s eyes. It’s natural. And the fact that they back up into a corner when you emphasize why they should buy from you? Well, that’s not your problem. You’re there to sell, and you won’t leave till you do.

In Reality: Learn to read cues. If someone is nodding his head yes, but not paying attention to you, you’re through. He’s decided not to buy from you, and while he might not tell you why, you’ll only be making matters worse if you keep pushing. Pay attention to body language and respect when someone is ready to end the conversation.

3. Turned Down? Move On.
If a contact flat out tells you no, burn that bridge and move on to the next poor sucker. They’re useless to you. Asking why they didn’t want to buy from you? Nah, that just makes you look weak.

In Reality: Be humble enough to ask why a contact didn’t want to buy from you. It might be as simple as price or budget. If so, you can usually work around that. And by asking, you might find out there’s still the potential to do business down the road. Never burn bridges.

Share

When travelling one thing I always expect is good customer service, but I am often let down by people that just don’t get it. To ensure you’re giving your customers great service stick to these basic rules:

1. Ensure that your employees smile at customers. If you’re in customer service you must master the art of the genuine smile

2. Greet customers like you would guests to your home

3. Always say please and thank you

4. Try and memorise people’s name and call them by their name

5. Always under-promise and over-deliver

6. Answer the phone with a smile within 3 or 4 rings

7. If  you’re in retail  escort customers to a product or department they’re looking for rather than just pointing directions

8. Ensure that you and your employees are neat and well presented

9. If you’re in retail  ensure your employees wear name badges

10. Train your employees how to offer brilliant service

Share

The lifeblood of any small business is sales. You might have the best product or service in the world, but if you don’t sell enough, you will never realise your full potential. Marketing draws the customer to your business and sales takes over from there.  As the owner of a business, you have no option but to become a good sales person, especially when you start out.

Face-to-face selling requires a lot of time and preparation but it still beats any other method of selling.  Always try to see the customer personally so that you can make a presentation.

Share

I have recently returned from a business trip to Russia and have been reading the newspapers(because they send it to me for free) over the last 2 weeks and it seems like India and China are helping us get out of this recession. So if you’re a small business owner with great products and/or services now’s the time to investigate opportunities in the RIC countries.

Russia

India

China

Here are some guidelines:

1. Start off by doing research online
2. Contact your country’s local representative(Consulate) in the RIC countries and discuss opportunities
3. Visit the countries travel to various cities and meet with potential clients and partners(It’s a business expense therefore deductible)
4. Find a good local partner that understands the local as well as the western way of doing business. Don’t assume you know everything or think your way is the right way
5. Adopt your product or service to local market conditions
6. Deliver your product or service
7. Get paid
8. Repeat over and over again and grow your business internationally

At Bizlaunch we’ve sold our services internationally and we’re now investigating opportunities to offer our training in Russia and China, so if we can do it so can you.

It’s your duty to grow your business, your country needs you to create jobs.

Share

When growing your business, you don’t have any time to waste. You must concentrate your efforts effectively. It’s easier
to attract new clients when you have a clear idea of who those clients might be.
In sales, that means:

Photo credit, Gare and Kitty

Share

Business is all about sales. No matter what kind of business you are, whether you sell to other businesses or consumers, whether your focus is fashion or forestry, plumbing or paintings, it all comes down to making a sale.
Sales generate the revenue that sustains every other aspect of your business. And sales drive profits.

There are four essential ways to increase sales and grow your business.

Photo credit, Neil T

Share

Business is all about sales. No matter what kind of business you are, whether you sell to other businesses or consumers, whether your focus is fashion or forestry, plumbing or paintings… it all comes down to making a sale.

An old business maxim goes ’sales solves all’ and it still holds true. Revenue is what will sustain the other aspects of your businesss and drive profits which is an important catalyst for growth.

How do you approach growth of your sales?

Do you increase sales through attracting new customers, keeping existing customers, helping customers to buy more or helping customers to buy more often?

Join in the conversation in the comments or on our discussion boards and tell us how you grow your business:
Growing Your Small Business with Sales

Justified Sinner

Share

How to Market on a Small Budget

Every marketing dollar must work for you. Learn how to build sales and your brand with low cost promotional tools proven to bring in more business.

March 25, 2009 – Vancouver, BC
Presented by Ron Gordon

March 25, 2009 – Windsor, ON
Presented by Linda Lord

How to Get More Sales

In business, it’s all about sales. Learn how to grow your customer base, close more sales, increase your sales volume & keep your customers happy.