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For Solo Entrepreneurs, Success Means Sales

You may have started a business because you were good at something, but if you can’t sell it, you’re sunk.  Put simply: without sales, you’re business fails and you starve.  Sales does not have to be intimidating or a dirty word.  Here are some quick tips:

Enthusiasm: Sales is about being passionate about your business.  When people see your energy and enthusiasm for your business, they will want a piece of it.  The secret to sales is the law of attraction.  If you are positive about your business, people will be attracted to it.  It’s all about attitude.

Be Yourself: Just go out and be you.  If you are really good at sales, you’re not really “selling”.  People buy people, the sale comes later.  It’s just something that comes naturally. If sales is one of your weaknesses, acknowledge it and find someone that can help you.  

Target Market:  Are you going after the right market or have you been sidetracked?  What’s a good referral for you?

Elevator Speech:  Do you have a carefully crafted elevator speech?  Consider developing your “10 second sell” “30 second sell” and your “2 minute talk”.  Also remember: sales is often more listening than talking.  Did your customer get heard?

Consider Quotas:  Do you have a goal of how many people you need to meet each week?  How many inquiries do you need each week to reach your objectives?  Be persistent.  One more “no” gets you that much loser to “yes”.

Tag Line: Do you have a short and easy to remember slogan? Does it convey something customers will want?  Is it a call to action?

Network, Network and Network: For the solo, sales is “collecting and connecting” – collecting business cards and connecting with people.  I don’t really “sell” career counseling, the service just sells itself.  The more people you bring into your circle of influence the more connections you have.  This results in more inquiries and more sales.  Ask yourself: where and how often do I need to network?  Where can I build relationships?

Finally, Follow-up: It’s your responsibility to take the initiative and turn leads into customers.  Go for it!

(This article originally appeared in AC-Chamber Visions Article – SEC August 2007 Issue.)



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