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Seven Sales Tips For Solo Operators | |
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SoHo NEWS & TIPS
Helping You Make the Most of Your Small Office/Home Office
SoHoTIPS.com
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Comment The Post Below...
Greetings,
All small-business owners should be sure to check out today's
issue. It includes several helpful sales tips from fellow
business owners that might be useful to you.
Best,
Mandi
Be sure to visit the SoHo News and Tips blog!
SoHo News & Tips Blog
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NEWS & TIDBITS
- Dell will expand its 10,000 strong workforce in
India by another 10,000 over the next 3 years...
- Rumor has it a senior WeatherBug official
resigned recently...
- Microsoft takes further steps to beat antitrust
fines, telling the European Commission that it
will take further steps to comply with the
regulator's March 2004 competition ruling...
- Three executives of Samsung Electronics Co.,
which was fined $300 million for fixing the
price of electronic chips used in cellular
phones and computers, agreed to serve prison
time for their roles in the global conspiracy...
- Ciena announces it's closing its Shrewsbury, NJ,
facility...
- More than 100,000 consumers will be eligible for
refunds on Time subscriptions that were auto-
matically renewed between January 1998 and May
2004...
- Wal-Mart opens Texas store that includes a fresh
sushi bar, a wi-fi connected coffee shop and
$500 bottles of wine...
- A former Enron treasurer testified that Kenneth
L. Lay presided over meetings in which top
executives discussed the energy company's
precarious finances...
GopherCentral's Question of the Week
Rep. Jack Murtha suggested on Meet The Press that VP Cheney
and Sec. of Defense should resign. Do you agree?
Question of the Week
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Seven Sales Tips For Solo Operators
By JOE CONNOLLY
We asked folks to send in their best sales tips
for small-business owners. Here's a sampling of
the responses we received:
"Shut up, and listen!" says Michael Leppo,
president of Strategic Sales Closers, a sales-
consulting service in Lawrenceville, N.J. It's
the sales professional's job to listen to his or
her prospect with 100% concentration on everything
the prospect is or is not saying, he says.
Create a spin-off company as a sales tool, says
Bill Clark, vice president of E.L. Smith Printing
Co., a printing facility in Ridgefield Park, N.J.
Mr. Clark did this with E.L. Smith and the "spin-
off" company became the lead business. As an
example, he says, if you sell pillows, create a
newsletter explaining the health benefits of a
good night's sleep, and include reasons why some-
one needs your type of pillows.
Invite in and talk with every new sales represent-
ative, because he or she may have the next great
product idea, says Sean O'Brian, vice president of
Blinn's Toys, a toy store in Fairfield, Conn. "The
knowledge of sales representatives on the road far
exceeds what you'll learn at a trade show," says
Mr. O'Brian.
If a misperception exists about your product, sell
and market against it. New York City comedian
Shaun Eli Breidbart says his potential audience
doesn't go to comedy clubs because they think the
show will be full of vulgar comedians telling
generic tasteless jokes. To counter such misconcept-
ions, Mr. Breidbart uses a catchy slogan for his
Web site (www.brainchampagne.com): "Clever Comedy
for Smart Minds." "It hints that my comedy is smart
and sophisticated," Mr. Breidbart says.
Continued below....
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Have an outstanding Web site, says Thomas Dieck,
owner and chief designer of TRD Designs, a
landscape-design company in Katonah, N.Y. He used
to spend hours at clients' homes going over design
work; now, a lot of that is done online, he says.
Have a Web-site address that people can remember
without writing down.
Know the value of your work, says Norma Siciliano,
president of Cold Calling for Hot Sales, a sales-
coaching firm in New York City.
Manage own "self-talk" to avoid psyching yourself
out of a sale, says Donna Beccaria, owner and
president of Corporate Learning Group, a team-
development firm in Belle Mead, N.J.
Here are suggestions from business owners for win-
ning new customers and building client relation-
ships:
* Host receptions and reunions for clients.
* Join professional networking groups.
* Have the client sign off on your project design.
This builds anticipation.
* Ask for references early on in a project, when
the client is most excited.
* Mean what you say. People can spot a phony.
* Run local radio and newspaper ads in the form of
a reward poster.
DID YOU KNOW?
If you plan to take orders over the phone without seeing the
customer and getting his or her signature, you can still take
a few steps to protect yourself. When processing a telephone
transaction, follow these steps:
1. Get all credit card information and repeat all numbers,
dates, and names.
2. Verify that the person making the purchase is the person
to whom the card is issued.
3. Always get an authorization number and write it on the
sales receipt.
4. Verify the person's billing address before he or she
hangs up.
5. Get the person to come by to pick up the merchandise.
Have him or her sign the sales form at that time.
So what did you think about this issue? Drop me a line and let
me know at mandi@gophercentral.com
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