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There are several guidelines specific to the career of selling or entrepreneurship. The similarity that these two fields share is that they are so DIFFERENT than your typical “job.” In your typical job, you clock in and clock out and are paid based on the number of hours you work. In selling or entrepreneurship, however, you are only paid if you make deals. If you can’t convince people to do business with you, then you won’t get paid! Logic would state then, that you should spend your time looking for people to market your products or services to, right? Yes and no. Yes, you should do everything you can to ensure that you are reaching your target market and informing them of the benefits of doing business with you or your company. But does that mean that you need to seek them out personally? No. While there is no substitute to doing something yourself, there are several benefits to gathering prospects in a more indirect way which, when combined, far outweigh the value of spending your own time looking for prospects. For example, hire some salesmen to work on a commission only basis. This costs you nothing out of pocket, other than the time it takes to train them. It may be difficult to find people who are willing to work on a commission only basis, but everyone who’s ever worked in sales knows that’s how the real sharks make their money. There are other ways to streamline the selling process, freeing you up to give presentations and close so less time is required for originating. Hiring an appointment setter, lead generator, prospect qualifier or all three together are excellent ways to increase your business. Finally, consider putting more effort into gathering referrals from existing clients. When a customer is satisfied with a purchase, he will tell his friends. That word of mouth advertisement is MORE VALUABLE to you than a direct mailer to ten thousand homes. Why? Because when a third party with NOTHING TO GAIN from singing the praises of a company with which he has done business, goes ahead and says good things about that company or person (you!), it shows that he’s doing so of his own volition. He gains nothing other than the positive feelings generated by talking about something which makes him happy. Other prospects will see this and begin to ask themselves buying questions. All it takes on your part is just a little prodding to get their contact information, arrange a meeting through the original customer, and voila! Instant sales. For something completely unrelated, check out Value Gold Coins and Bosch Vacuum Bags
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