Monday, January 6, 2014

Start-Up Marketing; How to be Your Own Salesperson

Most companies would love to start-up with an amazing sales team in place. This isn't always the case. In fact, most start-up companies hit the streets with one sales person- the owner. If you have a small sales team (or none), don't panic. I've put together my top five sales / marketing tips to help you not only survive during this time, but thrive!

1. You're likely going to compete against established companies. Focus on how you're different, not how old the company is.

2. Pay for referrals. That's right, reward your early customers with deep discounts for referrals they send over- even if the referrals don't by. This will put a customer, who is already in love with your products or services, in the sales position for you- and for free!

3. Don't be pushy. People don't like pushy. There is a reason used car salespeople have their reputation. Focus on being honest with your sales leads and help them figure out how your products and services solves their challenges.

4. Gather data and review it often. Ask yourself why people aren't buying. Then ask those who said "no" why they did. Knowing why you're not selling is far more valuable then understanding why you are selling.

5. Say no to negotiations. If a client starts bartering with your price point only because of how long your company has been opened, walk away. In the long run, it will cost you more to earn this client's business then it will generate profits and referrals. If a client isn't sold on you as a company or the products / services it provides, move on. There will be leads out there willing to listen, excited about a new brand and option on the market, and they will have cash readily available.

Starting up a company isn't easy, but it isn't impossible. Stick with me during my January marketing series and I promise your profit margins will improve.

Until next time,


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