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,

Twyla

Ask Your Clients The RIGHT Questions

I overheard two businesses owners complaining about their clientele the other day. It can be frustrating, just like you- clients aren't alike. You will have clients who require extra hand holding and you will have clients who you never hear from, refuse to give you direction and then expect the world from you. Regardless, your clients pay your bills and you have to honor their work style just as you want them to honor yours.

To get a sense of the type of client you will soon be working for, and how to approach him or her, ask these questions:

1. What are your priorities and goals and what are your timelines.

Asking this question will help you understand what is important to your client and how fast the client expects you to work. This question series eliminates a lot of guess work.

2. What is your preferred form of contact.

I knew a lady who hated phone calls. Every week, on Friday, her servicing contractor would call her. He told me she always seemed annoyed but would insist on finishing the call. Finally, after this went on for months, the client asked him why he always found time to call her in the middle of her pedicure. The contractor assumed the client wanted phone calls and he assumed the date and time of the phone calls. Don't assume anything with clients. If you don't know, ask.

If you implement these two questions when starting to work with a new client, you will have a more positive working relationship.

Happy Friday and a new blog coming up on Monday!

Twyla Garrett