By Ron S. La Vine President of Accelerated Sales Results Telesales Training and Sales Training, Inc.
1. If a business or an idea does not exist, create it. Create your own future by being open to change. As one door closes another one opens. I've created two businesses that did not exist since I was laid off in December of 1994.
2. Be willing to take risks, however, make them calculated risks by taking the time to develop and write a business plan.
3. Place a heavy emphasis on marketing by answering these questions:
Who We Are What is the purpose of your page?
Why are you in business?
What We Do What are the products or services you are offering?
What Makes Us Unique How are you different from others? What is your (USP) Unique Selling Proposition?
Why Use Our Products or Services Why would people want to do business with you?
How You Benefit How does your potential customer benefit?
For example: A feature is a car door lock.
The benefit is the door cannot open when locked and therefore you cannot fall out.
Benefits are usually stated in terms of faster, better or less expensive (cheaper).
Who We Work With Client lists establish credibility as do testimonials or comments from satisfied customers.
The Next Step What action is the visitor directed to take?
For example: buy a product, request information on a service, subscribe to a newsletter, etc.
4. Develop an email newsletter to keep your name in front of your clients on a regular basis. One of my two e-mail newsletters comes out 52 weeks per year. Find content that helps prospects and customers with their business.
5. Establishing a presence on the World Wide Web is critical especially, if you do business nationwide or internationally.
6. Keep your eyes open for new opportunities. See if you can find a faster, better or cheaper way to perform a service or make a product.
7. Keep the overhead down. Expenses and lack of marketing will put anyone out of business.
8. Set up a Board of Advisors (not directors) composed of people you respect (professors, business people, friends, etc.). Seek their advice when necessary.
9. Enroll in classes and read books. Learn, how to do, what you do, better. Classes on selling, marketing and business skills are especially valuable.
10. Believe in yourself. You can if you think you can. Actions follow thoughts. So think good thoughts and focus on the positive.
11. Exude passion, excitement and enthusiasm when speaking about what you do.
12. People want to do business with people they know like and trust. Building credibility is crucial.
13. Right after completing a successful assignment be sure to ask your client for a testimonial letter. These letters make very powerful marketing tools and enhance your credibility.
14. Persistence is key. Don' give up. It took 9 months to land my first client.
15. Take time to enjoy your success.
REPRINT PERMISSION Ron La Vine, MBA is president and founder of Accelerated Sales Results, Inc., a sales training firm located in Oak Park, CA. You can get a special report “41 sales Tips You Can Use Right Now” AND the free bimonthly Sales Tips for Selling Success eZine all by signing up at www.accelerated-sales-results.com. If you would like information on Live Cold Calling Sales Training please call Ron at 818-991-6487 PST. © 2005 by Accelerated Sales Results, Inc.
BUSINESS "LESSONS" LEARNED - To learn more about this author, visit Ron La Vine's Website.
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Ron La Vine
(Visit Ron's Website)
Ron holds Accelerated Sales Training,
Inc.’s Cold Calling System for Sales
Success - Live Cold Call Sales Training
Workshops worldwide.
Ron has trained thousands of sales reps
using live cold calling for clients such
as Agilent Asia Pacific, ASG, CA, EDS,
IBI, Informix, iWAY, LRS, MeadWestvaco,
Merant, Micro Focus, NCTI, Platinum,
Serena, Software AG, SAS, Sterling
Software's ADD, DID, OMD, SMD, VMD
Divisions, plus over 60 more technology &
non-technology related firms.
Ron has delivered live cold calling
hands-on workshops in Australia, Canada,
England, France, Hong Kong, Ireland and
the USA.
Cultures trained included sales reps from
Australia, Austria, Belgium, Canada,
China, Denmark, England, Finland, France,
Germany, India, Ireland, Italy, Korea,
Luxembourg, Malaysia, Mexico, Netherlands,
Norway, Philippines, Singapore, Sweden,
Switzerland, Thailand and all across the
USA.
For more details about LIVE Cold Calling
training contact Ron personally at www.ast-incorp.com/contact.htm.
Also sign up for the Free Sales Tips ezine
at www.ast-incorp.com/free_tips
_signup.htm.
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Tami L. Conner, one of my senior trainers at Ferrazzi Greenlight who recently presented a course at ASTD called "Building Deeper Relationships" wanted to share this with you....
