Sell, Sell, Sell!
Why is it we forget to sell? When we own a business, we focus on the product development and marketing (too much). We will even do our books or file before we will pick up the phone and cold call a prospect or even follow-up with a Client on a potential new business opportunity.
My role in business is Management Consultant. I focus on 10% across 90% of the business. But, without a doubt, my strengths are in marketing, sales, and product presentation. And, it amazes me how hard it is to get a Client to make a sales call, even one. I constantly am reminding my Clients that when they opened their business, let’s say baking cakes, that as much as they love baking cakes, the LAST thing they will be doing from now on is actually baking a cake. They have been promoted to Sales Manager for a cake baking business.
So, what is the solution to making the sales? Pick up the phone! Sure, there are terrific ways to sell online, generate some leads, and address repeat business or small sales. But your big accounts (cash cows) need personal attention, they need pushing (not pulling), they need to know why they are to buy your cake instead of the one from Black Hound (and it is so good, covered in marzapan, yum!).
Set goals for your phone calls, how many are you going to make per day? Even starting with five per day will help. You should spend 2 hours per day on just sales.
Do you use a CRM (customer relationship management system) to help manage the many clients you have? This is your sustainability program, it is what will make the difference in sales price for your business in your exit strategy.
Turn everyone in the business into sales people. Did they up-sell today? Did they listen to the Client, maybe the Client needs expanded services.
Every aspect of the business needs to revolve around the idea of sales. Without sales, there is no cake to bake.
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