Getting and keeping that contract in tough times
Farrah Gray/NNPA Columnist
Issue date: 4/5/09 Section: Business
Be honest: Lying is not only unethical and possibly illegal; it's also a sure-fire way to lose clients and potential customers.
Compare, don't criticize, your competition: Stay, factual; compare your benefits and value with your competitors.
Build relationships: We all prefer to do business with people we like and trust. You might want to make a little less profit to begin an ongoing customer relationship. Get to know your customers; find out about their businesses or families. One way small businesses can beat out the big guys is by building strong relationships.
Get aggressive: Create cost effective ways to find work for your business. Develop online Web search engine optimization (SEO), social network groups, or post your business card with local shop owners. Find low-cost workers including school interns.
As your work load grows, you will have less time to solicit new business with more of your time spent servicing existing clients.
Do your homework, be prepared to get that sale, take a deep breath and relax. As long as you are prepared and understand the sales process, you will do just fine. Whether you are cold calling a potential client or making a person-to-person presentation, always think of how to close the deal. Remember these sales tips:
1. Believe in your product or service.
2. Practice your presentation.
3. Create the need - Why does the customer need your product or service?
4. Think of your objection handling strategy.
5. Review what went right or wrong after your sales calls.
6. Learn to accept ''no'' for an answer.
7. Measure your sales success and make adjustments - challenge yourself to do better each time.
Sales are a natural and powerful part of any business life. You don't have to be a naturally-gifted salesperson to be successful. The sales process gets easier with each success. Just do it!
Dr. Farrah Gray is the author of "The Truth Shall Make You Rich: The New Road Map to Radical Prosperity," "Get Real, Get Rich: Conquer the 7 Lies Blocking You from Success" and the international best-seller "Reallionaire: Nine Steps to Becoming Rich from the Inside Out." He is chairman of the Farrah Gray Foundation. Dr. Gray can be reached via email at fg@drfarrahgray.com or his Web site at http://www.drfarrahgray.com
Compare, don't criticize, your competition: Stay, factual; compare your benefits and value with your competitors.
Build relationships: We all prefer to do business with people we like and trust. You might want to make a little less profit to begin an ongoing customer relationship. Get to know your customers; find out about their businesses or families. One way small businesses can beat out the big guys is by building strong relationships.
Get aggressive: Create cost effective ways to find work for your business. Develop online Web search engine optimization (SEO), social network groups, or post your business card with local shop owners. Find low-cost workers including school interns.
As your work load grows, you will have less time to solicit new business with more of your time spent servicing existing clients.
Do your homework, be prepared to get that sale, take a deep breath and relax. As long as you are prepared and understand the sales process, you will do just fine. Whether you are cold calling a potential client or making a person-to-person presentation, always think of how to close the deal. Remember these sales tips:
1. Believe in your product or service.
2. Practice your presentation.
3. Create the need - Why does the customer need your product or service?
4. Think of your objection handling strategy.
5. Review what went right or wrong after your sales calls.
6. Learn to accept ''no'' for an answer.
7. Measure your sales success and make adjustments - challenge yourself to do better each time.
Sales are a natural and powerful part of any business life. You don't have to be a naturally-gifted salesperson to be successful. The sales process gets easier with each success. Just do it!
Dr. Farrah Gray is the author of "The Truth Shall Make You Rich: The New Road Map to Radical Prosperity," "Get Real, Get Rich: Conquer the 7 Lies Blocking You from Success" and the international best-seller "Reallionaire: Nine Steps to Becoming Rich from the Inside Out." He is chairman of the Farrah Gray Foundation. Dr. Gray can be reached via email at fg@drfarrahgray.com or his Web site at http://www.drfarrahgray.com
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