FOCUS ON HELPING, INSTEAD OF SELLING: You shouldn't be trying to force people into purchasing your product or service. You should find people who want your product or service and then focus on offering any helpful information to them so that they can make an informed decision.

TARGET: If you're trying to target everybody, then chances are, you're not targeting anybody. For example, if you're selling something that homeowners would want, as opposed to renters, then target homeowners. State your target clearly in all of your marketing materials.

STOP SPENDING MONEY ON INEFFECTIVE MARKETING: One great way to save money is to stop wasting it on marketing and advertising that isn't producing for you. Don't forget to track the number of responses you are getting from whatever method you use. If you're not reaching your goals, then your strategy needs to be revised.

NETWORK: Networking is a great way to get your message out to a large number of people, for free. Since each person knows about 250 other people, you can spread the word about your business pretty quickly. Go to your local Chamber of Commerce meetings. Shake hands at business functions. Exchange business cards with associates you see in stores, churches and community events.

SET GOALS AND DEADLINES: Collect your thoughts for a moment or two, and set goals and deadlines. These are vital to your business success. State your goals as specific numbers. (e.g. 10 new accounts, 11% increase in sales, etc.)

FOCUS ON BENEFITS NOT ON FEATURES: Spend your time focusing on how your prospects will benefit if they purchase your product or service. For example, if you're selling central air conditioning units, don't sell the power of the unit. Sell the benefit of comfort. Selling insurance? Don't sell the coverage amount. Sell the benefit of security.

BE PERSISTENT: Persistence is power when it comes to increasing your sales and profit. Far too many firms fail because they don't follow-up long enough to produce results. Most sales are made after the seventh or eighth contact--the sale is rarely made after just one contact.

GIVE A FREE DEMONSTRATION: If possible, give free demonstrations of your product or service to those that might be interested. Follow-up with these prospects in a timely manner to attempt sales conversion.

DISTRIBUTE SAMPLES: If possible, get samples into the hands of people who may be potential customers. People like to try before they buy.

DISTRIBUTE INFORMATIVE LITERATURE: Make sure that you get your product benefits, features and ideas into the hands of your prospects. If people don't know what you have, how can they make a decision to purchase it?

USE THE TELEPHONE: The telephone can be one of your most effective, and least expensive, sales tools. Call people who you would like to do business with. Ask for a few minutes of their time so you can show them how your services can help them save time, cut costs, increase sales, etc.

GENERATE REFERRALS: Referrals are a great way to generate new business. Don't just wait for people to refer you. Proactively ask for referrals from existing customers, acquaintances, family and friends. Don't forget to graciously thank anybody who refers your business to someone.

Mr. Neeraj Sharma

Neeraj Electronics

CEO, Neeraj Electronics
Jorhat, India

Free Member, Joined :06/09/2007
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