Small business startup advice – SmallBusinessVoodoo.com

Selling The Idea Of Selling

Network marketing prospecting is the real heart of your network marketing business – selling the idea of selling. In other words, whilst selling products to friends, relatives and other contacts starts the sales commissions rolling, there’s a better way.

The real money is to be made through proactive network marketing prospecting and bringing more and more people into your network. If you can get 5 people to join you and they each get 5 people who in turn each get 5 people and you get sales commissions from all of them, then you can make some serious money.

However, network marketing has picked up a bit of bad karma. The evangelistic methods passed down from network leaders through their distributors to unsuspecting public like you and me has left a little problem.

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How strange that we small businesses so often forget to target customers as a priority when hunting for that elusive increase in sales turnover.

Yet statistics consistently show that the cost of gaining business through prospecting is anywhere between 3 and 10 times as expensive as increasing sales through current customers.

Armed with that snippet of information it would be odd not to address the issue of how to target customers to maximise sales.

Target Customers To Maximise Sales In 10 Steps:

Make sure that you work through these steps in sequence. It’s important.

1- 80:20…Prioritise. Always remember that 20% of your customers will provide 80% of your profit. Work out who they are and focus on them. Now target customers who are in your bottom 20%. Ditch them.

2- Customer service.  I’m not just talking good customer service. I’m talking mind busting customer service. Good won’t differentiate you from the competition. 80% of customer service is giving the customer what they want when they want it. 20% is the personal relation building, touchy feely bit. Get the 80% right first without fail. Then worry about the 20%.  And don’t forget to give your customer some fun while you’re about it. Read more »

If you were always told as a kid that To Give Is To Receive then your parents inadvertently prepared you well for one of the key small business sales techniques.

Small Business likes the the idea of selling. We pride ourself in our small business sales techniques. Honing our persuasive selling skills. Bowling over objection after objection. Channelling our prospect into the appropriate corner and nailing him. Ah, the sweet smell of victory. A sale. And nothing given away. Perfect.

But small business sales techniques don’t need to focus around selling at all.  Just for a minute, put the selling mauals down and think about this:

Stop selling and start giving.

Small Business is not very good at giving things away. Things of real value. We hand out pens, keyrings, Read more »