Closing The Sale

You started your business and it has started great. Problem is you may not be getting the sales you are hoping for. Are you closing the sale or waiting for the sale?

Lets talk about closing the sale. You can have a great opening, great middle, but forget you have to close the sale. If you don't close you are leaving it open without moving the sale along. This is not push sales. This is following through. Not every close will get the sale but your sales will increase.

Closing a sale is many times assuming your customer is wanting the product/service you offer. You present your product and ask them what color they would like to order, service they want to start with, matching item they want to pair.

In closing the sale you want to avoid being passive. This doesn't mean you have to be overwhelmingly aggressive. You are just focused on getting the sale and helping the customer make the most of their purchase.

At the end of the sale do not ask if they would like to order. Assume they do and ask what they want and be specific.

Lets say you sell candles. You approach the customer with the product and why its best. You proceed with "Mary, what is your favorite scent? Great scent, did you want to order a jar or a dozen votives"? If they do not want to order either they will give you their objection and give you the opportunity to overcome it.

Listening is very important to closing the sale. Do not focus on selling one thing and one thing only. Focus on fulfilling the customer's needs and closing the sale based on these needs.

So when closing you need to remember a few things:

Do not be afraid of the word no. You may get a no for various reasons. Listen or ask why the no. It may be they are interested in another item, different color, no finances. Even with no finances offer the customer a way to earn it for free. Even if you have no reward program, create one. If they have their friends buy 10 candle jars in total your customer gets one for free. If you sell makeup have their friends buy a total of 10 lipsticks and they can earn 1 for free. There is always a way to overcome an objection and close the sale.

Upsale your close. If the customer orders a purse, offer a wallet. Fast food restaurants do this everyday when they ask if you want fries or a drink.

If you get a no after overcoming objections, don't keep pushing. Some sales gurus may have a difference of opinion here but you don't want to make your customer uncomfortable and leave with buyers remorse. This will not give you a loyal return customer.

Sales is relationship building. Getting to know your customer is key when closing the sale. If you don't get to know your customer you will not be able to close the sale effectively.

The best closers in the world are children. They are completely focused on the prize and will reason with you until they get what they want. Watch and listen to children. You will learn a lot from them.

In a group setting one no does not mean the entire group will say no. Many times a group will talk those no's into a yes.

Keep the customer comfortable and the conversation professional.

Write down a few closes. Start with a one product and ask friends and family to give you reasons to not want the product or service. Even go as far as asking what will turn that no into a yes. Practice overcoming the objections and perfecting your close.

Don't stress if your close is not perfect. Keep practicing. It will becoming habit and you will be comfortable as you go along.

Keep pursing your business and the sales will come.


Olivia Vidal
© 2009
http://sochicbagboutique.com

Are you asking me or telling me?

A big problem with newcomers to marketing is knowing how bring traffic to websites. Part of that is the language used to entice people to visit. Are you asking me or telling me?

When you ask someone to visit your site you are just letting them know it is available. 99% of the time they won't. The other 1% will because they are curious or being courteous. Doesn't look for sales does it?

Internet marketing is tricky. Everything is written so it is hard to convey your feelings through the written word. Asking someone if they want to look at your site makes you sound unsure, unexcited, inexperienced. This is exactly what you do not want to portray.

Internet marketing and sales is addressing an issue and solving it. You need to tell those potential customers you have exactly what they are looking for. Don't ask them if what you have will work. You are the expert in this area.

Assume your potential customer wants your business card, catalog, flyer, samples. If they truly do not want what you have to offer they will decline giving you an opportunity t overcome the objection professionally and without pressure. Online you do the same. Automatically ask for an email address so you can email them a digital catalog, flyer, brochure. Along with these offer a coupon.

DO NOT and I repeat DO NOT add your potentials to your address book without their permission. There is nothing more damaging than spamming a potential customer right off the bat. You might as well check that person off your list if you engage in this behavior. There are better ways to get potential and current customers on mailing lists which we will discuss at a later time.

So next time you advertise or talk with a potential customer, don't ask them. Tell them. You will have far more accept than if you ask.

Olivia Vidal
© 2009
http://sochicbagboutique.com/

Welcome Your Team

As you build your team it is important to start new members off right. Start with a welcome letter. As each new member joins you will want to send a welcome letter that not only introduces yourself but also introduces the basics to getting started.

In your letter explain where they can find business tools, purchase products or samples, how to join groups that are available, and so forth.

Give important links such as the back office or account. Explain briefly how to navigate or what information is available.

Make sure your new team member knows where to access handbooks, flyers, training sessions.

Here is a sample welcome letter:

Welcome [insert name]!

I want to be the first to congratulate you on starting your new business and welcome you to [insert company name and/or team name]. I’m confident you will soon discover what a great company [insert company name] is. As a [consultant, affiliate, distributor. or other title] with [insert company] you have a great support system, wonderful products, and an even better commission plan. You have everything you need to succeed right at your finger tips as long as you are willing to use those tools.

[insert name], I hope that you won’t hesitate to contact me whenever you have a question or come across a challenge I can assist you with. Beginning a new business venture can at times be intimidating and overwhelming. Like most challenges, if you approach these challenges one step at a time, close your eyes, take a deep breath, you will see it’s easier than you thought and you will be ready to face it head on! I am here to help you.

One of the first things you can do to give yourself the best advantage as a [insert company] [insert title] is to become familiar with the wonderful products available. Don't worry, I am not asking nor expecting you to memorize them all. Just know what you have available for your customers.

Try the products yourself. Know what the customers are using. Remember, the best marketer is someone who owns and uses the products!

Tell EVERYONE about your new business. Tell your family and friends, add your website to your email signature, print flyers to pass out and post, hold a grand opening party. Be excited when you talk about your new business. When you tell people about your new business your enthusiasm will make a bigger impression than any fact or information you can share. Enthusiasm sells. Most of us as marketers think our customers make purchasing decisions based on facts. Facts do play a part which is why you need to educate yourself on our products. But in reality, we usually make our purchasing decisions based on how we FEEL about the product or service being offered. Put yourself in the shoes of the customer not as a salesperson. You are not only selling a product, you are also selling yourself. That’s where your enthusiasm plays a huge role in your success.

As your sponsor, I am here to help you in any way I can in assisting you and your business grow and succeed. If I can't help you, I will point you in the right direction.

Get informed, get excited, and be successful. Whether full-time or part-time, [insert company] is a fantastic opportunity that you will see thrive. Don't feel pressured. Go at your own pace. Have fun with it!

I look forward to working with you and excited to have you part of {insert company and/or team]!

Best wishes to your success,

Your Name
Title
Email

In a few days following your welcome letter, send a follow-up letter to assist them with any questions they may have. Never leave your team members to fend for themselves. Send monthly updates, send sales announcements.

A fun way to start off a new team member is with a challenge. Challenge your new team member to sell a certain amount or certain products. Reward them with a special prize.

Building a team is work. You need to be there for your team members and assist them in a variety of challenges. This is why you earn additional commission for team members. A team is a rewarding experience. Enjoy it!

Olivia Vidal
© 2009
http://sochicbagboutique.com

Finding the right business for you

Now that you have decided you want to work for yourself, it is time to find the right business for you. There are thousands of options out there. It may seem difficult but its easier than you think.

First, what do you like? You can't sell or push a product you don't like or won't use. You can't become part of a company just because you think others will buy. If you won't buy, they won't buy. It is simple as that.

Are you wanting to work part-time or full-time. You need to be realistic in how many hours you wish to invest. Know how much time you are willing to put in. Don't start a business that will require a large amount of time when you are only willing to put in a few hours a week.

If you are not willing to hold parties do not start a business that thrives on this. This includes Tupperware, Partylite, Pampered Chef. A party plan company requires you to hold parties. If you won't do a party or not good with parties, stay away from party plans.

If you are not good with people, do not sell a product that requires you to spend time with customers. You will be uncomfortable and your sales will suffer.

What sales methods are allowed? Can you create and choose your own advertising or only company approved? What advertising restrictions are in place. If you can work with this great. If not, don't work with it.

Do your research. You do not want to join a company with a bad reputation or with products you don't agree with. Joining, selling, then discovering you have an issue does not work.

How do you get paid? When do you get paid? Are you comfortable with this? If you aren't comfortable that particular company will not work for you. Commission can be anything from monthly checks to you get it up front with no worry of waiting for a check. Know how it works before you join and find you can't work with their system.

What is the start up cost? How much does it cost to maintain? Many forget there is more than just the start up cost you need to look at. Look at the cost of monthly website is provided, business cards, catalogs, brochures, samples, etc.

Don't jump in just because you are in a scramble to make income now. Take your time, do your homework, and find the right business for you.

Olivia Vidal
© 2009
http://sochicbagboutique.com

"Do Not Buy" List

You start your day by reading your email and like most days you sort through some spam. You are quick to discover spam from WAHMs who "think" you will benefit from their products or service. Maybe the first few times you blow it off as bad habits but as the habit continues you subconsciously build a "Do Not Buy" list in your head.

This is a frequent practice that takes place in many areas of the Internet. An example is you belong to a message board, your post an introduction, and the first thing someone mentions is "Hi my name is Mary and I sell wigglebams and I'd love to tell you about them". Another example is you are part of a group and send out a post looking for socks and you send a post for something other than socks. This is not OK to do.

What ends up happening when you send out your "helpful" or "beneficial" message, you are ultimately black balling yourself and hurting your reputation. You may feel it is unfair and even rant and rave how all someone had to do was tell you it was not wanted. You should not have sent it in the first place when it was unwanted so their is no reason for them to be that courteous towards you.

If it was not asked for, it is spam. Spam is illegal. Spam can lead to an undesired reputation. An undesired reputation can lead to decreased or even no sales. Nobody wants to do business with someone participating in an illegal act.

Spam is not the only reason some make their do not buy list. How you conduct yourself with others can also be a factor. If you seem confrontational it is undesirable. If you are negative in everything you share why would anyone want to do business with you.

We all have our problems in life but if you are constantly posting a new tragedy each week, it gets old and unbelievable. That will make others who may have potentially purchased from you questioning if you are truly who you say you are. You can go through a bad spell of bad luck and all is true but you will be questioned and you will lose sales and be part of the "Do Not Buy" list. Reality is you will be questioned as to whether you are running a scam. Yes it is harsh but it is reality.

If you are constantly defending your "friend" you will give the impression you are part of a clique. Cliques are turn offs in business and it intimidates others. This is a deal breaker for many and will get you added to the "Do Not Buy" list.

Do you have a habit of hijacking posts? This is when you someone starts a post whether be the appropriate ad and you come running in with the competition trying to steal their sale. Maybe you justify it as giving the person options but it can be seen as a shady practice. This is a big no no and will get you added to the "Do Not Buy" list.

Also watch those personal pages. Customers are doing their research more and more. If they go to Google and type in your name that takes them to your personal profile on a networking site with inappropriate graphics, pictures, and blurbs, you instantly just lost a sale.

Do not give customers a reason to not buy from you. Do not go with the attitude if they don't like me that's too bad. You are the one that loses out. Not the customer. And remember if bad news travels. We are more likely to pass on a bad experience before we pass on a good experience.

Image is everything in business. Conduct yourself in a professional manner at all times and follow the rules. Someone is always watching and you don't want that someone to think twice about ever buying from you. You never know who is making that "Do Not Buy" list.

Olivia Vidal
© 2009
http://sochicbagboutique.com

Own Your Business

As a business owner it is obvious who has complete control over the company. As a consultant/distributor/representative you have control over your portion of the business. This portion of the business is what you have worked hard to build. As a WAHM you joined a company to start a business. Problem is very few "own" what they have started.

Now when I speak about owning your business this does not mean starting a new company. When you join a company and earn your pay through commission sales, you own that part of the business. You pay for the business cards you share with potential customers and recruits. You pay for the samples you pass out for customers to try. You pay for the ad space getting your name out there. You "own" your business.

Too many are in the mindset that it everything is done for you when you join a business. All you have to do is tell people and they will buy. In a far off land where the prince slays the dragon to win the heart of the princess this may be true. In the world we live in you have to work.

You have control over how successful your business will become. You have control over what you are willing to do to create the business you desire. You have control on whether your business will ultimately fail.

Don't wait for a company to offer customers incentives to buy. Take the reigns in your business. You offer your own incentives. Be creative. This is your business so own it. Offer your own sales. You know your customers best. Take care of them and own your business.


Olivia Vidal
© 2009
http://sochicbagboutique.com

Make that connection

If you are a consultant for a direct sales company, you are selling live and direct with your customer one on one. Direct sales is successful when the customer has a connection with the consultant, company, and the products. Online network marketing can and does work but not without dedication and time. In direct sales to be successful you need to be off the computer and in front of customers more than online.

Before you jump up and yell "I can't. I have kids" you can do this with kids. We are not talking just home parties here. We are talking about customer relationships. This happens every day, all day.

Direct sales is the marketing and product sales, direct to customers away from a retail location such as a store. Sales typically take place through a party plan, one on one demonstrations, and other arrangements. A text book definition is: "The direct personal presentation, demonstration, and sale of products and services to consumers, usually in their homes or at their jobs."

A party plan is home or online parties with a hostess earning rewards. You make sales during these home parties to your hostesses guests. You also gain leads during these parties for future parties, recruiting, and future sales.

During these interactions you will need to make that connection. Nobody wants to buy from someone they do not like. Your connection may be your children. Leads come from everywhere including your child's sports teams, club meetings, and friends. These are people you deal with all the time and enjoy the company of.

Don't just sell. Find that connection. They are lurking where you never realized. Open your eyes and look around. Your connection is just around the corner.

Olivia Vidal
© 2009
http://sochicbagboutique.com/

Coach for success

You join a company to build a business. With that business you come to build a team. Now that you have a team, what do you do?

Educate, motivate, support.

Be the cheerleader. Cheer on all successes no matter how big or small. Recognition is a big key in team success. When a team member achieves something, show your appreciation with incentives, perks, and gifts. Also acknowledge the success publicly so that he/she feels recognized and appreciated. Post it on your team blog, business blog, business group. This can be the best booster to strive for further success.

I have a consultant who has a tough team. Low participation. She emails them all ever month at least once a month. No matter how little they participate. Little by little they are coming out of the woodwork and participating. Just because they are timid and want to stand back to see how things go, coach them anyways. Include them. This will entice them.

They are part of your team no matter what they do. It is your job as their team leader to coach them to success. This is why you earn commission on team sales. Its compensation for taking care of your team and assisting them as they succeed. They all deserve your time. Team members should never have to earn your time or gain so much in sales. You are to give each and every team member your time regardless until such a time comes they are no longer part of your team.

There are great individuals in great teams and the team leader's job is to appreciate that all team members bring something unique and valuable to the table. Every team member needs to know that they are important and contribute value to the team. This is regardless how significant the value is. All value is priceless. Treat it as such.

Many join a company but stand back to see how things run rather than jump in with both feet. It doesn't mean they aren't interested. They are adsorbing all that is put out there.and see how things run. They just do it in a different way than we expect.

You may have a super star among the quiet group. Don't let them smolder. Keep them motivated and wait for them to shine. It can happen when you least expect it. It may happen in an unexpected way. Quiet does not equal uninterested.

Build a website dedicated to your team. Post team news, recognize top performers, top supporters, new team members, hold contests. Hold training and team meetings. On one of the pages on your team site, put a chat room. Go to xat.com (personally recommend due to the fun nature), parachat.com, or addonchat.com, and get one for free. Free websites such as webs.com (formerly freewebs.com) are not just for creating a site for sales. Choose and use the features that work best such as the event calendar, discussion boards, blogs. Its about thinking outside the box.

If you want the best from your team members, it's vital that you give them what they need to perform well. Offer tips on getting those sales. Teach team members how to close a sale. Distribute articles to building and succeeding in their business. Create flyers and share them. You need to educate not expect they already know it all.

Keep your relationships open and honest when you are team building. You will encourage activities within your team. This will also mean that all of your team members as well as yourself accept positive as well as constructive feedback. Encourage feedback. When giving constructive feedback always follow a negative with a positive. With positive feedback stay positive. Don't throw in the "but". When you receive feedback, accept it without being defensive or angry no matter if the approach was angry.

Successful team building is not about recruiting perfect people. You as the team leader can make a huge difference to who you have already, by the actions and influences that you have yourself - and create a powerful team which can rise up and lead your business to much bigger things.

The quickest way to change behavior is to reinforce the effort initially, not the results. Profit follows performance, and performance follows effort. If team members put forth the effort you desire, they will create the results you want, and they need your on-the-spot coaching to adjust their performance to work more effectively.

Lead by example. Set the bar for where you expect your team to meet and exceed your success. You can't expect to build a solid successful team if you yourself can not reach a level of success others want to achieve. Put into motion all that you push. Whenever possible have a team member shadow you. Take them on recruiting meetings, home parties, fairs, etc. Hands on can be powerful. Some do better by watching and doing.

As a team leader, coaching is your number one job. This is not for when you have time or "feel like it." If you are too busy or unable to provide the tools to your team, you need to rethink building a team. Never build a team right off. Learn your company, your products, your field, your competition.

As a team leader you must know your team thoroughly. You must know the strengths and weaknesses of each member of your team. A team leader has to work with the team that they have recruited. Each sales person has certain strengths and weaknesses. Capitalize on those strengths. Utilize previous job experience. Know among the team members who works well with who. Pair them. Use your experienced team members to mentor new team members. Ultimately you want them to perform better and having a coherently working team is always good to achieve the sales goals of the individual and the organization.

As a team leader you can be the friend, adviser, and guide of your team. Encourage them to open up with you and discuss their personal matters with you on a one-on-one basis. Try to provide friendly shoulder when they need it. Offer solutions. Encourage them to keep moving forward. Knowing their personal joys and troubles you can be a part of their lives and they would trust you more as a leader. This will help you in getting things done. Also it will be easier for you to understand that the reason for a team members poor sales during a given time frame are the challenges in their personal life.

When somebody on the team is not reaching their sales goals be gentle with them. The worst thing would be to single them out in front of everybody. Try to find out why they are not meeting goals. Ask to meet and talk to you one-on-one if possible and find out what has been holding them back. Provide solutions. Point out where they can improve and give them pointers. Be gentle and firm with these team members. Allow them enough chance to improve. A little compassion and understanding goes a long way as a team leader and can help your sales team to get back on track to sales success.

Don't ignore anyone in your team. If they are meeting and exceeding, keep encouraging to meet and exceed new goals. Just because they are successful does not mean they don't need you. If they are floundering, take them step by step even if that means starting over.

As a team leader never stop learning. You do not want to be stagnant in your own success. Keep reaching higher and never settle. Don't hold back secrets. If you have something that will help your team members succeed, offer it to them. Why keep something to yourself because you don't want others to use it. Your knowledge is only valuable if you share it. If it is kept tucked away in your pocket, it is useless.

Watch how you speak to team members. If you are intimidating, aggressive, rude, you will not bring out the best in your team. You will likely create a team that will dwindle in size or disappear all together. Don't discuss how you will only help those who deserve your time. It devalues others. Word it differently. Instead say you will offer certain meetings, training, one on one, etc to anyone who willing to utilize your time.

Reality is not all team members are going to want to make good money. Some join companies to take advantage of the discount. Some want a hobby. Others just want some pocket change. The rest want to build a business. Be realistic. At the same time don't look down on anyone for their desire to join. Your job is not to judge. Your job as their team leader is to support, motivate, educate.

Coaching to success doesn't mean leading a team by the hand to do it all. Its about supplying your team with tools to succeed and supporting them along the way. You can't do it for them and you should not be expected to do so.

Building a team is not sweet talking a potential recruit into joining them letting them fend for themselves. Sitting back and watching the money come rolling in is not going to happen. OK maybe there are a few times it does but this is certainly not the norm. You are paid a small compensation of a percentage of their sales because you coach them to succeed. Earn it. Teach them. Support them. Help them succeed. If they succeed, you succeed.

Coaching your team is work. It is rewarding work not to be taken lightly. Take the time to research and provide the tools to your team. Take the time to get to know your team. The time you invest will be worth the work.

Olivia Vidal
© 2009
http://sochicbagboutique.com

Are you missing that sale?

Every situation offers an opportunity. With every opportunity is a potential sale or recruit. Ask yourself, are you closing the deal or allowing it to pass by?

No matter whether you are approaching the opportunity or the opportunity has approached you, you still need to close the deal. Very few times will the deal close itself. You cannot count on this. So the question remains, do you close the deal or do you allow it to pass by?

Before you talk about the close, lets touch on why you sell. Do you want to sell or do you need to sell? You may often find yourself hoping and sometimes even begging for the opportunity to show what you can offer and maybe make a sale. You may be thinking and focusing on how you really need this sale and hope you get it this time! After all you have a family to take care of and bills to pay. Do you stop and think that it is possible your customer may be able to pick up on this? You bet they can pick up on it. Salespeople often present themselves as if they need to make the sale. Instead, its much more effective to have the mindset of wanting to make the sale simply because it is going to benefit the customer’s life and business. This means not making selling about YOU and about how much you can assist the customer with what you have to offer. This also means stay away from the sympathy sale. Don't discuss how your lights are about to be turned off and you need to make a certain amount.This gives you zero value, red flags go up on whether this is a scam or not, and will quickly shift into defense about why they do not want to buy. Stay away from desperate, and show you are successful and sincere. As they say you catch more flies with honey than you do with vinegar.

Fear of rejection is the primary reason why salespeople do not ask for the order. The worst a customer can say is no. That no doesn't have to be forever. It can mean no not right now. Down the road when they need it, it will become a yes.

Lets talk about the close. We have been trained to push the features and the benefits in hopes this will sell itself. It doesn't. It ends up as a long boring ad that loses the potential customers attention. It does not lead to a sale close. This does not mean don't discuss features and benefits. You touch on these quickly. Example "the aloe will make your skin smooth relieving you of the dry skin you have been suffering". This is a feature and a benefit. This is not a close and you do not need 30 minutes of features and benefits. Some may buy but don't be blinded by the instant success. Most times they already expect to buy and do. This usually happens almost immediate.

When closing a sale the assumptive close is the best. This is the most common close when it comes to sales. This one is assuming your customer has made a decision. You go in confident they love what you have to offer and you close the sales conversation with "What color do you like?" or "Did you want 1 or 2?". Can you see where I am going? You are moving the sale along to close the deal. You are not allowing them time to think of why they don't want it or why they need it. It does not mean you have to be pushy. If they tell you not today. You follow with "that's OK let me leave you with this catalog to look over our line and a business card to call me with any questions." You may even want to open the catalog to the produce they are looking at and remind them of any sales. DO NOT end here. You WILL be following up in a couple days.

Some prefer a demonstration close by showing a specific product and how it is used. To me this is not a separate type of close from others. It should be all inclusive when offering any product for sale. This should be your lead into your chosen close.

You can go with the alternative close which is sometimes referred by some as the alternative choice close. How this works is similar to the assumptive close but you are giving the customer limited choices. This would go something like "did you want the vanilla or the lavender scent?" or "we have 3 colors - blue, yellow, red. What color did you prefer?"

Another favorite is the diary, calendar, future close. This is again assuming the deal is done but its a future close. You close today's discussion with "are you free Friday at 1pm" or "what day next week would you like to meet?"

You can try what I like as the up down close. You offer a customer the product with the higher price first, then move down to the lower priced item. This will look something like "our porcelain tea pot is a steal at $45. Let me show you our popular rose tea pot for only $30. Which can I get for you today, the porcelain or rose tea pot?" They will see it as a good deal and choose that item. Choose carefully but this is an effective close.

Have you ever had a vacuum salesperson come over or another type of salesperson come to your house for a free demonstration? You have probably been pressured with it is now or never, maybe been forced into feeling embarrassed, told how other neighbors have it so they use the peer pressure close, or compliment you to death. These are all closes they are taught to get you to buy. Some of these tactics work fantastic. You may not think so but that is why they use them. They work. These may not work for you so find your closing that gives you a good close rate. I like to shoot for 25%. That may not seem like a lot but that is 1 in every 4 people you come in contact will buy and half will become repeat customers.

Watch a customer's face and body language. If they are engaged in what you are saying, you need to move towards a close. If they appear bored, leaned back, arms crossed, they are not interested. You either need to change directions to get them interested or close with a future close and let them think on it.

Never attempt to close when they seem anger or negative in any way. Most times this can lead to an argument. Never argue with a customer. They may not be angry with you. Maybe they have a defiant child and just want to get through it so they can go about their business. Again close with a future close.

Make the sale easy. Fill out order forms, applications, offer delivery, help them make a secure payment. Take the reigns and let them enjoy the pampering of an easy sale. The easier the sale, the more they will buy. This is not the close. This is moving the close along taking the task off your customers shoulders.

When a customer chooses an item, up sale. If they purchase a candle, they need a candle holder. They order face wash, they need moisturizer. A purse purchase means they need a handbag caddy or keychain. There is always something to up sale. This is not pressure. You are simply offering them items they never thought of.

Sell to their needs and wants. Do not sell to them for your needs a wants. Never sell based on price. Some find this as an up sell which can be true. I find that selling to their needs rather than price will seal the deal easier than if they are spending smart. You can use the tactic of

Do not over close. This will only talk the customer out of the sale rather into one. If they feel the pressure is on, they just want out.

No matter how you close, this is not a one and done sale. This is the beginning of a long lasting customer relationship. You will need to close every sale even if the customer has been buying for years.

If you want the sale, go get it. Don't wait for it to come to you. This does not matter if the sale is online or off. Go for the close and get the sale.

Olivia Vidal
© 2009
http://sochicbagboutique.com

Building Customer Relationships

This is often suggested but rarely discussed. The importance of customer relationships is simple, loyalty. A customer you have built a relationship with is a repeat customer. A repeat customer is a loyal customer. You have built trust and know your customers needs and wants. This is why a customer becomes loyal.

Often the question arises, how do I build a relationship?

When you develop a relationship with customers, they return for more business. They also refer others to you as based on that relationship. Although it is not difficult to build relationships with customers, many consultants/owners don't know how to do this.

This is easy. This is your friend. Get to know this person. Just because this is your client does not mean you can't get to know them. Getting to know them gives you an edge when fulfilling their needs with your product.

Like with any customer always always always follow up. After initial contact follow up with your customer 3-5 days later. No more than this. This is a simple offering to answer any questions, assist with ordering, or anything else a customer may need. When a customer orders allow time for the product to arrive and follow up to see how they like an item. Address any questions, concerns, problems, further orders, and so forth.

Ways to build customer relationship:

• Take note of birthdays, anniversary, special occasions. Send a card or call to recognize the special day
• Send holiday cards to customers just like you would family and friends. Make it personal and hand write a special note inside.
  
• Send samples of new products. Include how to buy and follow up a couple days after they receive it for any questions or assistance in ordering.
  
• Send thank you gifts for referrals. Some prefer special discounts but I have personally found small gifts from the company prove to have a larger impact. This is up to you and how you conduct business. The more your customer feels special, the more loyal they are.
  
• Keep a database of products ordered by your customer. Note favorites and dislikes. You will be able to tailor communications with this information. Remind your customer when it is close to time to buy again. This is especially helpful in the beauty field.
• Pass on sales of favorite products You know what they like so make sure they are getting the best deals on that product.
  
• Offer your own exclusive sale. Just because a company is not offering a sale or special promotion does not mean you can't do one yourself. You may represent another company but this is your business. Treat it as such.
  
• Deliver orders personally whenever possible. This gets you one on one time with your customer. Take with you a new product.
• Offer a gift registry even if your company does not offer one. This is great for something as simple as a birthday. You can type it up in a special way and mail to gift givers.
  
• Offer exclusive packages for events such as weddings. You build a custom package you are not only satisfying a need but you are showing you care enough about the business they bring to offer something exclusive.
  

Note what a customer purchases for later reference. Keep a database of everything a customer buys. This will eventually give you the idea of what your customer likes due to the pattern in which they buy. You will find like and dislikes as well as purchasing style. If your customer is purchasing renewable items such as beauty products or home scents make note how long your customer takes to use a product. If it seems a customer should be about ready to reorder, send a quick note especially when a sale is currently on.

Your loyal customer should be treated like royalty. Offer samples, deliver product personally whenever possible, take orders in person taking with you samples of new products. You are the store so bring that store to the customer.

Customer service is number one. You never burn a customer. Be honest. Communicate. Take care of that customer 150%. Deliver orders whenever possible. Take orders in person whenever possible. Offer special discounts even if you are a consultant and your company does not offer one. Give a special thank you gift when your customer refers another customer. The simple personal care you give a customer will make them want to keep doing business with you.

Just watch the sales push overkill. If every conversation you have is nothing but trying to sell, it can turn off potential customers. The reason is because they fear you want nothing more than to sell them a product. Ever walk through the mall with salespeople surrounding kiosks trying to push sales? You avoid them like the plague correct? Don't become the salesperson you can't shake. This will certainly not build a relationship and will most certainly become a word of mouth ad you do not want to be part of.

Love what you do. If you are truly passionate about what you do, customers will be captivated by your passion. Statistics show that customers buy from those who show they believe in the products they sell, use the products/services they offer, and show passion for the companies they work for. Be honest, open and listen to your customer's needs. This will result in consistent sales growth and an excellent reputation making you one of the top performers in your field.

Truly care about your customers. Remember that no matter how good you are, faking it simply won't work and customers see right through it. Ask questions, take notes, engaged in their answers. When you take an interest in people, they remember you. When people remember you, it's good for business and your customers.

Give yourself value. Share your network of contacts with your customers. Don't expect them to give you their business without you giving them something first. This does not mean give away free product hoping they will buy more. People need solutions. Answers to their needs. Instead, give away something that makes you valuable such as a referral to a partner of yours, a solution to a business problem that you read about or heard from someone else, or even help finding a new dentist or mechanic. This makes you a valuable source and make others look to you for their needs including what your product or service will fulfill.

Always make eye contact. It shows we are still interested in their well being. Very few sales people ever look their prospects directly in the eye. By simply smiling and making eye contact, you'll be surprised how much you will set yourself apart from everyone else. Not making eye contact makes them feel less important, makes you look less confident, and offers an intimidating situation.

Use a customers name. Introduce yourself. This will give your customer the chance to introduce themselves or allow you to ask if they prefer to be called "Mrs Jones" or if "Jane" is OK. Just be aware of how they wish to be greeted. Be careful not to over use their name. You do not want to say their name after every sentence. One it will make it sound like a sale pitch and 2 it can make them feel uncomfortable. Repeat their name after they give it to you, once or twice during the conversation such as "Jane I think you will like these so I am going to give you a couple samples to try." Then at departure when you say good bye. Keep it a simple "it was great talking with you Jane. I will be in touch soon."

Listen to what your customers say. Nothing turns a customer off faster than a customer feeling they are not being listened to. Customers have a need or a problem and want you to satisfy that need or offer a solution to that problem. If you only want to sell something they don't need, they will not buy and will not call on you again.

Keep in contact with your customer. Giving a catalog, business card, sample, or making the sale is not the end to your contact with a customer. The one crucial piece to building a relationship with your customer is to stay in contact with them. Far too often a business will let a customer walk out the door without getting some sort of contact information. Don't force a customer but whenever possible get contact information. A newsletter from your business sent by mail is a good way to not only get contact information but to stay in touch. No matter your choice of communication keep in contact. Make a personal call once in awhile, send greeting cards, send something special for their birthday such as a free gift or special discount.

The ability to building a successful relationship with your customers is crucial to building your business. As a business owner (even consultants are business owners) you should not be looking for the done in one sale. You want to bring them back for more, repeatedly. A repeat customer is a loyal customer. The simple fact is it is always easier to keep a loyal customer than it is to replace them.

The idea seems difficult but you will find it is very easy. It goes back to the old saying do unto others as you wish done unto you. Don't do anything you do not appreciate receiving yourself and do what you would like on the receiving end. The better you treat your customer, the better the relationship.

A customer relationship doesn't stop the moment they make and receive their purchase or leave your store. It continues indefinitely.

Success in your business depends directly on your ability to make yourself likable, trustworthy, knowledgeable, and reliable. Create a positive experience for your customer and the rest will follow.

Olivia Vidal
© 2009
http://sochicbagboutique.com

But it's just not working!

I posted a similar article in January 2008. I am revisiting that article with some added info and updates.

The most common thing I hear from WAHMs who can't seem to get their business off the ground is "but it's not working." I have to ask, why is it not working? What have you done? When you say you are working your business, what does that mean?

Write down what you have done. List everything including who you have told. You will end up seeing you aren't doing as much as you thought. It could be poor ad writing. You ad should be exciting, informative, leaves them wanting more. Should have a call to action - Hurry! Limited time! 1 day left! Don't miss out! Your ad should not be over written with big words or too long. Your reader will become bored. Have someone read your ad and give you their thoughts. Look for those who will be unbiased rather than friends who will compliment and support you not matter what. Sadly friends praise you when they should be telling you what is wrong. Then again they may not even know.

List your goals. Start with short term goals. Be realistic. You don't want to be able to buy a brand new house in 1 month but maybe you would like to pay for the light bill. Maybe your goal is to make senior consultant. What will it take to get there? Once you know the direction you are heading, follow it. If you wander aimlessly you will get nowhere. Have a direction.

Advertising in the wrong areas (ex. advertising beef jerky on a jean site) is a big one. You can't very well sell a product if you aren't selling it to people who need it. Know your market. You can't effectively sell without knowing who you are selling to. Know this before you set out on a marketing campaign.

Nobody knows about your business. You sent out an email to everyone you know about your business but did anyone read it? Follow up. Hold a contest. Invite guests to an open house where you have the chance to talk to your customers one on one. Offer a scavenger hunt where completed hunts earn a special discount or a raffle at the end to win product. Get those customers reading your ads and visiting your site.

Your are not showing how excited you are. Have you ever come across a cashier or waitress that was less than pleasant? Did that make you want to return or did you complain about how rude or cold they were? How about a home party where the consultant was dull and not very exciting. Did you buy anything? If you aren't excited, you can't expect your customer to be excited. Even on your worst days, smile. If you smile it will carry through into how you talk about your product and your business. Excitement creates more excitement in others. Excited people buy. Get them excited.

Maybe people are turned off when they ask for one thing and you don't give it to them. Nothing is worse than a consultant or representative who is not willing to work with you but expects you to buy from them. If you can't give what they ask, offer options. Just because you don't have exactly what they want doesn't mean they don't want to buy. Maybe you have an option they never thought about before. Introduce them to it.

Someone asks for a brochure, are you handing them one? Or are you pushing them off for a week because you are out? Are you sending them to a website instead because "you don't have catalogs?" Being out of catalogs or brochures are fine but make sure if you send them to a website, you are not brushing them off. Let them know you gave your last one away and you have more coming. In the meantime you have a website they can look over until the catalog or brochure arrives. Get an address or something and get them a brochure or catalog. Do not leave this customer hanging. Always follow through. Never tell them you don't have any and they have to look at a website. They don't have to look at anything and usually won't when you tell them to.

They are looking for a new company and ask for a sample. Are you willing to give them one? If not, why? Invest in samples if your company offers them. Maybe you can find a better way to spend $25 but that $25 investment today can turn into $100 in orders later. Never leave a customer empty handed no matter the reason for no samples. Give them something even if just a piece of paper with your info and make sure you get theirs. Follow up with any customer who you give samples to. Be ready and willing to answer questions. Make them remember it was you who gave them samples. Never ever tell them you will only give them samples if they are truly serious because samples are expensive. Talk about a turn off. You just implied you care more about the cost of a sample then their business. You just made them feel of no value to you. That is not the impression you want to leave a customer with.

You have told everyone about your business and are sure they know it's you with the new candles. Now telling everyone about your business is the first step but it's far from the final step. People know about it but now they need a reason to buy. Have you given them one? Just telling someone about your business doesn't make them buy. In the same turn today may be a "no" but tomorrow may be a "yes". Everything takes work. There is no such thing as a WAHM business where you can pay the bills without getting out there and working. Building locally is easier than building online but you have to work your business. It can happen but YOU need to make it happen.

Close the deal. When a customer asks about a product, LISTEN to them. Know what they are wanting and needing. Show them options then ask them help them place an order. You can end off with something like "I can help you order that now. How many would you like?" or "we have blue and pink, which color would you like me to order for you?". Don't send them to your site and wait for them to order. Follow through and close the sale. Many times this alone is why it is "not working". You left the customer to fend for themselves and they went elsewhere.

Tell everyone about your business. They don't know if you don't tell. Put your business link into your email signature. Make sure when you add your link, add http:// before your website. Example http://www.yourwebsite.com This makes your link live and clickable. If it's clickable, people are more likely to click on it and see what you offer. If you need to add html to make a link live use this code:
YOUR WEBSITE URL

Next, find others who need what you offer. Find message boards related to your market. If your market is woman, find message boards related to mothers, WAHM, SAHM, career moms, women, etc. You can even join message boards of interest to you. Like scrapbooks? Join a scrapbook community. If you are interested, you will socialize and get to know others. Message boards are great because you get to know your market. DO NOT and I repeat DO NOT just join message boards to advertise. If this is all you do, you just won a ticket to ignore land.

Next look for groups dedicated to to your market. Yahoo! and MSN are filled with these groups.
Join Profile sites such as Cafemom.com Facebook. While MySpace is great for friends and such, it's lousy for making money so avoid the profile that are nothing but a full page ad. They will be useless and people will avoid it because they will think you are nothing but a spam bot. Does that mean don't advertise there? Absolutely not just be realistic about your expectations and careful how you advertise. Social networks are an untapped venue because they are used incorrectly to advertise. These are social networks so socialize. Toss in the occasional ad and utilize the blog function.

Buy ad space. Look for websites that are related to what you offer. Ad space can be as little as $1 per month to $25 per month. Join banner exchanges. Get your business banner in rotation. If you don't have banners to promote your business, make one or have one made for you. These are relatively inexpensive. Free always sounds better but you can't do free forever. Buy prime advertising on high PageRank sites. You can check a sites page rank at http://www.prchecker.info/check_page_rank.php. 1 is the lowest with 10 being the highest. The higher the PageRank the higher the ad fees. Also keep in mind PageRank does not update all the time. Just because a site shows a low PageRank does not mean they are worthless. Use PageRank as a guide not a rule.

Join traffic exchanges. Get your name out there. Know the traffic exchange you join as some are filled with nothing more than get rich schemes. Join 1 or 2 relate to your target market.

Write blogs about your products/service, how to use them, tips and tricks, about business, etc. Show you are knowledgeable about your product and field of choice. People buy from professionals who are successful and knowledgeable. Why? Because they know you will be around.

When talking about your business, talk success. Do not talk about low sales. Do not talk about not being able to pay the bills. Here is why; if you do not seem successful, you will probably be out of business in a short amount of time. Why buy from you if they aren't sure you will be around when they need you again? If you come off successful you appear reliable. This isn't lying. This is showing your success. Maybe this months success was 1 $5 sale. A sale is a sale. Maybe you didn't get a sale but you handed out 100 fliers. That is successful. So next time asks you "how are you" or "how are things going" you respond "Great! I made a sale yesterday" or "I passed out (such and such amount of) business cards and I am so excited".

Hold an online party. These are very simple and a great way to get your name out there. You will commonly find vendor parties held with several at once and you reserve 30 minute time slots to present your product/service. These run anywhere from $1- $5 and upwards for special dates such as Christmas. You can also reserve rooms for longer periods to present during an exclusive party. Exclusive rentals range from $5- $25 for any where from 2 hours to all day. This is a better option as you are not rushed and you can spend time with your customers. Both get your name out there.

Have you submitted your website to search engines? While that thought sounds expensive, you can submit your site for free! It just takes a little searching.
Here are ones I use regularly:
http://www.google.com/addurl
https://siteexplorer.search.yahoo.com/submit
http://www.scrubtheweb.com/addurl.html
http://www.exactseek.com/add.html
http://www.domainsdomino.com/ses/
http://www.addme.com/submission.htm

Network your heart out. Everybody knows someone who knows someone who can get you what you need. That is called networking. Use those people around you to get your name out. Keep an ear open. Someone may know someone who needs exactly what you have to offer. Are you in the PTA, in the auxiliary of a woman's club, a soccer mom, etc? You can network. Contact your local Small Business Administration. Ask about business expos. Contact your Chamber of Commerce. Offer opportunity brochures for new residents needing to find work. Maybe you sell Tupperware. Offer welcome baskets through the Chamber of Commerce for new residents of the city. Get involved with charities. Not only are you doing something good to help others, you are getting your name out there. Offer a part of your sales or commissions to charity. Join the board of the local charity. This is also another great way to network.

These are only a few ways to get off and running. Just remember you need to get out there and network and show people they need you. If one thing doesn't work, try something else until it does. Don't just try something once though. Try it several times and give it a real shot. Your business will only build and thrive based on your hard work and is nobody's responsibility but your own. Do your research, seek out new and creative ways to get your name and business out there. Don't hide. The more you hide, the less you are seen. Make yourself known. Nothing is easy but it does get easier. There is no such thing as quick and fast sales without hard work. if that is the line you are sold, it probably isn't true.

While I am by no means an expert, I have been through the ups and downs of building a home business and continue to build even now. It never ends no matter what steps you have taken. You need to give your business time every day even if only 30 minutes. You only get what you give. If you only have 10 minutes a week, what return do you expect to get back?
There is no excuse in success but failure is full of them. The only things holding you back are what you are not willing to do for your business. Don't give up after the first no. The 11th try may be your yes.

Now get out there and work!

Olivia Vidal
© 2009
http://sochicbagboutique.com

Marketing your business

In this time of recession many WAHMs and small businesses are seeing the decrease in sales. Some unfortunately are seeing sales stop completely. While it is discouraging you can still be successful. It takes work. If you were properly marketing your business prior, the added things you need are not going to be a strain. You may have to add an extra hour a 2 a week. Some will add more. The harder you work, the more benefits you enjoy.

When marketing your business it is far more than just telling everyone about your business, giving them a link, and watching the sales come in. If you do this you will never get your business off the ground.

First thing everyone in business for themselves, whether you are a consultant or a business owner, are business cards. Even if you are strictly doing online networking you will come across someone offline who is interested and needs your product. While I am not a big fan of less than professional cards, you can print these yourself on heavy card stock or order free ones through places such as Vista Print. Even if you start with an option that is easier on the pocket I highly recommend you move to a better quality business card. These speak volumes at your attention to detail and quality.

When you are out at the store, in the Dr's office, waiting for an oil change, how many conversations do you over hear? How many times you wish you had a card. While getting my nails done I was talking about makeup. Another woman getting her nails overheard the conversation and brought me her card. Ever leave a cashier that was exceptional? Did you ever leave them a card and tell them to call you and how you needed more team members like him/her? When someone asks for your number this is when you give a business card. What about those restaurants that offer free giveaways when you drop in your business card? I never just drop one in. I tuck it in on the side facing those outward so anyone walking up will see the card. Leave a business card with a tip. I was recently eating at a local restaurant where the table at the entrance has business cards from patrons visiting. As I left I placed a stack of cards on the table. I was playing pool at our local billiards establishment where they had bulletin boards in the bathroom and mini billboards on the back of the bathroom stalls. Management placed my flyer on the bulletin board and I contacted the bathroom billboard company.

Thinking outside the box is easier than you think. How about those waiting rooms with magazines. Ever see the opportunity to donate you own with a label on the front and back saying "Donated courtesy of xxxxxxxxx", a pocket for several business cards tucked on the first page, add in a brochure to the middle or even a catalog.

How many of your children have classroom newsletters? Many of those are teacher sponsored. Ever thought to negotiate a small ad in that newsletter while you take on the sponsorship of that newsletter? That is money back in the teachers pocket for other classroom needs. Visited the local boys and girls club? How about the local ballet school, cheer leading or gymnastics gym? They need sponsorships at some point and even fundraisers. Same with private sport organizations.

How many parades come through your town every year? Maybe just once for Christmas or as many as every holiday. You can dress up your truck or even a borrowed truck to advertise during a parade. Toss our wrapped candy with a label wrapped around it containing your information. Have someone pass mom and dad mini flyers with a coupon.

Utilize Youtube to promote your business. Be yourself and give a little blurb about who you are and your company. Show a product or 2 and why you love them. This is just like talking to your customer one on one. Leave the self consciousness at the door and don't over criticize what you look like. Its you they are looking at not something else you are trying to be. A webcam is n easy purchase with great options for $30 and under. These can take video as well. Once you uploaded that video to Youtube, upload to MySpace, Facebook, and anywhere else that allows video uploads.

I love the plant deals I find at Walmart and Lowes. You can get the small 5" pots for $5 or less. Many times you can take this one plant and turn it into 3 or more. Their palms are a great for this. Replant them in new pots, wrap colored cellophane with a ribbon around the bottom, attach a thank you note with a business card and brochure or catalog. This is an instant thank you gift to hand deliver for party hostesses, first time customers, or loyal long time customers. Even just recognize your customer's birthday with a cute and simple plant.

Everyday is an opportunity, every door that is closed can be opened, every person is a potential lead to a sale. Keep your eye open and look at all sides. Look outside the box and see where you can shine. Avoid the ordinary and do the extraordinary. This is when you will truly be successful.

Olivia Vidal
© 2009
So Chic Bag Boutique

Less is more

The more companies you join the more money you make right? If you offer a little bit of everything giving your customers a one stop shop, why would they go anywhere else? The more I can offer the better, right? Um, no.

The idea sounds great and may even work for a short time but soon you will find it is overwhelming to keep up with. It is almost impossible to keep up with product knowledge when you are part of so many companies.

Some start a free website and place all their banners there because of course customers want to go to a website and see several products only to be redirected to make multiple purchases. Customers shop online for convenience.

Sending them away from your site is the best way to lose a sale. They have to remember to go back and click on your link to give you the commission sale. If they only remember the company name they are most likely to type in the web address and not your website.

If you are going to join more than 1 company, do your research. Have you tried the product? Have you ordered from the company before? Do you believe you have sell the product? Are you willing to put in the time and effort into building the business or just plan to show a link from time to time?

If you do the research ahead of time you will find you will eliminate companies up front for various reasons. Never join on a whim. Join because you will be committed.

If you are going join more than 1 company write down how you can partner and work the businesses together. Find their common ground. If you join a company that sells food storage and want to join another then a company that sells food mixes is a natural partner.

Before you join multiple companies check each company's policies. There may be clause that will prevent you from joining with other companies including selling side by side. If you can't sell side by side what is your plan to promote and build each individual company effectively?

I recommend 20 hours per week per company. If you are properly building each business, can you honestly devote 20 hours per week per company? If you have 3 companies, that is 60 hours per week, 8 1/2 hours per day, 7 days a week. Can you keep up? No not spend a total of 20 hours for all companies. Cutting corners will only make for lazy work. Lazy work will in turn give a failed business.

Before you say you don't need that many hours, are you making enough money to cover your rent or mortgage each month? If not, why?

So think about it ahead of time. Are you with too many companies? Cut back. What companies do you spend most of your time working. If you do not spend much time with a company other than share a link once in a while, cut that company. If you have not ordered or use the product, cut that company. If you only joined for a friend and really not passionate about it, cut that company.

The more quality time you devote to your business, the more it will grow into a business you are proud to say you have part of.

Olivia Vidal
© 2009
http://sochicbagboutique.com/

Get ready for the new year

Christmas is over, the relatives are gone, the shopping is done. Its time to start thinking about your business again. Start 2009 with a new outlook and ideas for your business. Whether just starting and been in business for years, a fresh start can always be a great thing.

We all should have a business plan in place for how we wish to conduct and grow our business. This does not matter whether you own your own business or you a consultant in direct sales. Everyone needs a business plan. If you do not have a business plan in place, what direction do you go?

Before you panic and think I don't have time to write one or I don't know how, a business plan is easier than you think. I will take you few of the basics in a business plan. By the time we are done you will have enough information to get you started in the right direction. Now I am not where near an expert in writing these. But I can give you a great start from my own experience and business classes.

We all should remember that trusty notebook I am always talking about. It is time to bring it out if you don't have it out already. Don't have one? Go buy one. I recommend the 5 star with the plastic cover. They are more expensive but they take a beating and still hold on. Buy which ever you like or just use a standard long yellow notepad with cover. Doesn't matter. Just get one.

Before we get started there are a few things I want you to remember. You are a salesperson. As a sales person it is your job to convince others to purchase your products. Your product(s) not only represent your business but also you. Because you want others to buy from you, they must believe in you and not just your product. Because of this you want them to believe you know everything there is about the product and can effectively assist them in any way they need in relation to your product. I say this now because this will reflect in your thinking while writing your business plan.

The basics to your business plan will be:
Executive Summary
Market Analysis
Company Description
Organization & Management
Marketing & Sales Management
Service or Product Line
Funding Request
Financials

They may sound like big words and even seem intimidating. Don't let it be. This is what is used when you plan to seek investors and even loans to start your business. We are not going to cover the very exstensive and detail of a traditional business plan. We are going to take pieces of this and break them down simplify a business plan so you have the basics to move your business forward.

We are going to start with your company description. This section will include several elements of your busines that fit together. What needs to be included is the nature of your business, the marketplace needs that you are trying to fullfill; include the ways in which you plan to satisfy these needs using your products or services. So what exactly does that mean? Start with what is your company and what you offer. Why would people want to buy your product? Lets say you sell candles. People like to have a tranquil home, relax, and their home smell good. This is why they would want to buy candles. Say you sell soy candles. The reason people would want to buy yours is because they are not as toxic as others. Of course you want more detail than this but you can see where I am going with this.

In your company description you are going to list your success. What key areas are you superior in? Customer satisfaction? Shipping? Product quality? Location of your business? Why these give you an advantage above others and why you have the competative edge.

Lets turn to Service or Product Line. Describe your service or product, and highlight the benefits to your potential and current customers. Focus on the areas where you have an advantage above the rest. Point out the the problems in your target market for where your service or product provides the needed solution. Provide evidence that people are, or will be, willing to pay for your solution. You don't need to go into detail about each and every product but you do want to go into detail about the major lines of product. If you don't know the answer, find it. You can't effectively sell a product if you know nothing about the product and why you are selling it. Selling it because it sounds like fast money will only cause you failure. Do your homework here.

Marketing & Sales Management is our next stop. What is marketing anyways? Marketing is the process of creating customers. This includes your ads, how you sell your product or service, packaging. In this are you want to first define your marketing strategy. There is no single way to approach a marketing strategy; your strategy should be part of an ongoing process and unique to your company.

Strategy for growing your business. This growth strategy might include what is called a horizontal strategy. This is where you would provide the same type of products to different users. There is also a vertical strategy where you would continue providing the same products but would offer them at different levels of the distribution chain.

Channels of distribution strategy. Choices for distribution channels could include a sales force, distributors, or retailers. To keep it simple this will be your sales force. You can branch out further as your expertise and skills strengthen and grow.

Communication strategy. How are you going to reach out to your customers? This will be a combination of the following: promotions, advertising, public relations, personal selling, and printed materials such as brochures, catalogs, flyers, etc.

Once you have defined your marketing strategy, you can then define your sales strategy. How do you plan to actually sell your product? This can be a meriad of avenues. You need to decide what is best for you and your skills. This will also include what you will not do and why. If you cannot do home parties, why? No babysitter? How can you get around that? Are you not good with large groups? Can you start with a small amount of people and work your way up? Strategy is not only what you are willing to do but what you can do to overcome what you are not willing to do.

You need a sales force strategy. In direct sales your sales force is those you recruit to be part of your team. You as a team leader are responsible for helping them develop the skills to build their own business. This is why you receive compensation. How many salespeople will you recruit for your sales force? What type of people are you looking to recruit for your sales force? Be specific on type. Don't just state anyone wanting to make money. Are you targeting women from ages x to y? Married men with children? People who own homes? These are just examples so make these questions relate specifically to you, your products, and your company. What type of recruitment strategies will you use? Maybe your strategy is strictly online. Be specific how this will work. Even online strategies will include some offline skills so you must include them. How will you train your sales force? Will this be conference calls, chat room training, in person meetings. What about compensation for your sales force? This is not what they earn for sales. This is what can you offer. Maybe you will offer a product package for hitting a certain goal.

Your sales activities. When you are defining your sales strategy, it is important that you break it down into activities. For instance, you need to identify your prospects and make a list. Once you have done so, you need to prioritize it. Next, identify the number of sales calls you will make over a certain period of time. This can be monthly, quarterly, or yearly. I prefer monthly as you can make these appear attainable using your present skills. This can later change as your skills develop. From there, you need to determine the average number of sales calls you will need to make per sale. It may take 20 calls to make one sale. You need to know the average dollar size per sale. You can modify this to be home parties, catalog parties, conference calls, sales meetings, and any other method you have chosen to make the sale.

Lastly we move on to Financials. This should include historical and prospective. If you are just starting you will not likely have historical so focus on prospective. You should have a breakdown of what you spend vs sell. You also should have an idea of what you need to allocate where. Even as a consultant you need to know what is coming and what is going out and not just spend whatever, whenever. Based on past you should be able to project your financial outlook for the coming year. If you plan to receive business loans or gain investors, this is a must and cannot be left out.

As you can see we have skipped a few areas. The areas we covered are where most need to focus. If you wish to start a new brick and mortar business using loans and investors, you will need a full comprehensive business plan. You can find several samples of these online. There are some who offer the service of writing this for you with the information you provide. Just do a search on Google or any other chosen search engine.

When writing don't feel overwhelmed. Take one section at a time. Once you have completed these sections, review them periodically and make adjustments as needed. This is a work in progress and will never be the end. If you create this digitally it is easier to read and change.

This is by no means complete but you now have a great start to making your business successful.

Olivia Vidal
©2008
So Chic Bag Boutique
http://sochicbagboutique.com/