When talking with small business owners, I repeatedly hear – I hate to sell. They feel bad asking people to buy their product or service. They feel “sleazy” or “pushy” and don’t want to make people feel uncomfortable. But sales drive your business!
Every part of your business needs to have it’s own plan. You have a business plan which is your overall plan, but it is imperative that you have a Sales Plan. This helps you determine how to market, how and where to network, and how to grow your business.
Networking is key for any business, but networking events can be terrifying or boring or a wealth of new contacts who may need your product. But when you encounter the guy with 20 business cards in his hand to give to your friends – that is not networking and it is NOT selling.
When I am at a networking event, I rarely give out more than 3-5 of my own cards depending on the attendees, and usually only if they ask for one. My goal is to work with the people who need my services and are willing to spend the money to hire me. I don’t push, I educate. I am approachable, and I listen to what they have to say. I want to build a relationship and know that somewhere down the line they might remember what I offer and use it themselves or recommend me to a friend.
You never have to be pushy, but you do eventually have to ask people to buy from you. Understand what their problem is, and what you can offer them as a solution to their problem. You are not forcing anyone to buy, you are offering them your assistance with your product or service.
My favorite sales trainer for small business owners is Nikki Rausch, the founder of Sales Maven. Visit her website at: YourSalesMaven.com. Nikki clarifies the issues we all face in our business when it comes to selling. She has proven methods that are simple to follow and to understand. I encourage you to check out Nikki, she is the real deal.
If you want to chat about the basics of The Plan, please contact me for a discovery call. You can schedule it here.