1. Start using social media.  It’s a fast way to increase your presence on the Internet and — except for your time — it’s free to set up.
2. Hire a business coach.  I know that might sound self-serving, but I’ve used a business coach myself and I know how valuable even a single session can be!
3. Make a monthly sales plan.  If you don’t have anything written down, it’ll be difficult to make your sales goals a reality.  The plan doesn’t have to be complicated, either.  A simple MS Word doc or Excel spreadsheet will do.
4. Make phone calls.  I know — the dreaded “cold call”.  But if you just try 20 per week (4 each business day), you’ll have made 80 calls by the end of the month.  Even if your return rate is 2-4% on those cold calls, you could snag 1-3 more clients by month’s end.
5. Outsource where you can.  It may initially seem counter-intuitive, but if you outsource the items you don’t need to do yourself, you’ll be able to work on other projects that have been “backburnered” too long.
6. Start writing a book.  You won’t be able to finish it in 30 days, but with the help of a ghostwriter, you could be well on your way to having a first draft AND you’ll be able to pre-sell it.
7. Attend networking events.  Brush off your networking skills and get out there at least once a week.  Make it your mission to distribute AND get at least 10 business cards at each event.  Then follow up with those people.  You may just get a customer or two for your efforts!

Are you a business owner, even if it’s just on a part-time or start-up basis?

Congratulations! You’re also a sales person!  

[cue the scratchy horror music]

Wait, though.  Before you run screaming from your computer screen, let me assure you that it’s really not that bad!

Many entrepreneurs completely forget that being in charge means you have to be willing to sell whatever you offer, be it products or services (or both). That can be a tough realization for individuals who “hate” sales.

Now, to be sure, it’s possible for you to hire a salesperson to do the bulk of the selling, but you’re still going to have to do some kind of sales yourself. You really cannot avoid it, so it’s better to embrace the fact and prepare yourself.

I‘ve compiled a list of 12 things to keep in mind as you develop your new-found sales persona. Trust me - these suggestions come from years of experience:

1. Get a tough skin. Sales can be rough and you’ll always hear “no” more than you’ll hear “yes”.

2. Pay for sales training. It’ll be worth its weight in gold.

3. Find a sales mentor. This should be someone you know and trust or can be a person you hire to coach you.

4. Get into a daily (or weekly) sales routine. Don’t allow yourself to slack off or you’ll never make those “cold” or “warm” calls.

5. Go for “low hanging fruit” first. If you don’t know what this means, find a sales advisor to explain the concept to you.

6. Read a lot about sales. There are many incredible books, websites, periodicals and blogs out there and the more you know, the better you’ll become.

7. Talk to other salespeople. Even if you think you loathe selling, it’s important to discuss sales with people you know. Join an association if you’d like.

8. Take your sales seriously. This isn’t something you can afford to not do. There really isn’t a choice.

9. Be a bulldog… but a nice one. Learn how to be firm but not pest-like.

10. Try different sales techniques. Just make sure you give each one time to “pan out”.

11. Don’t become overwhelmed by the process or take it too personally. It’s just business. Really.

12. Celebrate your successes. When you make a sale, you should feel good about yourself! There’s nothing wrong with being proud that you overcame your original concerns about sales!

Want a one-on-one evaluation on how to get your sales to soar? Contact me at Julie(at)jadcc(dot)com today!

If I gave you 30 minutes (or an hour), could you project your sales for me for the rest of 2010?  I’m not talking about the sales you hope to get, but the sales you can feasibly expect to get based on your financials.

Chances are good that you might have a little trouble coming up with a satisfactory method of projecting your sales.  That’s completely understandable.  It’s not that you don’t have an idea of what you made in 2009 or even what you made in January 2010, but you aren’t certain how to apply those numbers to predict your income.

Being able to project your sales figures is a critical component of maintaining a successful business.  I learned early in my career the value of doing so — not only did it keep me on track, but it also helped motivate me to find ways to make those projections look more palatable!

If you’re struggling to project your sales, send me an email at julie(at)jadcc(dot)com. 

I’d be happy to talk with you about how you can get a handle on what your sales will be next month, next quarter and next year.  I’ll also help you see how you can change those outcomes via proven sales and marketing techniques that I use myself!

Contact me today and stop wondering what tomorrow will hold!

Sales in a slump? Need to revive yourself or your staff? Try implementing a few of these techniques and increase your ROI almost immediately.

Don’t delay, though - spring is the perfect time to embrace the adage “out with the old, in with the new”!

1. Dig Deeper - Always ask questions. The more you know about your clients, the more likely you’ll be to make lasting relationships that will net you referrals.

2. Stay in Touch - Haven’t talked with a customer in a while? Give him or her a call ASAP.

3. Hire the Best Personnel - Don’t accept mediocre sales people onto your team. Look for those with a passion for bettering themselves. And while you’re at it…

4. Continuously Educate Yourself- Never stop learning. Take seminars. Read books. Get on listservs. The more information you have, the better you’ll be at your job.

5. Hire a Business Coach - In a slump? Sales got you down? Revive your enthusiasm for your career by hiring a professional business coach.

6. Teach Someone Else How to Sell - One of the fastest ways to get better at anything is to teach it to an eager student. Mentor an up-and-coming sales star and you’ll benefit from the process, too.

7. Don’t Call without a Script - Handling cold calls today? Make sure you work off a script. Even if you have to pay someone else to write it for you, it’ll be worth it because you’ll never get tongue-tied over common objections.

8. Get to the Point - Sales people like to talk, it’s true. But avoid too much chatter and get right to the heart of the matter.

9. Listen to Your Prospects and Clients - Instead of thinking, “What should I say next?”, focus on what your customers and potential customers are telling you.

10. Write Everything Down - Keep one “to do” list and stick by it. If you don’t write something down, you’re more likely to forget it.

11. Be Respectful - Even if a prospect is rude to you, it’s wise to be polite. A simple “Thank you for your time” will help you end an uncomfortable situation with poise.

12. Look at the Economy with Optimism - Sure, times aren’t great, but so what? Someone has to make money… why shouldn’t it be you?

13. Spend Money on Advertising - Marketing doesn’t happen in a vacuum. Budget to advertise in some way.

14. Know Your Industry Inside and Out - Become the guru of your industry and you’ll soon be the “go-to” guy or gal for other people in your field. This positive notoriety can lead to speaking engagements, book deals, and more.

15. Ask for Testimonials - If you advertise (see #13), make use of testimonials. They are a sure-fire way to add credibility.

16. Become Techno-Savvy - Don’t eschew technology - embrace it! Start a blog, “tweet”, join Facebook. If you bury your head in the sand, you’ll be leaving yourself pretty darn vulnerable.

17. Think about Body Language -When selling in person, be cognizant of what your body language is telling your prospects.

18. Dress the Part - If you dress for success, it’s more likely to come your way.

19. Be Enthusiastic - Have you ever listened to yourself on tape? If not, do it. The best salespeople routinely critique their pitches to ensure they are keeping up their energy.

20. Make One More Call Each Day - It’s 4:57 p.m. and you’re exhausted. Why not just stop calling leads now, right? Wrong! Force yourself to make one last call each day and you’ll wind up hitting five new prospects per week. That translates to over 250 more calls each year!

• Want to know more about the business coaching I offer?  Visit me at www.jadcc.com.
• Twitter is the “new black”!  Join me!