Starting a Business? Don't Forget Sales

If you are an Entrepreneur setting up a new business, especially those doing so for the first time, there are many facets of business that need to be given some consideration. You’ve developed your offering, researched the market, made sure there is a need, and who your competition is. You may have even taken a Start Your Own Business Course.  You’re on the right track and on your way.

However, many of the courses I have come across do not touch on sales. All aspects from marketing and taxes to regulations and finance, which are very important, are covered but not sales. Putting your message out there, though, will not magically result in sales. You will still need to find potential clients and customers, interact with them, address reservations and answer questions before finally bringing the sale over the line. Marketing is only one part of the sales process. It will show off your product, hail its brilliance and benefits but not necessarily get the customers to your door.

A great offering can fail if it is not properly supported by a good sales program. I have mentored and trained many new Business Developers and Sales Reps over the years and they generally fell into one of two categories: those nervous about selling; and those who feel their only selling point was their personality.

But, in this age of social media is there even a need for a salesperson? If you have Twitter and FB, is that enough?   Maybe - to some extent, anyway. But how many opportunities will fall by the wayside while you wait for them to come to you.  If someone does have questions, are you equipped to handle them?  People are motivated for various reasons to buy – how will you tap into those situations to convince them that your offering is the preferred choice?  What makes you different and how will you get that across? Your marketing material will not be able to address each and every concern, in each and every situation or scenario.

Ask yourself these questions:

Am I getting the most out of my networking?   Does it result in opportunities?

When is the best time to prospect for business?

How am I following up on my leads?

Where will your best leads come from?

Have I looked at a generic training?

Am I comfortable with my messaging?

If you haven’t considered these factors you should before you launch. If you feel you do not have these answers to these questions, you should consider sales specific training or mentoring.