Micro and small business owners often have a love hate relationship with sales. They love the result of sales (more revenues) but often dislike the day-to-day process of selling.
If you are in the “I hate sales BUT I love more money” camp, here’s why you may be having trouble now.
Reason # 1: You are not confident in your sales and marketing story so you hate to deliver it.
Your sales story (formerly called a marketing narrative) must be focused on client wants instead of your business.
For example, I’m writing an ad for a dentist who specializes in Implant Dentistry. If he said, “Modern dental implants are a miracle of design and engineering,” his response will be poor because his clients don’t care about that feature.
However, if he said, “Enjoy eating anything you want again,” people with dentures, partials and missing teeth will respond. The reason is he’s giving them a benefit they want to achieve.
Reason # 2: You will hate sales if you’re not proud of the brand image you are portraying.
Once you have a sales story, marketing tactics helps you deliver it successfully. The tactic that everyone focuses on first is their business card.
Does your card compel people to ask you to, “Tell me more about that,” when you hand it to them. If not, they do not see a value they are interested in from the information on your card.
Reason # 3: You don’t have a sales process strategy to follow. If you get to work in the morning and wonder how you’ll go about creating sales, sales time will not happen.
Your sales process strategy should inspire you to dive in and feel confident that you can follow the plan and create more sales consistently.
Turn sales hate into sales success, by getting a fresh perspective from someone who is well versed in sales process development so that you can turn sales hate into sales love and increased revenues in 2009.
