
Area Business:Resources:Serving the Red Lake and Ear FallsArea of Northwestern Ontario |
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Bad Past Experience Fear of Making Decisions Fear of Rejection by the Sales
Person Decision Overload The Hidden Objection Recognizing some of these often, subconscious obstacles, and knowing how to deal with them will assist you in increasing your closing rate. The sales process must be intuitive - it's more than just dumping information and asking the question. The more intuitive you become, the better you'll be at reaching your sales goals. |
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Cover - create a cover that includes your imaging - your logo, your positioning statement and a design that reflects your corporate colours. Page 1 - similar to an executive summary, the first page contains all the important information about your business (your contact information, your USP, your location etc.), as well as a brief, 2-3 paragraph overview of your business. You could talk about your history, your staff, your business focus, your primary customer demographic, or anything else you want people to know about you. Pages 2-3 - provide a summary of your products and services. At a glance, anyone who reviews your profile should be able to see what your specialty is, and what you have to offer them. It's not meant to be a comprehensive catalogue, but rather a synopsis of your most popular or premier products or services. Explain each in a brief paragraph. Page 4 - focus on a competitive review; give an explanation as to who your competitors are and how what you offer is unique. Page 5 - provide a client list and testimonials; nothing speaks louder than what your customers say about you. Feel free to blow your own horn, and to let others know who you've done work for, and what they say about you. Page 6 - talk about your future plans. Are you
renovating your store in the next six months? Moving to a new
location? Expanding your product line? Adding a partner or
associate? Offering new services? Let people know that you are a
forward-thinking company that has lots to offer. This simple, six-page document can give you a great competitive advantage. Think about it - have you ever seen anything like this from your competitors or suppliers? This brief business package will say volumes about your professionalism, your vision, and your competence. You can provide it to interested parties in a hard copy format (make sure you've done a professional job of presenting the information), or you can send it via email as a PDF. You can even have a link to your business profile on your website so that potential clients and customers can download and view it on their computers. Your business profile will serve as a valuable tool for marketing your business, however, it will also perform another important function. In the process of putting it together, you will be forced to take a close look at your business. In reviewing your products and services, you may realize that you have some items that are not selling well. Think about why not, and consider whether it's time to remove them, or consider re-packaging or marketing them in a different way. When you try to write about your future plans, and realize you don't have any - it may be a wake-up call for you to start being more forward-focused. And, when you focus on your competitive advantage, you may realize you don't have one. What will it take for you to rise above your competition? This exercise will help you more than you can imagine, as it will provide clarity and the ability for you to concisely describe your business to all the people that are important to your business! |
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Realize that success means taking action If you go to a seminar and learn a whole bunch of great things to improve your business, but never actually put them into practice, you're not likely to reap the benefits of those ideas. Successful people are action-oriented. They realize that success doesn't just come to those who wait for it, it must be vehemently pursued. Set goals, but make sure they include action steps, and make sure that you're always moving forward in pursuit of those goals. Don't bite off more than you can reasonably chew Successful people make sure that they are challenging themselves - always pushing beyond their comfort zone, but they do not set goals that are ridiculous and unreachable. You may want to learn to play the piano in the coming year and set some significant and challenging goals for what you want to achieve, but performing at Carnegie Hall in six months might not be too realistic. In your business, be purposeful and challenge yourself to go to new heights - just make sure they are heights you can actually reach, or hopefully exceed. Choose goals that are significant to you and beneficial to
your If you set goals based on what other people think you should do, you're not as likely to be motivated to achieve them. Successful people know who they are, what they want, and why they want it, and that makes achieving their goals infinitely more powerful. Know what you want for your business and why it's important to you, and set goals around those things that will benefit you. Don't allow yourself to be persuaded to set goals that go against your gut instincts or your personal values. In the end, even if you reach goals set by other people, they won't lead you in the direction you want to go. Learn to deal with discomfort Whenever you step out in a new direction and make a decision or set a goal, be prepared to be uncomfortable for a while. Successful people accept discomfort as a natural part of growth and achievement. In fact, if you don't feel a little uncomfortable, you probably haven't challenged yourself enough. Recognize that true success requires moving beyond your comfort zone and taking risks. Acknowledge your mini-achievements along the way Every large goal is made up of smaller steps along the road to achievement. Recognize when you have made small successes toward your big goal, and be proud of yourself. You're on the way. Successful people know that keeping the big picture in mind while acknowledging your achievements along the way is the most effective way to achieve success. The opposite is also true. Be patient with yourself when things aren't going according to plan. Allow yourself room to change the plan if necessary, or extend the deadline if you need to, or even re-evaluate the goal itself. You're not perfect; the world isn't perfect, and things don't always go according to plan. Keep that in mind when reality interferes with your goals. You could say, "Success is in the eye of the goal-setter", so realize that you are the only one who can truly define success and set goals for achievement and see it as a freeing and inspiring thing. So, what mountains would you like to climb in the next few months? If you can see the mountain, you're already on your way!
Growth is an important factor in long-term survival. The question is whether growth is synonymous with risk. A fear of risk means many small business owners just keep their heads down and run their businesses from day to day in the hope that they will survive. But, that strategy is extremely risky, and a little like running through a forest wearing a blindfold. Let's take a look at those of you in the service industry. If
you are a consultant, graphic designer, home help or whatever, you
are in the business of selling your time. The problem is that you
can only sell your time once. Once it's gone the only way to cope
with more business is to bring people on board to help you. The
issue then, is that then you are in the business of managing them,
selling to get Write Something - If you have writing skills you can produce a publication that educates your market and showcases your knowledge. This could be a Guide to Writing a Business Plan, or 101 Ways to Keep Your House Tidy - be creative, the options are endless. Any sort of publication you author will increase your credibility with your customers, generate new business and also earn revenues itself. With self-publishing becoming easier, less expensive and more credible by the day, this is a reality for many small business owners. Find ways to package what you sell - For example, if you are a bookkeeper, you could develop a package for small business owners that allows them to do much of the basic work themselves, with you entering the scene after most of the time-consuming work has been done. Packaging what you do can allow you to service more people, thus stretching your valuable time. Consider franchising your business - How easy would it be to set up all the systems required to run your business so that an entrepreneur in another town could operate under your name, using all the valuable knowledge you have? Do this several times and the revenues from your franchises can exceed those of the original business! For those of you in product related businesses - you too can head in new directions to increase your profitability and grow your business. Look for ways to take what you sell out to the masses - I often think of retailers as spiders sitting in their web waiting for hapless insects to come by and get trapped. If you want to grow your business it may be worth looking at opportunities outside of the confines of your store. For instance, if you sell clothes, get your local school Parent Advisory Council (PAC) to hold a fashion show for parents and sell the clothes at the event. Temporary changing rooms could easily be set up with a percentage of revenues going to the council. Almost any product can work as a fundraiser - I know someone who made fudge and had several schools selling it. Think about taking what you sell into people's homes (think Tupperware) and hold fun evenings to showcase and sell your product. Re-package what you sell in imaginative ways - Consider your own brand labelling for other retailers, or hotels or any organization that sells to a similar market like yours. Gift baskets may be another idea - let you imagination run riot. Get other people to sell for you, or partner with other companies - If you are a retailer consider becoming a manufacturer of a specialty product, if you are a manufacturer consider offering distribution rights to other parts of the region or even other countries. Look at the long-term security of your business and your place in it. If you retire, will the business exist without you? Is that okay, or will you miss, or need, the income? The bottom line is that to survive you need to be constantly reviewing whether it is time to reinvent yourself, or move into new areas. Perhaps treading water is not such a good idea after all? |
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Chukuni Communities Development Corporation PO Box 250 Red Lake Ontario P0V 2M0 Tel: 807-727-3275 Fax: 807-727-3285 www.chukuni.com |
Published in cooperation with Your Corporate Writer - www.ycw.ca

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The Chukuni Communities Development Corporation
A Community Futures Development Corporation 137 Howey Street, Box 250, Red Lake, Ontario Canada P0V 2M0 Phone: 807 727-3275 Fax: 807-727-3285 Email List |
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