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I always recall an American entrepreneur saying that a business is not a business until it has made its first sale. And, of course, the first one is always the hardest! Emma Jones, offers advice on getting down to business.
Having started and run two companies, I have learned a thing or two about selling. I have done enough – and know enough – to have kept my businesses in profit and customers coming back.
Based on this experience, here is the advice I offer to anyone who is about to make their first sale.
Make a list – write down the names and contact details of friends/family/colleagues/contacts who you think would be interested in your product or service.
Make your pitch – contact the people on your list (preferably via email) setting out the benefits to them of buying what you have and the cost involved. End the note by saying. “if you don’t mind, I will give you a call in a few days to follow up on this note and explore your interest in this opportunity..” or something similar.
Make the call – do as you promised and call your contact. If you need to, do some research ahead of time so you know if they have just moved jobs/made an important speech/been in the news etc. This way, you will sound informed. When you make the call, stand up and smile. This will ensure you sound confident, professional and efficient.
Call again – if your contact is not in, agree a time and date to call again and then do so. As you can imagine, they may be top of your priority list as you would like the business but you may not be at the top of theirs! You can’t afford to take this personally – just be persistent and if the contact is interested in what you have to offer, your persistence will pay off. If the call leads to a meeting, go in well prepared and be willing to negotiate.
Make some noise – once you have secured your first sale – with permission from the client – shout about it! Produce a press release or upload the news on your website so others can see that you are now well and truly in business!
About the Author
Emma Jones is Managing Director of Redbrick Enterprises Ltd & Editor of Enterprise Nation, the home business website.
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