Bytestart - The online small business portal
Search over 1700 Articles!


Comprehensive Online Business Insurance
Tailored PI, Office, Public and Employers' Liability Insurance.
Are you covered? Read our Essential PI Guide.
Get a Quote and buy online in minutes.


Business121 Small Business Newsletter #3

 print  e-mail 

In this week's Business121:

1. Try this R-E-A-L-I-S-T-I-C approach to selling

2. Rootkits - the new security threat and more business news

3. 10 Ways to sell even more

4. What's on - B2B Midlands

===============================================

Try this R-E-A-L-I-S-T-I-C approach to selling

===============================================

Selling and how to sell more is a subject that comes up time and time again. Whether I'm at a networking evening, a business event or a training course, people are always asking for advice on how they can sell more effectively.

When it comes to selling, one of the first things you should remember is that every sale is an ‘exchange of goods'. This will help you to remember that selling isn't a one-way street.

Secondly, people buy from people. It's basic human instinct. We all feel more comfortable and are more likely to buy from people we trust.

As a business owner it's even more true - you are often the 'product' as well as the salesperson. So you need to persuade the customer to buy you twice over!

So here are some R-E-A-L-I-S-T-I-C things you can do to sell more and build a solid, loyal customer-base not a series of one-off, rip-off sales.

R - REALISTIC

Being hugely over-optimistic when compiling sales forecasts is a natural trait in every small business owner. But if you have an impossible mountain to climb, you'll never conquer it and you'll quickly lose heart.

Set yourself, realistic targets and reward yourself when you achieve.

You also need to be realistic in the claims that you make. Don't over-hype your product. If you give your prospect unrealistic expectations, your failure is guaranteed.

E - ENTHUSIASTIC

You simply have to be enthused about what you're selling. If you're not enthusiastic about it, how the heck do you expect to convince somebody else of its merits.

Successful salespeople are passionate and confident. When objections are raised they diffuse them comfortably. The best people make this seem effortless but the ability to overcome objections lies mainly in preparation and experience.

Before you try to make a sale, think of 5 possible objections you may encounter and come up with answers for each one. Each time you come across a new objection make a note of it and construct responses.

A - ASK

Before you can offer a solution, you must find out what the wants and needs of your customer are. The more information you have about your prospect the more likely you are to succeed in making that sale.

Remember, a sale is an 'exchange of goods'. A prospect has his own agenda and his own priorities and it is these that will shape his buying process and decision. If you understand your prospect's situation, you increase your ability to provide the solution that best-fits his priorities.

L - LISTEN

There's no point in asking questions if you're not going to listen to the answers. Good salespeople listen intently. They are constantly on the look-out for signs and signals from the prospect.

Use the answers given to your questions to develop the conversation further. Respond to your prospect’s particular needs and show him how your product can help fulfil his requirements.

I - INTERESTING

It's important that you don't hassle your prospects with the same old spiel for the same old product. If you do, you'll soon train your prospects to avoid you.

Make sure you have something interesting or new to discuss each time you contact them. If you do, you're far more likely to get the 'air-time' you need.

S - SINCERE

The 'S' most commonly acquainted with sales is 'SLICK' but the best sellers are also SINCERE. Cut the c**p and be yourself.

T - TRUST

Without doubt the most important word in sales. Before you can make a sale you will need to earn the trust of the prospect. The bigger the value of the sale the more trust you'll need to earn.

Trust is gained by being believable (so realistic, enthusiastic and sincere) and delivering on your promises.

I - INTRODUCTIONS

The hardest part of selling for most small business owners is in making that initial contact - that dreaded cold-call.

You can make your life much easier by spending a little time cultivating introductions. Ask your existing customers and prospects if they know of others that would be interested in your product.

C - And finally, no sale is complete without the final 'C', the CLOSE.

The most common reason for failing to close the sale is actually failing to ask for the sale.

We dread to hear the, 'no' so we don't ask the question.

It's hard to believe I know, but it is. We invest all that time and effort in nurturing the contact and developing the sale but we fall at the very last hurdle because of our fear of failure.

Now that really is one thing all of us should be able to overcome. None of us would have had the nerve to start our own businesses if we'd allowed the fear of failing to stop us.

 

*********************** Advertisement ***********************

SALES FOR NON-SALESPEOPLE

........................

Learn to transfer your enthusiasm into sales with our breakthrough workshop. Perfect for small business people who have never had to sell before.

Sales for Non Salespeople is a proven 4-hour seminar for small business owners who need to dramatically boost sales.

Our training has a simple and effective approach based on enhancing and developing the natural salesperson that is within you. Sales for Non Salespeople will give you simple techniques and ideas to help you sell more.

The next workshop is on November 22 and costs just £89 plus VAT. Places are strictly limited to the first 20. email mailto:matt.drought@naturaltraining.com for more info or click here to automatically download the brochure (pdf) http://snipurl.com/sales_for_non_sales

**************************************************************

==========================

Latest Small Business News

==========================

'Rootkits' - Just when you thought viruses were a pain!

........................................................

Well, it could only be a matter of time before hackers and virus writers got round the latest security technologies to start messing with people's PCs again. Just when we thought we were safe with our anti-spyware programs, virus scanners and firewalls, a new threat looms on the horizon, and what's worse is that the companies we rely on to keep us secure aren't really prepared for it. So, what is this new threat? It's something called "Rootkits".

http://snipurl.com/_Rootkits


How to keep on top of your office administration

........................................................

Running a small business can be a very rewarding experience, and with record numbers of start-ups recorded by the DTI last year, the urge to go it alone is as strong as ever. On the other hand, starting up can bring with it a number of stresses that the permanent employee is blissfully unaware of. One potential area of stress can arise when your administration has been left to the last minute, or seems out of control. Here are some tips for keeping on top of your small business administration.

http://snipurl.com/keep_on_top

 

Top ten tips for writing a business plan

........................................................

Writing a business plan can seem a daunting challenge. However, this skill is a vital requirement for any entrepreneur or business seeking to increase their chances of survival. Here is a list of top ten tips for writing that winning plan.

http://snipurl.com/_10_Bus_Plan_Tips

 

London business confidence slumps

........................................................

Business confidence deteriorated sharply in the third quarter of the year and is now lower than at any point since the onset of the Iraq War in the first quarter of 2003, according to the London Chambers of Commerce.

http://snipurl.com/_confidence_slumps

 

C-Charge extension a "body blow" for business

........................................................

A leading business pressure group is reacting furiously to Ken Livingstone's announcement today that the westward extension of the congestion charge will go ahead from February 2007.

http://snipurl.com/C_Charge

 

********************** Partner Message ***********************

Many small business people will have a horror story or two to tell about the hassles they have had trying to arrange a mortgage.

It's all too easy to obtain an 'online agreement in principle' only to find that, after a nerve wracking two week wait, you're rejected when the underwriter realises you're not a permanent employee or asks you to show accounts (which clearly won't reflect what you truly earn - otherwise you need a new accountant!!)

Click here for more info on mortgage experts FreelancerMoney

http://snipurl.com/_FreelancerMoney

**************************************************************

==========================

10 Ways to sell even more

==========================

If your thirst for sales tips still isn't quenched try these '10 Ways to Sell Even More' from Robert Ashton's, 'Entrepreneur's Book of Checklists'

Selling is not just about technique. There are some additional ways you can improve your sales performance. Here are some that are often overlooked:

1. ASK WHY - If your prospect turns you down, ask them why. You want to know their reason. You also then have an opportunity to change their mind.

2. ASK WHO - The moment you have the order is the best time to ask for a recommendation or referral. Too many people wait - do it straight away.

3. DROP CARDS - Business cards are cheap advertising. Always carry cards and never hold back from presenting one.

4. GET ABOUT - Show an interest in your industry or sector. Attend the events your customers attend. Ask good questions of speakers you hear. Be noticed.

5. BE MEMORABLE - Some of the best business people have a physical 'trade mark'. Branson doesn't wear a tie, others always wear a bow tie. Stand out from the crowd.

6. READ EVERYTHING - Once you develop the habit of reading press articles, office notice-boards, even invoices on your customers' desks, you will become more aware of who else you might do business with.

7. NEVER STOP - Customers have a home life too. When you bump into people you do business with, wherever it is, make a point of speaking to them.

8. SAY YOUR NAME - Whenever you meet someone, say your name as you introduce yourself. People only recommend people whose name they remember.

9. SIGNS - Sign-written vans, and other 'point of delivery' advertising makes it easier, particularly when you sell to householders, for neighbours to contact you.

10. MAKE NEWS - Get to know the journalists who write for your marketplace. Keep them fed with stories about your business. Be innovative and make news.

Thanks to Robert for allowing us to lift these tips from his book. The Entrepreneur's Book of Checklists has another 990 tips for small business owners and start-ups. You can find out more and buy it here: http://snipurl.com/_1000_Tips

You can learn more about Robert on his website: http://snipurl.com/_RobertAshton

==========

What's on...

==========

B2B Midlands - Ricoh Arena, 18-19 October

...............................................................

B2B Midlands gives you the chance to learn from some of the country's best known entrepreneurs including, Simon Woodroffe of Dragon's Den fame, Jacqueline Gold of Ann Summers and Sahar Hashemi of Coffee Republic.

You'll also be able to source the latest products and services from some 220 suppliers who will be showcasing their wares at the event.

You'll find all the details of the exhibition and seminars at

http://snipurl.com/B2B_Midlands

====================

READER CLASSIFIEDS

====================

FREELANCE SECRETARY / VIRTUAL ASSISTANT

...............................................................

Flexible Business Support - as and when required. Contact me

for immediate help. christine_todd@hotmail.co.uk 07791 765 734

 

SEE YOUR AD HERE

...............................................................

Business121 is read by over 12,000 small business owners

every week. You can book an ad here for as little as £30.

Just email: Classified@Business121.co.uk for details

 

==============================================================

Business121 is your newsletter. Let us know what you want to read about, the problems you want to overcome and the issues that are holding you back and we'll do our best to help. Just hit reply or mailto:emyr@Business121.co.uk


Posted October 11, 2005


  • For essential Business Insurance - including PI cover, visit Hiscox
  • Compare business insurance quotes with Coverzones.com
  • You can set up a Limited Company online right away via our partner - Duport
  • For 2 Years Free Banking, try Alliance and Leicester

Latest articles in Newsletter
 
Newsletter #149 - Websites help small businesses to increase sales, Classic website design mistakes you must avoid, How to find good keywords, Beat the recession with 10 new marketing activities, How to succeed as an independent consultant
[November 19, 2008] Online version of our Business121 newsletter - this week includes; Websites help small businesses to increase sales, Classic website design mistakes you must avoid, How to find good keywords, Beat the recession with 10 new marketing activities, How to succeed as an independent consultant and much more
 
Newsletter #148 - How to get press coverage for your business, 10 tips to improve the efficiency of your business, Bootstrapping your way to success, Top tips to manage bad debts and increase cash flow, Business insurance for the self-employed
[November 12, 2008] Online version of our Business121 newsletter - this week includes; How to get press coverage for your business, 10 tips to improve the efficiency of your business, Bootstrapping your way to success, Top tips to manage bad debts and increase cash flow, Business insurance for the self-employed and much more
 
Newsletter #147 - Why Obama's victory is being celebrated in Edinburgh, Communicating during the redundancy process, Guide to the main HMRC payroll forms, Satellite broadband access, How to effectively market your small business online
[November 5, 2008] Online version of our Business121 newsletter - this week includes; Why Obama's victory is being celebrated in Edinburgh, Why communication is important during the redundancy process, Guide to the main HMRC payroll forms, Satellite broadband access, How to effectively market your small business online, Pay per click advertising for small businesses and much more
 
Newsletter #146 - Credit crunch overload, Improve your sales, 5 marketing essentials to head off a drop in sales, Recruitment tips, Keeping the right employment records, Business insurances your business must have
[October 29, 2008] Online version of our Business121 newsletter - this week includes; Improve your sales by understanding the numbers, 5 marketing essentials to head off a drop in sales, Recruitment tips, What records are employers required to keep by law?, Business insurances your business must have and much more
 
Newsletter #145 - The £350 Million small business insult, 10 steps to increase your website sales, Turn the credit crunch into a powerful sales tool, Why we fear selling and how you can overcome it, Guide to new flexible working laws for small companies
[October 23, 2008] Online version of our Business121 newsletter - this week includes; The £350 Million small business insult, 10 steps to increase your website sales, Turn the credit crunch into a powerful sales tool, Why we fear selling and how you can overcome it, Guide to new flexible working laws for small companies, Who are the best mobile broadband providers?, Small businesses urged to credit check customers and much more
 
Newsletter #144 - 5 ways to promote your website online, How to reinvent yourself to stand out from the competition, Guide to Computer Viruses and Malware, VAT registered businesses must use sequential invoice numbers
[October 15, 2008] Online version of our Business121 newsletter - this week includes; 5 ways to promote your website online, How to reinvent yourself to stand out from the competition, Guide to Computer Viruses and Malware, VAT registered businesses must use sequential invoice numbers, Entrepreneurs' Relief - Business owners urged to plan carefully and much more
 
Newsletter #143 Interest rate cut welcome, Guide to accepting online transactions, Managing cashflow tips, How to use your USP to attract more and better quality customers, Carving out a successful niche for you small business
[October 8, 2008] Online version of our Business121 newsletter - this week includes; Interest rate cut welcome, Guide to accepting online transactions, The biggest network security threats for small companies, Managing cashflow tips, How to use your USP to attract more and better quality customers, Carving out a successful niche for your small business and much more
 
Newsletter #142 - Could you do with Gerry Robinson's business know-how and cash?, Guide to buying software for your small business, Top 10 self assessment tax return tips, How to protect your business during an economic downturn, DIY PR Tips
[October 1, 2008] Online version of our Business121 newsletter - this week includes; Could you do with Gerry Robinson's business know-how and cash?, Guide to buying software for your small business, Top 10 self assessment tax return tips, How to protect your business during an economic downturn, New raft of Government regulations come into force today and much more
 
Newsletter #141 - Sleepless nights for small business owners, Setting up a Home Office - The technology basics, Choosing the best business bank deposit account, IT Contracting - Tips to survive during an economic slowdown
[September 24, 2008] Online version of our Business121 newsletter - this week includes; Sleepless nights for small business owners, Setting up a Home Office - The technology basics, Choosing the best business bank deposit account, IT Contracting - Tips to survive during an economic slowdown, Red tape galore as 59 laws to hit businesses on October 1st and much more
 
Newsletter #140 - HBoS and Lloyds TSB merger bad for business, Working from home - how to separate work and family, New legislation for businesses, 10 tips to maximise online sales
[September 17, 2008] Online version of our Business121 newsletter - this week includes; HBoS and Lloyds TSB merger bad for business, Working from home - how to separate work and family, New legislation for businesses from October 1st, 10 tips to maximise online sales over the festive period and much more
 
Newsletter #139 - Cutting costs, Top tips for managing debtors, What to do when your business falls into debt, Corporate Manslaughter Act - Do small businesses understand it?
[September 10, 2008] Online version of our Business121 newsletter - this week includes; Cutting unnecessary costs, Top tips for managing debtors, What to do when your business falls into debt, Corporate Manslaughter Act - Do small businesses understand it?, Overview of the IR35 Tax Rules and much more
 
Newsletter #138 - Home working guide for business owners and employees, Redundancy - Ten Tips for Employers, Guide to Copyright Law, 7 ways to ensure you get paid on time - every time
[September 3, 2008] Online version of our Business121 newsletter - this week includes; No regrets for home-based businesses, Home working guide for business owners and employees, Redundancy - Ten Tips for Employers, Guide to Copyright Law, 7 ways to ensure you get paid on time, every time and much more
 
Newsletter #137 - More bank holidays, How to keep your business bank charges low, Registering for VAT, How to gain a business advantage on your competitors, 50 Bootstrap Marketing ideas, Best broadband suppliers
[August 28, 2008] Online version of our Business121 newsletter - this week includes; More bank holidays, How to keep your business bank charges low, Registering for VAT, How to gain a business advantage on your competitors, 50 Bootstrap Marketing ideas, Best broadband suppliers and much more
 
Newsletter #136 - Small business owners too busy to take a summer holiday, The ABCs of buying a business, How to survive a recession, How to avoid becoming isolated when working from home and much more
[August 20, 2008] Online version of our Business121 newsletter - this week includes; Small business owners too busy to take a holiday, The ABCs of buying a business, How to survive a recession, How to avoid becoming isolated when working from home, The workaholic's guide to a successful home office and much more
 
Newsletter #135 - Online sales boom offers opportunities, How to get your website navigation right, Ten tips for choosing a business domain name, 50 small business web marketing tips, Top 10 SEO tips
[August 13, 2008] Online version of our Business121 newsletter - this week includes; Online sales boom offers opportunities for small businesses, How to get your website navigation right - first time, Ten tips for choosing a business domain name, 50 small business web marketing tips, Top 10 SEO tips and much more
 
 Our Partners
Hiscox Office Insurance
Instant Online Quotation
Compare Quotes
With Coverzones.com
Form a Limited Company
Complete Online Service
Business Insurance
Get Essential Cover
2 Years FREE Banking
Alliance & Leicester
Free Day-to-Day Banking
Abbey - 0800 085 3099
New Client Worries?
Online Company Checking
Public Liability Cover
Are You Insured?


 Key Services
Fixed Fee Accounting
Award winning service
£20 Free Postage
& 30 Day No Ties Trial
Virtual Office Service
For full details click here.
Cashflow Problems?
Try Invoice Financing
Phone and Broadband
Great deals for business





News Archive Pages
1 : 2 : 3 : 4 : 5 : 6 : 7 : 8 : 9 : 10 : 11 : 12 : 13 : 14 : 15 : 16 : 17 : 18 : 19 : 20 : 21



 



Start-Up Guide
Our complete guide to setting up a business.