The Busy Business Owner’s Guideto an Effective Sales PackageKingsford Consulting   / The SMBA Program

Let’s jump right in.

Here are 5 sales support tools you should have in your back pocket for when you have your Sales Person cap on. !! !

1. Website!2. Credibility supporting content!3. Testimonials!4. A letter. Yes, that you physically mail. !5. An up-sell, or two.

#1 – Your digital epicenter

If you don’t have a website, get one. If you do, let’s go through a little review: !!

1. Get into the mindset of your ideal customer. !2. Open up your website. !3. As the customer, do “they” (your business) sell what

you’re looking for? !4. As the customer, do “they” seem like someone I want to

give my money to? !5. As the customer, do “they” give me enough information

to buy or find out more?

#2 – Credibility through content

Playing in to the feel the customer has about you and your business on your website, does your website demonstrate the credibility to encourage them to buy?!!

➢ Your website acts as a platform for content!!➢ Content builds credibility!!➢ It shows your expertise and know-how!!➢ Gives confidence to the buyer

#3 – Even more credibility

Another form of content that’s important is references, or testimonials. !!➢ 83% of consumers are willing to refer a product or service after a

positive experience. !➢ 90% of consumers online trust recommendations from people

they know, 70% trust unknown users. A mere 14% trust advertising. !

➢ Conversions can boost by 20% by having reviews on a website. !!

Have text or (ideally) video testimonials on your website and accessible at meetings when you’re trying to sell in person.

#4 – The letter

Cold calling is awkward and often discouraging. So instead,! !

1. Write a (well-researched) introduction letter! NOTE: Research about THEIR issues, not YOUR product or service. !!

2. Suggest a time when you’ll call them to follow up!3. Print it on quality paper!4. Lick it, seal it, then mail it. !5. Call and follow up at the exact time that you said

in the letter. This develops a sense of trust and reliability

#5 – Do you want fries with that?

You see it everywhere: the up-sell. You see it everywhere because it works. When going in for the sale, always offer 3 options. Consumers generally pick the middle one. !!

BASIC LOW RANGE

PRICE

“MOST POPULAR”MIDDLE RANGE

PRICE

PREMIUM!HIGH RANGE

PRICE

Time and money: two resources the Busy Business Owner just doesn’t have enough of. That said, investing in your sales process can actually create more of both.

BONUS TIP: Pitch only when it feels right. Our Founder, Andrew, is an expert at market positioning and developing effective sales processes. If you think you need extra support and/or an expert’s perspective, give him a call today at 1-877-888-0598 or send him an email. Your business’ future starts with a conversation. To begin, begin.

Oh hey.

Traditional sales methods are OK, but if you’re not using this wonderful thing called LinkedIn - you’re really not serious. That’s where it’s at, so watch out for:

The Busy Business Owner’s Guide  to LinkedIn  In 5 steps or less, of course.

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While you’re at it, have a look at the ‘MBA’ that every small business owner should know about. !24 online episodes tailored to your actual business. Curious?