Small Business Sales Success In 2011

Are you prepared to successfully sell in 2011?

Let’s be honest 2010 was an interesting year. Some small businesses succeeded while others treaded along just above water. Unfortunately we also watched quite a few who couldn’t make it through 2010.

To make sure you increase your chances of success in 2011 let’s take a look at what we learned from 2010.

1. Executives Are Doing More Every Day.  Right Sizing, Down Sizing or whatever you may want to call it has in turn reduced the small business workforce. This has forced the key exectuives of the company to take on more and more. If you sell to small or medium sized businesses then you will have to take on more as well and it will start with your prospecting.

The days of a simple call or a quick referral are over. You are going to have to be persistent in your efforts to get noticed.

You will also have to put yourself in some uncomfortable situations by doing things that you haven’t had to in the past. You cannot repeat what you did last year even if you had incredible success. In 2011 you will have to do more. No questions about it.

I would recommend making a list of your prospecting activities and really be honest with yourself. What worked and what didn’t work for you and your business. Then list them in order of effectiveness and what you enjoy. Remember it is critical to do things each day that you enjoy. That alone will increase your chances of success.

Next you need to immediately replace the ineffective activities with new methods. Remember the definition of insanity?

To find these new methods look at your competition and clients.  How are they capturing prospects attention? Reach out to your clients and ask them what people are doing to get their attention.

Clients can be your best sales resource. The problem is sometimes all we use them for is a referral. Next time you talk to one of your clients ask them what they think would work for you and your business. Let’s be honest people love to give opinions and they will be flattered that you are looking to them for advice.

Remember in the end you must have a plan that is monitored and adjusted each month. Hold yourself and your employees accountable and make sure you are out doing what you need to each and every day.

Next we will analyze what to do once you have your prospects attention and other hurdles you will have to overcome in 2011 such as:

How The Buying Process Has Changed

Who Signs The Check

Got Value?

Excuses

What other ideas for prospecting or what other hurdles do you see in 2011? Share them with everybody in the comment section below.

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About New England Business Advisor

Over the past 10 years the New England Business Advisor has helped over 300 small business leaders identify ways to increase the return on investment from thier employees, control costs and increase profits.
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