Published Jan. 16, 2012
Here are seven tips on salesmanship that can help you develop that special rapport with potential customers.
By Lambeth Hochwald, www.entrepreneur.com
It isn't always enough to create and promote an outstanding product or service. Often, your sales approach matters just as much as what you're selling. The most successful entrepreneurs create a connection with the customer by bringing their own personal touch to the sales process.
Published Jan. 16, 2012
Small businesses received the biggest reduction in their credit card processing charges in the history of the electronic payment industry. Most small businesses will not realize these savings unless they take action.
By Michael O'Hare, President, BlindBid, a small business cost reduction company
Small businesses received the biggest reduction in their credit card processing charges in the history of the electronic payment industry. Most small businesses will not realize these savings unless they take action.
Published Jan. 16, 2012
"How do you sell more to the customers you already have?"
By Richard L Gordon, author of the book "A Line Out The Door"
Hopefully you've come to realize by now that there are two ways to produce more business: you either can bring in new customers or you can sell more to the ones that you already have. If you've run the numbers or watched the most successful and profitable retailers you should know by now that it's easier (and more profitable) to sell more to the customers you already have.
Published Jan. 12, 2012
By Sidney Kotzen, SCORE Business Accredited Counselor, Chapter 411, SCORE NE Mass
The most frequent recommendation made in counseling for those who desire to start a new business is you need a business plan. Although people flinch when they hear the words Business Plan it really does serve a critical purpose. The purpose of the business plan, first and foremost, is to test the feasibility of a business idea. If the final conclusion is that the plan does not look like it will lead to a success, it is better not to proceed.
Published Jan. 12, 2012
It is critical that you, the business owner, correctly determine whether the individuals providing services are employees or independent contractors.
It is critical that you, the business owner, correctly determine whether the individuals providing services are employees or independent contractors. Generally, you must withhold income taxes, withhold and pay Social Security and Medicare taxes, and pay unemployment tax on wages paid to an employee. You do not generally have to withhold or pay any taxes on payments to independent contractors.
Published Jan. 12, 2012
By Alvah Parker, SCORE Accredited Business Counselor
Asking the customer for the business is something that is difficult for many entrepreneurs. For some it feels awkward. Others expect the customer to ask to buy. Still others just forget to do it. Sales are often missed or delayed simply because the seller has forgotten to give the prospect an invitation to buy from him/her.
Published Jan. 12, 2012
By Sidney Kotzen, SCORE Accredited Business Counselor, SCORE NE Mass Chapter 411
WHAT'S THE BIG DEAL ABOUT FINANCIAL RECORDS?
Published Jan. 12, 2012
How can you provide Customer Service that shines? Follow this plan to ensure customer service that will dazzle customers and competitors alike.
By Susan Ward, About.com
There’s no real secret to getting your customers to come back. All you need to do is provide customer service that exceeds your customers' expectations and outshines your competitors' customer service.
Published Jan. 12, 2012
Listening to the consumer means more than ad hoc surveys and point solutions that focus on a single channel or a single product or a single aspect of the customer experience, according to Aberdeen Group's Jeff Zabin.
By Jeff Zabin, Aberdeen Group, jeff.zabin@aberdeen.com
Listening to the consumer means more than ad hoc surveys and point solutions that focus on a single channel or a single product or a single aspect of the customer experience, according to Aberdeen Group's Jeff Zabin. Leading firms are opening broad-based channels of communication in order to get a more holistic view of the customer's opinion.
Published Jan. 12, 2012
The art in making a good sales call comes with good preparation and good manners. Let the prospect lead you to a successful close. In most cases this will take some patience and persistence on your part and always a little luck. Here are the basic steps.
By Mark R. Rosenzweig, SCORE Accredited Counselor
To many, making the sales call is a terrifying prospect. It’s all about the thought of rejection. You approach a stranger to sell her or him something and you fear a no. Well, the reality is you will get a “no” if you approach the call in that way. In fact, you will get a lot of them no matter what, it goes with the job. Okay, given that, how do you turn the situation around and get to “yes” a higher percentage of the time?
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