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Archive for the ‘Sales’ Category

5 Steps to Convert Contacts Into Contracts

July 6th, 2010

Maria Helm

Following is a list of tips to help you, fellow entrepreneurs, best position your company to landing contracts and growing your business.

1. Understand the company’s needs or pain point so you can ease, if not eliminate, their pain. So, who likes pain? No one. Find out a company’s pain points externally through researching via the Internet, news articles, trends within the industry, and government or industry mandates. Internally, you may want to have multiple contacts inside the organization because if you’re connecting with someone in the IT department, for example, you may find out that a pain point is in technology – a need that you can provide as a service. Through your external and internal research there may be something of value that you can offer to that particular client through innovation or cost-saving mechanism. Make sure to include that information in your request for proposal (RFP) process.

2. Sell the value of your company to the appropriate audiences you are approaching. As an entrepreneur, you’re always selling your products and services through phone conversations, Websites, e-mails, social media and marketing materials, but it’s key to know your audience. Know that your pitch to a law firm will be different from your pitch to a fashion boutique owner. If you are selling to different audiences within the organization, the same rule applies. If you’re talking to someone in the Purchasing Department, understand the key objective of any purchasing group – to save the company money. Sell the value of how your company’s product and services can help save the company’s bottom line.

Posted in Marketing, Sales

Tags: brand, contacts to contracts, Entrepreneurs, landing contracts, pain points

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Marketing and Selling You!

June 11th, 2010

Maria Helm

Photo: Alvimann

The transition from losing a job to looking for a new one can be daunting. It can also provide the opportunity to step back and reassess your skills, strengths and weaknesses as seen through the eyes of potential employers. Taking a look through the marketing lens, here are valuable tips on how to market the product “you.”

What are the “you” features and benefits? When evaluating a product, people ask, What will this bring into my life? How does it differ from the competition? How much does it cost? The same apply to your job search. How do you make yourself stand out from all of the other job applicants? What are your bells and whistles? What features or skills, stand above the rest for these target employers? Will those help a prospective employer’s business?

Answering these questions requires an in-depth look at your past. List all the things you do well and like to do, whether or not you have been paid for them. People often miss an employment opportunity because they incorrectly believe they cannot make a living doing something they like.

How do you sell “you?” It pays to put serious time and effort into an innovative resume. Be creative but truthful as you write this “You” sales tool. Discard your “This is what I have always done and how I have always done it” attitude. Today’s market requires flexibility and open-mindedness. A job may require on the job learning, travel or telecommuting. Be sure to consider any community services or volunteer work that you have done. It’s possible this will resonate with an employer.

Are your skills in demand? It makes no sense to seek a a retail job in an area where stores are closing. If you can’t find what you want where you are, you may have to relocate.

Posted in Marketing, Sales, Uncategorized

Tags: Career, Features and Benefits, Marketing, Marketing You, Skills

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Sell, Sell, Sell

January 4th, 2010

Maria Helm

We all have to sell, whether we realize it or not. For those of us who own our business, we have products and/or services to sell. Some make their living selling goods and services offered by their employers. Even if you’re not a salesperson by profession, you still have to sell. Anytime you need to convince someone to agree with you or get buy-in to your latest scheme, you are selling. You have to sell if you want that plum project. How about if you want to manage that high-profile account, or if you want your boss’ approval on your latest plan? Well you have to sell and get the order. To be a salesperson who sells, consider these :

Know your customer
Identify your customer’s pain points and needs
Determine how your “product” will solve or satisfy your customer’s needs
Make the “sales call”
Ask for the order
Develop an unshakable attitude of persistence and tenacity. Be prepared to make as many sales calls as are necessary to get the order