Sales Tips For The Home Based Business Entrepreneur

Sales are the life-blood of every business. Without regular sales we don’t have a business. We may as well go and work for a boss. “Aaaggghhh. Never again”, I hear you say.

Keeping yourself up to date with modern sales tips and techniques is vital in the 21st century. Most of those tired and worn out sales strategies of the 80’s and 90’s will no longer cut it in this fast paced world. However, some things remain unchanged.

If you are looking to grow your business… and if you are not, then you are going backwards… you need to generate ongoing sales.

There are only two ways to get more sales:-

1. Sales from new customers

2. More sales from existing customers

Clearly, you must tailor your marketing and lead generation strategies to meet the different priorities of prospects and existing customers. Once you have engaged with a new prospect, it is essential to have a sales process that focuses on generating trust and building a relationship. The sales process for existing customers needs to be a little different, leveraging the existing relationship and focused on a better understanding of the customer’s situation and future needs and wants.

Furthermore, different processes are needed for face-to-face situations and web-based interactions. Attracting new customers via the web requires a “give before you get” attitude that builds trust and develops a relationship over a period of time. A very significant proportion of businesses spend most, if not all of their time and money trying to attract new customers. In focusing everything on “new business”, they pay little or no attention to their existing customers. Are you one of them?

It costs between 5 and 10 times as much to gain a new customer as it does to grow an existing one. Existing customers continually “disappear” if they are not looked after. Indifference (not price, not quality, not competitors) is the most commonly quoted reason given by customers, for changing supplier/service provider. Furthermore, if you fail to take care of your existing ‘A’ and ‘B’ class customers, you are denying yourself the most cost-effective, high quality source of new customers – referrals.

Successful businesses are systemised businesses. These “systemised businesses” identify, design, document and implement effective systems to ensure consistent, high quality engagement with their markets, prospects and customers. They understand the importance of relating to and understanding their customer base. They stay in touch with their ‘A’ and ‘B’ class customers and treat them like gold.

The ‘C’ class customers (you know the ones I mean… the complainers and tyre kickers) can be let go. They will only cost you money in the long run.

Why Web Based Business Application Development Services?

Web based applications are the ones widely used by many entrepreneurs striving to reach the acme of business success. These applications are the software applications present on the web server. A marketer can design a number of flash sites, corporate sites or shopping websites, demos and custom software as well as enterprise applications. A businessperson has started making use of all these online services in order to explore better prospects or opportunities for themselves.

Soar high by efficiently and perfectly integrating your business processes. Employees can get connected with each other efficiently to fill up a communication gap among them. These applications can help the employees in organizing themselves as well as coordinating with each other in an effective manner. You can access them over the internet or Intranet. Through Internet you can connect with your colleagues or co-workers residing in far flung places. With the help of intranet, a person can get connected with the co-workers in the office. For instance, a particular organization can provide to its employees a time-management web based application development. An employee can keep a track of the time and record the same by feeding in the system. When the organizations need to connect with the customers, then these online tools can be used for connecting in an improved and efficient manner. You must have found many sites on the Internet that display flash websites.

These websites are representative of a company and act as a platform across which a merchant as well as a customer get in touch and interact with each other. The flash technology makes a company website attractive and striking. An entrepreneur can also exhibit a gamut of products and services offered to the clients. They can make a selection if you show a demo of the products. The advantage is that the site becomes interactive in nature. A businessperson can even connect with his clients through iPhone or other portable devices. Just install software and the transfer as much files as you can for better coordination through an iPhone. All these are unique methods with which you can see your business soaring high.

Have Online Business Entrepreneur Success – Take the 100 Day Challenge

If you do the 100 day challenge the next 100 days can alter your life and let the entrepreneur success in you happen. Online business is not only one of the best opportunities available these days but also one of the easiest to start. You can commence your online business with extremely little start-up costs and you do not have the costs associated with business premises. That means less risk.

To achieve success you need to change what you do, and by making small changes on a daily basis you will very soon start to see major differences. It has been said that it takes about one month to change a habit and to make the new habit a permanent one. By doing the 100 day challenge your mission is to create change in your life and change with your mind-set by incorporating new actions and thoughts.

With your online business you set your goals then break it down to a monthly activity plan, and next a weekly one followed by a daily one. Each day do a little for your business, it maybe a new article, a new video promotion, or some activity on one of your other marketing campaigns.

The more you can do the more you will achieve. But by focusing on your daily activities for the next 100 days you build new habits and a new mind-set along with building your entrepreneur success.

Anything you believe on a daily basis becomes your reality. Success is a habit and all you only need to form new habits and thinking patterns. If you are seeking entrepreneur success you must change what you do and what goes on in your mind so you get the new results in your life.

By allocating a few hours in making your plans and committing yourself to daily action over the 100 days you will draw success towards you.

Every evening compile a short list of tomorrows activities, it not only is as a reminder but helps to keep your momentum going.

By working on your mind-set and your business you acquire the skills vital for entrepreneur success. All success starts in your mind. Develop positive thoughts and then push away the negative ones.

Take the 100 day challenge and it will change you and your life. By moving towards your goals in small steps they will begin to get larger.

Business Process Development

Operational Awakening

I love Six Sigma and I love finance. It is my belief that the best odds for a business to exist in perpetuity is to structure the company around a central macro-process with many micro-processes within the macro-process. Companies that are process-centric are inherently mission focused. The main business process connects inputs with outputs. All micro-processes within the main macro-process support the central macro-process and again the company mission. Companies that are task-centric (as are the vast majority job small businesses) are overly reliant on a central figure, such as the owner or other critical team members.

I am an entrepreneur so I’ve had my share of successes and failures. I am convinced that the businesses I’ve owned that I structured around processes out performed the companies that were a team of individuals waiting for their next assignment. I’m not suggesting that people are sitting around waiting to be told what to do, but instead they have a job description that includes “and whatever else needs to be accomplished.” Process driven companies value the process and the positions within the process. Former legendary CEO of GE Jack Welch knew every product GE manufactured and every service it provided, but he didn’t know every employee. I haven’t had the opportunity to speak directly with Mr. Welch, but I think he could recite the processes that make up GE, but not the people that staff every step in the process and subprocesses.

The Approach

My last company doubled its revenue year/year five years in a row. The first doubling wasn’t a problem, the second doubling was painful; billing systems couldn’t keep up with production, collections slipped, purchasing was unchecked, product quality suffered, less innovation, etc. I realized I was fixing problems as they arose. I knew I had to do something that would help alleviate the operational pains of growth.

I sat down with a friend of mine and discussed the operations of the company. I could tell my friend what the company manufactured and I could tell him the names of its employees and their titles, but the details of their daily work was murky. I didn’t come across as confident as I should have.

I studied ISO 9000 and Six Sigma methodologies to see how they could be employed to improve business. Both methodologies are focused on developing repeatable processes with predictable outcomes. Ultimately, the goal is to do the same thing the same way every time to achieve the same result. Hopefully the process results in a high quality product and by continuing to do the same thing the same way the result is consistent high quality product.

Genesis

I set out to find out exactly what was going on in the company by interviewing every associate in the company. I also observed the team at work. Next I sat down in front of my laptop and began diagramming the work flow by following the money; the company diagram, or macro-process, began with sales and ended with collecting payment (I decided to follow the money, because that is what is important). Next step was to make sense of what everyone was doing in terms of the greater goal of the company: make money.

I began by creating a flowchart of the business beginning with a sales call and ending with collection payment for the product deliverable. Next I identified areas of multiplicity within the macro-process. Additionally, I put staff names next to each step of the process. What an eye opener.

Admitting the Problem

Some of the ah-ha moments included the times a single document was photocopied, five times for five different files. I was also able to identify my technology needs, such as what are the customer technology touch-points and how do we use technology within daily operations.

The next step in the analysis was to compare my actual financials and budget financials to the company process. The budget changed based on what the company was actually doing. Now I could make much better operational decisions because I truly knew the sensitivities of the company.

Outcomes

The result of this process was I was able to improve the processes within the company. This did not result in a reduction in workforce, but instead it resulted in increased output and improved quality. Additionally, my IT strategy became cogent. Having an IT strategy, even for a small business, reduced my IT costs and took that expensive, confusing and critical part of my company off my plate of concerns. Finally and most importantly the net revenue and net margin increased dramatically.

The company continued to grow and it grew within the parameters of the macro-process. In other words, the company grew but processes and job functions stayed the same. Everyone knew their job and they performed the same job no matter what the work load or revenue volume.