The Small Business Professor: Sales Tips for the New Entrepreneur

Q: I was recently was let go from the Information Technology (IT) department of a major company. Tired of the corporate bureaucracy, I decided to start my own business. I have great computer skills but I never sold anything in my career. What do you suggest?

A: Getting started is the toughest part of building a new business. Knowing what you don’t know can be even more important that what you do know. If you have worked for a company and have never sold products or services, you need to develop this skill.

Business coach and sales trainer Al Turrisi has some great tips:

1-Write a description of your prospect. Include in the description the geographic area you will prospect in which can be a city, county, state or states, the industries in that area you believe can use your expertise, the sizes of the companies in those industries measured by dollars, employees, or both and the types of problems they may have which you can fix.

2- Go to google and look up each industry in your chosen geography and make a list of the companies you will target. Then, go to each of their websites to gather information of who the executives are. You can usually find that information in the about us section, our company, testimonials. If you can’t find names google “who is talking about company xyz.”

3-Join local chambers and business associations you believe your prospects would join within the geography you have chosen and join committees. You will be with the movers and shakers. Work to make the committee successful and develop a reputation of being a giver and helper

4-Build a website and blog, blog blog. Create check lists, reports, tips you can give away. Each time you meet someone, get their business card and start to build a data base. I suggest you get some inbound marketing training ie Hubspot .

5- Book all events from the association and chamber and go to every event with the goal of arriving early at by a half hour and book yourself to be there at least a half hour after the event. Have a goal of speaking with ten people or more and book three or more appointments with intention of learning about the person you will be meeting with so you can refer each other.

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2 Responses to The Small Business Professor: Sales Tips for the New Entrepreneur

  1. Jack Dean says:

    This is great! The key to the first sales is to hustle! They will not come to you… you have to go out there, find your customers (see point 1 above) and have conversations with them.

    Another tip is to spend some time talking to your customers about their problems related to your product / solution. Hear how they talk about the problem, is it a major pain or a minor pain, etc. This will make it much easier to sell once you get started.

  2. Pingback: Sales tips for New Entrepreneurs - Jack Streamlines Your Business

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