The Olympic Business Letter
Assisting in the Development and Growth of Business on the Olympic Peninsula
Welcome to The Olympic Business Letter website! The Olympic Business Letter is a regularly published newsletter created to assist in the developmnent and growth of businesses on the Olympic Peninsula of Washington State.
The Olympic Business Letter is published by PROSBO of Port Angeles, Washington, a company with the mission of helping small business owners attract and retain new clients, increase their satisfaction, and make more money.
The Olympic Business Letter is published by PROSBO of Port Angeles, Washington, a company with the mission of helping small business owners attract and retain new clients, increase their satisfaction, and make more money.
Deadline is June 22, 2007
Space is Limited
The Olympic Business Letter first edition will be delivered about July 13, 2007.
It is a beautifully designed, professional publication that is printed in full color throughout and mailed direct to the over 15,500 business owners on the Olympic and Kitsap Peninsulas of Washington State.
If your business or organization would benefit by being represented in the Olympic Business Letter, then I encourage you to act quickly.
The letter will be a minimun of 8, full-sized pages up to 24 pages. Space is being provided on a first-come, first served basis.
If you know you want to be included, call PROSBO right away (360) 565-8312 or toll free (888) 249-2539 to reserve your space.
Six Essentials for Closing a Sale
1. Someone has to have a PROBLEM.
You are in business simply because someone has a problem that you can solve. The #1 job of marketing is to clarify the problems that you solve for your target market. Your potential clients or customers are not so concerned about your credentials or the procedures that you use in your business.
They want to know what you can do for them. Can you solve their problems? I think that the biggest mistake small business owners make in their marketing is focusing too much upon themselves instead of their customers. Use your marketing efforts to tell your clients what you can do for them instead of telling them so much about yourself.
2. You must HAVE the solution to their problem.
Minding your Business means that you have done what is necessary to create a solution to their problem.
Ask yourself these questions: what are the problems that my clients want me to solve for them? What goals do my clients have that I can help them achieve? Take some time doing this and you will be beginning the process of developing a marketing plan and strategy that will yield results.
If you can convince them that you can solve their problem(s), you are well on the way to gaining a new client.
3. They must KNOW that you can solve their problem.
Once you have identified a problem and developed a solution, you must gain the attention of those with the problem(s) that you solve. This is called marketing. It can be hard, it can be expensive, it is absolutely necessary and you can never stop marketing.
4. You must gain their TRUST.
I have spent much of my life encouraging people to trust in God. One simple piece of advice that I have often shared is that you cannot trust God when you do not know Him, and so I have encouraged people to read the Bible to get to know God better. In a similar way, we were taught (and rightly teach our children) to never trust strangers.
It is going to be next to impossible to get someone to trust you when you are a stranger to them, because trust is built upon knowledge. Your marketing must include every element possible that generates trust.
5. It helps if they LIKE you.
Sorry. This may not seem fair, but it is simply the truth. People like to buy things from those that they like. Be likable. Do what it takes to develop a real interest in them that goes beyond your business. Be a friend and learn to love your clients and prospects.
We train our business representatives to make friends and not worry about the sales. That does not mean that they are not trying to get sales, but simply that there is a certain truth and psychology to how sales are closed.
6. They must FEEL that their problem needs to be addressed now.
Once you have accomplished 1-5, there is still a potential barrier to overcome, and that is related to TIMING.
I am often asked when the best time is to close a sale, and I always respond with “never.” I don’t try and close sales. I present a solution to their problem, gain their trust and try to find some urgent reason that they should act NOW.
They will tell you when they are ready. If there is no urgent reason for them to buy, there is no legitimate reason that they should.
Douglas Nevill
PROSBO / BizMaxUSA
P.O. Box 2851
Port Angeles, WA 98362
sbo@prosbo.com
http://www.prosbo.com
1. Someone has to have a PROBLEM.
You are in business simply because someone has a problem that you can solve. The #1 job of marketing is to clarify the problems that you solve for your target market. Your potential clients or customers are not so concerned about your credentials or the procedures that you use in your business.
They want to know what you can do for them. Can you solve their problems? I think that the biggest mistake small business owners make in their marketing is focusing too much upon themselves instead of their customers. Use your marketing efforts to tell your clients what you can do for them instead of telling them so much about yourself.
2. You must HAVE the solution to their problem.
Minding your Business means that you have done what is necessary to create a solution to their problem.
Ask yourself these questions: what are the problems that my clients want me to solve for them? What goals do my clients have that I can help them achieve? Take some time doing this and you will be beginning the process of developing a marketing plan and strategy that will yield results.
If you can convince them that you can solve their problem(s), you are well on the way to gaining a new client.
3. They must KNOW that you can solve their problem.
Once you have identified a problem and developed a solution, you must gain the attention of those with the problem(s) that you solve. This is called marketing. It can be hard, it can be expensive, it is absolutely necessary and you can never stop marketing.
4. You must gain their TRUST.
I have spent much of my life encouraging people to trust in God. One simple piece of advice that I have often shared is that you cannot trust God when you do not know Him, and so I have encouraged people to read the Bible to get to know God better. In a similar way, we were taught (and rightly teach our children) to never trust strangers.
It is going to be next to impossible to get someone to trust you when you are a stranger to them, because trust is built upon knowledge. Your marketing must include every element possible that generates trust.
5. It helps if they LIKE you.
Sorry. This may not seem fair, but it is simply the truth. People like to buy things from those that they like. Be likable. Do what it takes to develop a real interest in them that goes beyond your business. Be a friend and learn to love your clients and prospects.
We train our business representatives to make friends and not worry about the sales. That does not mean that they are not trying to get sales, but simply that there is a certain truth and psychology to how sales are closed.
6. They must FEEL that their problem needs to be addressed now.
Once you have accomplished 1-5, there is still a potential barrier to overcome, and that is related to TIMING.
I am often asked when the best time is to close a sale, and I always respond with “never.” I don’t try and close sales. I present a solution to their problem, gain their trust and try to find some urgent reason that they should act NOW.
They will tell you when they are ready. If there is no urgent reason for them to buy, there is no legitimate reason that they should.
- Become an Expert in Your Field
- Market Yourself Thoroughly
- Earn their Trust
- Win their Friendship
- Be there at the Right Time
Douglas Nevill
PROSBO / BizMaxUSA
P.O. Box 2851
Port Angeles, WA 98362
sbo@prosbo.com
http://www.prosbo.com