Sales and Marketing Plans for Your Home-Based Business

Although your business is in your home, you still need a sales and marketing plan. While it does not need a formal look, since you are likely the only reader, you do need a "to-do list" of plans that you can use to market your business. While making such plans, remember to define your target audience

and get an idea of what your competition is offering and at what prices. Look for ways of adding value to your sales by offering additional services or personalized attention that a larger business cannot offer. Remember, you need to find a competitive edge.

The first step, however, before delving into sales and marketing strategies is to make sure your business is in operational order. You need to have a secure manner of completing all sales transactions before you market your products or services to potential customers.

Typically, new home-based business owners do not have the money available for major marketing campaigns. There are, however, ways to market your business that are cost-effective:

• Make Networking Your Top Priority: Since you won't have walk-in business and advertising can be costly, you need to have business cards and literature available to distribute wherever you go. Be on the lookout for networking opportunities at all times. Be polite and be aware of situations in which you should not network.
• Manage Your Contact List: Update it regularly, take notes on recent interactions and, talk to key contacts frequently.
• Follow-Ups: Following up is key to turning networking into sales. Create a reason to contact a potential customer again, such as new information, and follow up with a call, email, postcard, or note.
• Build Your Identity: Business cards, letterhead stationary, fax cover sheets, your Web site, newsletters, and all other marketing materials should have a consistent look and even a logo. A good tag line or catch phrase can also be a plus. Distribute business cards as often as possible.
• Be An Expert: Offer columns to local newspapers, contact local radio stations and cable TV channels as well as schools and universities. Get to know producers, editors, and anyone in position to use an expert in their field and offer yourself as that expert for speaking engagements or guest segments. Use newsgroups and Web opportunities as well.