Happy Holidays everyone. For the next few months I’m going to focus on the basics of cold calling, market research, business development, public relations, customer services and sales. Since this is the end of the year and the beginning of a new year, think of this as a refresher of everything I shared with you over the last three years of writing this column. This is the time to really focus your marketing efforts and implement an actual plan for bringing more business, instead of just thinking about it. Because most of my clients happen to be both small and mid-sized business owners, mapping out an actual plan for bringing in more business may or may not be second nature to them. So think of this as a step by step ”to do list” for starting the new year on the right foot. Be sure to read my column every day for the next 30 days for a least one “tip of the day”. And let’s make 2008 the most successful ever.
1.Plan it out.
Decide your sales goal before the end of the year for the following year. How many new sales do you want to bring in? Do you want to focus on large, mid-sized or smaller markets? How will you reach your sales goal? Do you need telemarketers to make cold callers for you? How many? Do you want to do it yourself or place telemarketers in-house? What about a phone presentation (while I hate using a script I do understand a need for one)? How about hiring a professional? Is it in your budget? Will this be a long or short term option in your marketing plan? How many times a week will your people be calling? How many appointments per week are you expecting? Is this goal realistic? Why do you think so? (be honest because there is a difference between what you’d like to see and what can actually be accomplished with cold calling).Do you or your people need help putting together a campaign? What about direct mail or e-mail? How often will your people be calling each week? When is the best time to call? What about sales people? Will you be doing all of the selling yourself or is it time to hire some help? In other words write out a step by step plan of attack for bringing in more sales.