Best Small Business Advices From 22 Experienced Sales Experts
We always get to hear free business advice, from family or friends. Though most of the time they come from people with good intentions, but these necessarily may not be the best advice.
That’s why we took the trouble to ask 22 sales experts for small business advice.
They are experienced and generate awesome sales results for themselves and their clients too.
Here’s what they have to say;
Small Business Advices From Sales Experts
1) Tom Searcy, Founder of Hunt Big Sales
Small businesses must determine what is the true problem that they solve for their customers and discuss that in their sales conversation. This is very different than what value they offer, or features and benefits. The problem that a small business solves requires a greater understanding of the industry and customer to whom they are selling.
Without that understanding and ability to communicate about the problem of the prospect, the small company will sound like everyone else in the marketplace and represent little value to the buyer.Small businesses must determine what is the true problem that they solve for their customers. Click To Tweet
2) Marcus Sheridan, President of The Sales Lion
Being a small business is a massive advantage in the Sales and Marketing arena. It allows you to think outside the box, get creative, and launch things that otherwise “wouldn’t be approved” by all the red tape that comes with larger companies.
Simply put, small businesses have a huge opportunity to be a digital David in a land of Goliaths, allowing them to be quick, nimble, faster, better, and ultimately more adept at adjusting to today’s ever changing digital consumer.Small businesses have a huge opportunity to be a digital David in a land of Goliaths. Click To Tweet
3) John Barrows, Owner of J.Barrows LLC
My best advice would be to focus all your marketing efforts into creating great case studies that highlight specific results. This is what companies can then use to create messaging, tell stories versus pitches, and also use to help handle objections.
Focus all your marketing efforts into creating great case studies that highlight specific results. Click To Tweet
4) Geoffrey James, from http://geoffreyjames.com/
Sell more. Click To Tweet
5) Kelly Riggs, Founder of Business LockerRoom
“Learn how to sell.”
Most small business don’t like selling, don’t understand what selling is all about, and often times have a negative opinion of selling and salespeople. They think their product will sell itself because it’s so good…which is nonsense.
Learn how to sell. Click To Tweet
6) Bob Apollo, Inflexion-Point Strategy Partners
Strive to become a bigger business.
Strive to become a bigger business. Click To Tweet
7) Todd Schnick from http://toddschnick.com/
“Remember you are selling to a human. Not an avatar, not a company, not a building, and not a line item in a CRM database. An actual real person, with feelings and problems.”
Remember you are selling to a human, with feelings and problems. Click To Tweet
8) Butch Bellah from http://butchbellah.com/
Understand you are in sales. Even if you think you aren’t, you are. The reason most small businesses fail is not because they are not good at their trade–whether they are a pizza shop, a dress shop, a dry cleaner or a mom and pop CPA firm.
The reason they fail is because they are bad at sales. Just because all your friends told you, “If you open that bakery, I will be there every day!” they won’t and you are going to need more customers than just your friends who thought it was a good idea for you to invest all your money in this venture.Learn to be a salesperson for your business. It's critical. Click To Tweet
9) Sean Burke, CEO of KiteDesk
Be extremely deliberate in your hiring. Focus on these areas:
1) detail out exactly what skills the person needs to have to be successful,
2) document your philosophical beliefs on sales and test to make sure that your candidates see the world as you do,
3) rate each person on a scale and make sure you go back to your rating 6 months after they are hired to see what you can learn from the time/experience you now have with that person.
If you start with the right people, then doing the right things will be much easier.If you start with the right people, then doing the right things will be much easier. Click To Tweet
10) Patricia Fripp, President at FrippVT
Remember it is not your clients and prospects job to remember you, it is your obligation and responsibility to make sure they do not have a chance to forget you.
It is your obligation and responsibility to make sure your clients do not have a chance to forget you. Click To Tweet
11) Brian Farrell from http://findtheclient.com/
Raise prices. Too often, businesses are in a race to the bottom, undervaluing their goods & services.
Raise prices. Click To Tweet
12) Ron Karr, Author of the CEO Bestselling Book Lead, Sell or Get Out of the Way.
For the owner of a small business, he or she must work equally “in” as well as “on” the business. In the business is defined as doing the selling, closing deals.
On the business is defined in creating processes that support growth, making sure you have the right people on the bus and in the right seat and coaching them effectively so they can go out to close deals on their own and grow the business. If the owner is always required to close the deals, he or she will never grow beyond a certain point.
Key Learning Point- One can only make so much money through their own efforts. But they can make a lot more money through the efforts of others.For the owner of a small business, he or she must work equally “in” as well as “on” the business. Click To Tweet
13) Dr. Tony Alessandra, Founder of Assessments 24×7
In sales, as in medicine, prescription before diagnosis is malpractice. Do not try to sell a solution to the customer until you fully understand the customer’s situation (needs, problems, opportunities) from the customer’s point of view.
Do not try to sell a solution to the customer until you fully understand the customer’s situation. Click To Tweet
14) John J Moroney, from Acumen Management Group Ltd
Know what differentiates your company from your competitors and be able to prove it.
Know what differentiates your company from your competitors and be able to prove it. Click To Tweet
15) Nancy Bleeke, from Sales Pro Insider
As a small business owner myself, when it comes to business, sales needs to be a focus every day. It doesn’t matter how good your product or service is, whether your marketing is great, or how much your current customers love you. If you aren’t selling, you aren’t growing or thriving.
Set aside an hour a day to sell. If you have a sales team, ensure they have blocks of time where there only focus is selling to existing customers, asking for referrals, or making proactive calls/visits to potential customers. Along the way, focus everything you do in sales and service on What’s in it for Them, you’ll win more business.Set aside an hour a day to sell. Click To Tweet
16) David Meerman-Scott, from http://www.davidmeermanscott.com/
Many people steeped in the tradition of product promotion naturally feel drawn to prattle on and on about their products and services. But I have news for you. Nobody cares about your products and services (except you). Yes, you read that right.
What people do care about are themselves and how you can solve their problems. People also like to be entertained and to share in something remarkable. In order to have people talk about you and your ideas, you must resist the urge to hype your products and services. Instead, create something interesting that will be talked about online. When you get people talking on the Web, people will line up to learn more and to buy what you have to offer.What people do care about are themselves and how you can solve their problems. Click To Tweet
17) Cian Mcloughlin, CEO of Trinity Perspectives. His new book “Rebirth of the Salesman”
My advise would be to ‘stop trying to sell and focus on trying to deliver value at every step of your customers buying journey’.
What do I mean by this? We fixate on trying to make a sale too often, which means we’re often very focused on us and then outcomes we are trying to achieve, rather than on our customers. Have the heart of a teacher, treat people like valued customers, before you have even made the sale and watch your business flourish.Have the heart of a teacher, treat people like valued customers. Click To Tweet
18) Daniel Weinfurter, from http://www.danweinfurter.com/
Turn hiring into a rigorous process and don’t settle – hire individuals who have the capability and potential to be great.
Hire individuals who have the capability and potential to be great. Click To Tweet
19) Colleen Stanley ~ President & Founder of SalesLeadership Inc
Before you hire your first salesperson, learn everything you can about hiring top sales performers.
A good salesperson can dramatically scale your business or drain every ounce of energy out of you and the business.
Get a team of advisors that will help you interview to remove bias and add perspective. You don’t want to go it alone!Before you hire your first salesperson, learn everything you can about hiring top sales performers. Click To Tweet
20) Tony J. Hughes, from RSVP Selling
All of your assertions concerning value and risk need to be considered from the customer’s point of view… after all, the market determines the price and only the customer is qualified to call something a solution and determine the value to their business.
Once value is identified, you can then focus on crafting a value proposition which is unique and compelling in the way it delivers and manages risk. The way we sell is more important than what we sell and this is the essence of competitive differentiation.The way we sell is more important than what we sell. Click To Tweet
21) Keith Rosen, award winning author of Own Your Day and Coaching Salespeople Into Sales Champions.
For any manager or small business, when it comes to selling and attracting more customers, ask yourself, “Do I have a selling system in place which includes the best practices I follow consistently that generates more business and the results I want?” If not, here’s your opportunity to define and refine your selling process. This includes everything from prospecting and cold calling, handling inbound leads, your initial contact, the questions you use when qualifying, your marketing, social media and email strategy, the compelling reasons that makes you unique, as well as how you present, follow up and close the sale. Remember, what you can measure you can manage.
Moreover, keep in mind that selling is a language. If you don’t have the language and talk tracks that surround each step of your sales process and the messaging that separates you from your competition, you’ll continually find yourself in a situation where you’re selling on price, rather than selling on value and your distinct competitive advantage. Those who wing it without leveraging a proven sales process generate sporadic results, which also prevents you from accurately forecasting your sales.
Conversely, those businesses that have a systematic approach to selling can then continually refine their selling process to generate consistent results. The additional benefit is, if you have other salespeople who sell for you, having a defined sales process provides you with an opportunity to effectively coach and develop your salespeople around these best practices to ensure they are engaging in the right strategies and activities that lead to more sales.Define and refine your selling process. Click To Tweet
22) Alice Heiman, from Alice Heiman LLC
Get the help you need.
If you try to do it yourself, it will be too hard. Smart people surround themselves with smart people. Pay for the smarts to do it right.
Get the help you need. Click To Tweet
All these tips mentioned above are good! They are different in nature but focus on sales strategy for your small business.
You need to test these to find out which works best for you and your business.
Do share with us which sales advice you are implementing for your small business in the comment section below. You can share it on your social medias too.