| For many new business owners, developing a | | | | are advantages, disadvantages and costs to |
| good sales model can be one of their biggest | | | | generating lead that you will need to consider. |
| challenges. Many new business owners usually | | | | Next, how will you get your prospects to give |
| have a background in the field they are working in | | | | you an opportunity to present your product or |
| and not necessarily in sales. For those of you | | | | service? Many get stuck here because it probably |
| starting a new business and have no idea where | | | | will involve cold calling. Even if you have warm |
| to start with developing a sales model, here a | | | | leads, this can be a very difficult thing to do for |
| few basic things that can help you get started. | | | | many business owners. This is why many |
| Identify Selling Points | | | | business owners hire sales reps so they don't |
| Before you start developing your sales model you | | | | have to do this part. Here are some cold calling |
| should already know your product or service and | | | | techniques if you'd like some more information on |
| your target market. If you don't know those | | | | this subject. But suffice it to say, you need to |
| things, you need to go back to your business plan. | | | | have a way of getting people to a presentation. |
| But assuming you have those components | | | | You cannot and should not present your product |
| already worked out, you now need to identify | | | | or service on your initial cold call. The cold calling |
| your selling points. That means being able to | | | | stage is for you to sell them on your presentation |
| express in a compelling way what features and | | | | not your product. Did you hear the distinction |
| benefits your products or services has. | | | | there? It's important that you understand, you |
| Features are positive qualities about your product | | | | are not selling your product, you are selling an |
| or service. If I'm selling a car, I'd point out things | | | | appointment to see a presentation of the product. |
| like power windows or On Star as features. You | | | | Don't try to sell over the phone on your initial cold |
| have to do some work and write out explicitly all | | | | call. That's a huge mistake. Get them to a |
| the features that your product or service has. | | | | presentation that is controlled and crafted by you. |
| You'll have to whittle them down at some point | | | | The next step is the presentation stage. Once |
| but when you start out, brainstorm and write out | | | | you've got them booked for a presentation, how |
| everything. This will ensure that you don't miss | | | | will you do that presentation. With the advent of |
| and important feature. And then whittle down to | | | | the Internet, many companies have chosen to do |
| a handful of extraordinary or distinctive features. | | | | presentations over the web. It's still live but it's |
| Benefits are what your customer is going to get | | | | over the phone and Internet. There are |
| out of your product or service. This is just as | | | | companies like Webex and Go To Meeting that |
| important, if not more important in your sales | | | | are providing Internet platforms to be able to do |
| model than the features because this is where | | | | this. Doing web presentations as part of your |
| your customers will connect the features to their | | | | sales model will cut travel costs and enable you to |
| own situation. The features of a car might be | | | | do more presentations. The only slight draw back |
| power windows or On Star but the benefits | | | | is the lack of face to face can be downside but |
| would be that the customer won't have to reach | | | | many companies are finding that the efficiency |
| over to open the passenger side window when | | | | and cost effectiveness is well worth it. |
| he's by himself and that he'll be able to call for | | | | Once the sales presentation portion of the sales |
| reservations to his favorite restaurant with one | | | | model is done, it's all about follow up. How will you |
| touch of the On Star button. | | | | follow up with your prospects? How long will you |
| Sales Process | | | | follow up with them? At what point are you |
| This is a very important part of the sales model. | | | | wasting your time? These are things that need to |
| Not every company should use the same sales | | | | be determined and analyzed as you go along. |
| process. It all depends on your industry and your | | | | Flexibility in the Sales Model |
| company. But you need to determine how you | | | | Be sure to be flexible in your sales model. You |
| will find your prospects, take them through the | | | | need a basic one to get you started, but once |
| sales process and how you will close the sales. | | | | you've started, your sales model should |
| These are steps that need to be worked out in | | | | constantly be shifting and changing based on what |
| your sales model. | | | | you find to work and not work. I've worked in |
| How will you find your prospects? That means | | | | companies where the sales model changed almost |
| how will you generate your leads. Will you use a | | | | everyday. It doesn't have to be that frequent but |
| lead generation company like Info USA or will you | | | | you should definitely look at your sales model on |
| use the Yellow Pages or will you use the Internet | | | | a regular basis and tweak it and improve it. |
| or will you use a mixture of all of those. There | | | | |