Sales and Being a Warrior-Preneur: Are you Chasing Your Tail to Get the Sale?

Recently I did a great interview with Louise Edington that inspired something that’s been brewing inside me for a while. In that interview we talked about the fact that often early on, because of your fresh new exciting business, you often “get a sale” right away. What we often think is: “that was easy”. And that is the problem – see,  it wasn’t easy – it was probably lucky.

Sales aren’t easy. I’m not trying to scare you–> I want you to know that it isn’t magic.

My sales success comes from these basic steps:

1-build a follow up system

2-learn to ask for the business

3-break down your goals. If you want to make $10,000 a month, what do you need to do to make it?

4-develop multi levels to engage, upsell, and ways to ask customers who they know that should know you and what you have to offer.

I give additional tips in my post on how to “Prime the Pump”

What do you need to start doing to build a sales process for your business?


Ann Evanston, MA, has been named by About.com as one of the Top Six Marketing Consultants, Feb 2011, and recognized in the Huffington Post for her unique approach in using Facebook to increase profits though giving. In October 2008 Ann created the Social Networking Coaching Club, a forum where you get personalized support to learn how to “discover your REAL edge” and make more online in less time with integrity.
  • http://www.davesaunders.net/blog Dave Saunders

    I am the king of not asking for the sale. I'll admit that's my Kryptonite.

    The real challenge I experience though is finding the balance between bringing in clients and having the time to turn around the projects. I think the upsale element is essential though. It's hard to jump right in with a multi-thousand dollar project if you don't even have some lower tiered items to show that graduated engagement approach.

  • http://www.davesaunders.net/blog Dave Saunders

    I am the king of not asking for the sale. I'll admit that's my Kryptonite.

    The real challenge I experience though is finding the balance between bringing in clients and having the time to turn around the projects. I think the upsale element is essential though. It's hard to jump right in with a multi-thousand dollar project if you don't even have some lower tiered items to show that graduated engagement approach.

  • http://mywisdomquest.com Ron Britton

    I have seen and have done this in the past. Great wisdom Ann. Create (or borrow) a winning process and then repeat it.

    Thanks again for your insights,

    -Ron-
    Follow the Quest – MyWisdomQuest.com”

  • http://www.myshoppinggenie.com/pstd Lisa Ann Landry

    What I need to do better is continue asking for the business. I was listening to a audio program on the 6-Step Approach to Sales Success that says most sales occur after the 5-7th time you ask. I may ask 1 or 2 times but never ask 5 to 7 times. Just image what a difference that one small change can make.

  • http://www.ourlittlebooks.com Candace C. Davenport

    It is interesting the difference in making sales for someone else and making sales for yourself. Although it shouldn't, it seems the whole dynamic of the sales process changes when you have to do it for yourself. Especially in recognizing the line between asking for the sale and being a pest. Nice post Ann.

  • AnnaDornier

    Ann, this is very timely as I was just thinking about this topic this morning. My marketing coach has told me the exact tip you just talked about – break down my goals and know my exact numbers! This are such important tips that a lot of solopreneurs seem to forget. I am currently working on a low entry product that will work great with my current packages. I'm so excited! Thanks for all your wonderful tips.

  • http://stephenorganizing.com/index.html Carol Stephen

    Ann, you're so right about sales being a process and relationship building is key. Not everyone realizes that. There is still to much “in-your-face” sales: people who spam your inbox, shove paper at you, and get uncomfortably close. Your approach is so civil. Thank you.

  • http://adonovan.aupairnews.com amy donovan

    i have to admit i'm occasionally guilty of chasing my tail to get the sale. i'm not always comfortable asking for the business, which is something that i'm trying to improve. my follow-up system could also use a little tweaking. thanks for the tips, Ann. i think you are spot-on about this, and it's encouraging me to make some improvements!

  • julialindsey

    I definitely need a better follow up system. I may have a great lead that is hot at one time but I don't do a good job of following up when they start getting cold. I have alot to learn. Thanks for the book resources.

  • http://home-decorating-makeovers.com/ Jennifer Duchene

    Ann such wise words in one so young. Having a process makes absolute sense. Something I am thinking about. Honestly its taken me forever to get to this point. The point of the sale. I am learning to ask for the sale, ask for referrals and sell myself so that all steps line up. I have to practice Walking Backwards from the Dollar Dance, no blindfolds allowed. Brilliantly put!

    Jen
    The Home Makeover Mixtress blending cool & Cozy Style.
    http://home-decorating-makeovers.com/

  • http://atticusuncensored.com Heidi Alberti & Atticus

    First of all, well done post for having a head injury!
    Atticus says that he thinks chasing his tail for any reason is valid, but he does understand your point.
    I see the sales process as relationship building (isn't everything?), so taking the time to establish and create new relationships, eventually leads to sales.

  • http://louiseedington.wordpress.com Louise Edington

    Thanks for the mention!

    For now I'm focusing building up my online presence but I'm definitely working on
    1) A follow up system – as per Referral of a Lifetime which you recommended
    2) I'm pretty good at asking for the business once – not so good if I have to ask twice….. – working on it.
    3) My goals everyone can hear about soon ;)
    4) Trying to develop different forms of networking to engage – local networking, word of mouth, asking for referrals and testimonials, social media networking. Difficult to upsell an aupair though…….

    I despise 'selling' as such so prefer to think what I'm doing is relationship building!

  • http://www.PatZahn.com Pat Zahn

    being part of a direct selling company, I sell myself for service and sponsorship and my companies products. The hardest thing I've had to learn is the selling of myself. I know I'm good but sometimes revert back to that idea we were raised with that it is not polite to toot our own horns. Intellectually, I can get past this, but it is in there pretty deep. You mentioned the “desperateness” that comes w/o creating a process and again, for direct selling, I see this in the sponsoring process with individuals because they need to maintain a certain number, but have not created a sales process for that part of their business, so ARE desperate and that comes across. I do a good job of taking care of existing customers, so have repeat business and good referrals but am weak at cultivating new leads. I'd have to say that that's where I need start building a process.

  • ireneturner

    Sales are really difficult…and I've found for me that it is always easier to sell someone else then myself. Having spent a couple of months with a marketing coach I am getting a bit better at creating an ongoing marketing plan, but I really want to get over my hesitation to “ask for the business!”
    I do know that once I get an interior design client I seem to have them for life, and their multiple homes. So thank you for the inspiration.

  • Donna McCord

    Sales is tough; I am happy that we have a service advisor who is very good at implementing the sales processes with our customers; my part, marketing to people so that they will be open to our sales process, is also a process that takes a lot of thought and planning and an understanding of what our services are, how they benefit our customers, and why anyone would choose us over our competitors. Thank you for reminding us of how important it is to know what we are doing and why and that continuing to make sales after that first one is the result of having your processes in place!