Why Can't I Just Place an Ad? Or How to Go Out of Business Fast!

By Louise Barnes-Johnston

Sorry to be so brutal, but your business's success depends on you learning lots of new skills - including how to sell your products or services. Sales & Marketing go hand in hand. You will need to try out different marketing strategies to find out what works best for your particular business or industry. Advertising may be one of those strategies but eventually, you're going to have to start selling as well.


The reason many small business owners shy away from selling is that they're afraid the other person might say 'no'. Such rejection is one of our biggest human fears, it is also one that we have learnt over the years. If you have children, you'll have found them very good at getting what they want from you! They don't give up at the first 'no' - but will keep trying different approaches. They can teach you a lot about selling.

For most businesses, the most effective way to sell is face to face with your prospective customer. You need to be prepared to make contact several times before getting an appointment with them and even more times before you get an order!

Plan a campaign that includes leaving messages, writing letters and emails as well as what to say when you finally get the right person on the phone. Prepare carefully for meetings and learn how to write proposals. Brush up your presentation skills too. Nobody likes to be sold to, but people do like to buy - so help them make their decision by focusing on all the benefits to be gained by buying from you.

Selling can actually be fun, if you are enthusiastic about what you do, and believe that your product or service can really help solve whatever problems your prospective client is facing. After all, if you don't believe, how can you expect anyone else to?

Louise Barnes-Johnston is "The Business Accelerator". She provides business coaching and mentoring for entrepreneurs and owners of small businesses. Get a copy of her FREE report "10 Ways to Boost Your Business" at http://www.frontline-results.com

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