I can’t tell you how many times I’ve seen this: a young kid wants to become an independent brand partner for a large company such as Mary Kay, Herbalife or ItWorks.
By Bryan Katz
Great for them, if they can actually sell the products. With no training as a sales representative from these big companies, they suck young folks into spending a horrendous amount of money just to sign up.
Then, they make their new prospects buy their own supplies to sell. It’s an ingenious trap, but if you can sell products like that, you can sell anything.
What I’ve noticed since being in North Dakota, is that not very many companies have developed technologically enough to adapt a website. Which may be the next best business to get into in this region – website building. That being said, businesses are extremely hard to get ahold of except via phone. And I’ll be the first to admit, that I am not a phone person. My words get jumbled, I falter and it ends up being a disaster. However, when it comes to business and creating sales, I have no problem getting on the phone and cold calling some local businesses. If you can’t sell, you’ll fail.
Selling doesn’t always have to be about money though. And to be honest, money should be the last thing anybody thinks about when picking up the phone to call. What your potential client really wants to be sold is your trust and commitment to them. Once the client has established a relationship with you, then you can begin the selling process. By this time, your potential client is aware of your services or products and has a clean grasp on your company’s moral standings. Not only that, but studies show that a customer is 87% more willing to return to a company they trust, and 71% more likely to suggest that product or service to other people.
Believe it or not, sales can actually make themselves. By presenting your company in a professional manner such as leaving a business card on the counter of a business you just visited or even exchanging business cards with someone from a different organization, those actions open the door for sales free of solicitation. Even better, this may be an easier route for those of you without exceptional sales skills, or a used car salesmen persona. By introducing the idea of a business relationship to another company, you’ve created a gateway to possibly enter their budget.
Another tidbit of information to keep in your back pocket: it’s okay to take no for an answer. As I briefly went over a couple of weeks ago, taking no for an answer may lead that specific client back to you in the future once they’ve come full-swing and realized that they truly do get the best bang for their buck with you. Patience can go a long way when developing a business and a plan.