Startup Journal asked for sales tips for small business owners. Here’s a sampling:
- Create a spin-off company as a sales tool, says Bill Clark, vice president of E.L. Smith Printing Co., a printing facility in Ridgefield Park, N.J. Mr. Clark did this with E.L. Smith and the “spin-off” company became the lead business. As an example, he says, if you sell pillows, create a newsletter explaining the health benefits of a good night’s sleep, and include reasons why someone needs your type of pillows.
- # “Shut up, and listen!” says Michael Leppo, president of Strategic Sales Closers, a sales-consulting service in Lawrenceville, N.J. It’s the sales professional’s job to listen to his or her prospect with 100% concentration on everything the prospect is or is not saying, he says.
- If a misperception exists about your product, sell and market against it. New York City comedian Shaun Eli Breidbart says his potential audience doesn’t go to comedy clubs because they think the show will be full of vulgar comedians telling generic tasteless jokes. To counter such misconceptions, Mr. Breidbart uses a catchy slogan for his Web site (www.brainchampagne.com): “Clever Comedy for Smart Minds.” “It hints that my comedy is smart and sophisticated,” Mr. Breidbart says.
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