rospect that you have what they need. How do you do that? By being able to communicate effectively what you do, and why you do it. Have a “positioning statement,” which is nothing more than a benefit and outcome statement. Essentially it states: “This is why you need me (benefit), and this is what you can expect if you buy my product or become my client (outcome).” If you become good at stating your benefit and outcome, and have marketing materials that reinforce this message, you What if I told you I have a recipe to propel your business not only to the next level, but to the next stratosphere? Interested? Complicated? Not really. Have a plan. Yep, that’s it, create a plan and map out a course for your business. It isn’t even that complicated to do. The hard part is doing these things everyday, and reviewing your plan to make sure you stay on course. Consider the following:

What need are you meeting? Is there a market for it? For example, if you do consulting on the care and cleaning of adding machines, the world may have passed you by. But if you consult on challenges faced in today’s highly technical, fast changing workplace, you may find yourself in demand.

Are you better than the competition? Check it out! Network with other small business owners. Develop relationships. Get a mentor. Many successful business people are happy to share what has worked in their business. If you don’t know what’s going on in your marketplace, you may find yourself left behind. And the minute you are perceived as pass? by clients and prospects, business will dry up.

Are people willing to pay for what you do? If not, find another line of work. The name of the game is bringing in new business. Look for ways to promote your business and products. Interview current clients: ask them for leads, ideas and thoughts. Always try to get referrals from people who have already “bought in” to what you do. Other ways to find customers? Purchase a list from a list broker. Be as specific as you can. Talk to some clients of the broker and interview them about their experiences. Personal referrals by friends and colleagues are another great way to get business. Prospect on the Web. This has changed business marketing and selling profoundly! You must always be seeking ways to bring in new business.

Motivate prospects to take action. Find a reason to convince the prospect that you have what they need. How do you do that? By being able to communicate effectively what you do, and why you do it. Have a “positioning statement,” which is nothing more than a benefit and outcome statement. Essentially it states: “This is why you need me (benefit), and this is what you can expect if you buy my product or become my client (outcome).” If you become good at stating your benefit and outcome, and have marketing materials that reinforce this message, you h

f you do consulting on the care and cleaning of adding machines, the world may have passed you by. But if you consult on challenges faced in today’s highly technical, fast changing workplace, you may find yourself in demand.

Are you better than the competition? Check it out! Network with other small business owners. Develop relationships. Get a mentor. Many successful business people are happy to share what has worked in their business. If you don’t know what’s going on in your marketplace, you may find yourself left behind. And the minute you are perceived as pass? by clients and prospects, business will dry up.

Are people willing to pay for what you do? If not, find another line of work. The name of the game is bringing in new business. Look for ways to promote your business and products. Interview current clients: ask them for leads, ideas and thoughts. Always try to get referrals from people who have already “bought in” to what you do. Other ways to find customers? Purchase a list from a list broker. Be as specific as you can. Talk to some clients of the broker and interview them about their experiences. Personal referrals by friends and colleagues are another great way to get business. Prospect on the Web. This has changed business marketing and selling profoundly! You must always be seeking ways to bring in new business.

Motivate prospects to take action. Find a reason to convince the prospect that you have what they need. How do you do that? By being able to communicate effectively what you do, and why you do it. Have a “positioning statement,” which is nothing more than a benefit and outcome statement. Essentially it states: “This is why you need me (benefit), and this is what you can expect if you buy my product or become my client (outcome).” If you become good at stating your benefit and outcome, and have marketing materials that reinforce this message, you

on in your marketplace, you may find yourself left behind. And the minute you are perceived as pass? by clients and prospects, business will dry up.

Are people willing to pay for what you do? If not, find another line of work. The name of the game is bringing in new business. Look for ways to promote your business and products. Interview current clients: ask them for leads, ideas and thoughts. Always try to get referrals from people who have already “bought in” to what you do. Other ways to find customers? Purchase a list from a list broker. Be as specific as you can. Talk to some clients of the broker and interview them about their experiences. Personal referrals by friends and colleagues are another great way to get business. Prospect on the Web. This has changed business marketing and selling profoundly! You must always be seeking ways to bring in new business.

Motivate prospects to take action. Find a reason to convince the prospect that you have what they need. How do you do that? By being able to communicate effectively what you do, and why you do it. Have a “positioning statement,” which is nothing more than a benefit and outcome statement. Essentially it states: “This is why you need me (benefit), and this is what you can expect if you buy my product or become my client (outcome).” If you become good at stating your benefit and outcome, and have marketing materials that reinforce this message, you

you do. Other ways to find customers? Purchase a list from a list broker. Be as specific as you can. Talk to some clients of the broker and interview them about their experiences. Personal referrals by friends and colleagues are another great way to get business. Prospect on the Web. This has changed business marketing and selling profoundly! You must always be seeking ways to bring in new business.

Motivate prospects to take action. Find a reason to convince the prospect that you have what they need. How do you do that? By being able to communicate effectively what you do, and why you do it. Have a “positioning statement,” which is nothing more than a benefit and outcome statement. Essentially it states: “This is why you need me (benefit), and this is what you can expect if you buy my product or become my client (outcome).” If you become good at stating your benefit and outcome, and have marketing materials that reinforce this message, you

rospect that you have what they need. How do you do that? By being able to communicate effectively what you do, and why you do it. Have a “positioning statement,” which is nothing more than a benefit and outcome statement. Essentially it states: “This is why you need me (benefit), and this is what you can expect if you buy my product or become my client (outcome).” If you become good at stating your benefit and outcome, and have marketing materials that reinforce this message, you have a better chance of making a deal.

Keep up communication—build the relationship! Are you good at building relationships? People like to do business with people they like. Rocket science? No! However, many don’t realize that good relationship-building is an absolute requirement in business. Anything you can do to enhance your skills will help. After you have made an initial contact, the two most important words in your vocabulary must be “follow up!” Be creative with how you keep your name in front of your prospect.

Getting the order. This is what it is all about! If you can’t do this, you can’t stay in business! Guess what the biggest mistake is that sales people make at this point? They never ask for the order! If you have spoken to the person who is the decision maker, supplied promotional materials that outline benefits and outcomes, follow up, have qualified the prospect in appropriate areas and you still can’t get a decision, compel a decision! Ask! “What else do you need from me?” “Are you ready to use my product?” “Should we put down the details on paper to finalize your order?” “Would you like me to go ahead and send you a confirmation?”

Review the above steps and see how they could benefit you. How many of these things are you currently doing? How many do you need to begin doing?

Success in business is about follow through and consistency. If you follow the above steps, you will get more business. And isn’t that what it’s all about?