Category Archives: Start Ups

How to Give a Great Sales Presentation, Small Business-Style

Our live webinar series is motoring through summer, with the fast-paced and information-packed “How to Give a Great Sales Presentation, Small Business-Style!” This webinar focuses on 4 key areas of giving a presentation: Audience, Content, “The Nerves”, and Was It Good?

The Audience: Tailor Your Presentation’s Message for Different Groups You need to know who your audience is and what they care about so that you can present information to them that’s relevant and useful. If you don’t know about your audience and what’s relevant and useful for them…find out! You can learn this information by:

  • Attending the event yourself (if possible)
  • Asking the organizers about the people who will be attending and what they’re likely to want to hear about.
  • Showing up early talk to people prior to your presentation about why they’ve come and what they’d like to hear from you. A sales presentation should signal to your audience that you understand their core values and that your own core values align with theirs.

If you can’t connect with your audience on that emotional level, your audience is unlikely to buy from you. Remember – sales are emotional!

The Content: The Importance of the Beginning and the End. When you’re planning presentation content, pay special attention to the beginning and the end – they serve important functions! The beginning should contain the ” hook” that catches peoples’ interest.

A good hook has several characteristics:

  • It is very clear and simple
  • It has some sort of number or return on investment (investment being time spent watching the presentation.) 
  • It draws people in by asking a question or telling a story. Your hook may be your only chance to get peoples’ attention, so be sure it’s effective!

The end of your presentation is a chance to invite the audience to take a concrete, reasonable next step – nothing too big, but something that indicates their interest in what you have to offer.

  • Pick up your business card on the way out
  • Schedule a phone call or coffee date with you to chat about their needs
  • Stay after for a few moments to see a quick demo of your software or website.

Pro tip: You should never have to say “Thank you” to indicate that your presentation is over. It should be clear to the audience!  

The Content: Benefits versus Features

It’s natural to want to tell your audience all about the features that make your product or service is the best on the market. Instead, tell your audience why it *matters* that your product can do what it does, and why it’s important that a job be done just the way that your company can do it for them. Convince them to hire you by telling them the benefits of doing so!

Consider how you might use the following as you present benefits:

  •  Emotional words to further capitalize on the power of talking about benefit.
  • Vocal intonation and body movements to break up the conversation
  • Moments that “pop!” to emphasize points that you want your audience to remember.

You want to make an emotional appeal with your presentation because (say it with me!) sales are emotional!

The Nerves: No Big Deal

Everyone gets a little nervous about speaking in front of groups – don’t worry, there are ways to work through it! Use these techniques when your nerves start to get the better of you:

  • Be sure that you’ve practiced enough before the presentation – most people need to practice between 7 and 20 times. 
  • Show up first and be in the room as everyone arrives, and even talk to people a bit if that’s possible, so you can feel in control of the room and the audience can see you feeling confident and ready. 
  • Just before you start, exhale and force all the air out of your diaphragm and allow it to refill (the opposite of taking a deep breath, which may cause you to hyperventilate.) Then go in and own it! You’ve got this!

Was It Good? How You Can Tell

You don’t need a lot of training or a fancy post-presentation audience questionnaire to evaluate how your presentation went. There are standard indicators of audience interest and engagement that you can monitor even as you’re presenting:

  • People interrupt you to ask question as you’re presenting – Questions about implementation and logistics are an especially strong sign of interest. 
  • Body language – Engaged people will lean in, maintain eye contact, nod and smile (although body language in a business-to-business sales presentation can be trickier.
  • People take action (even small ones) after the presentation – Even if it’s just someone taking a business card from your display table, congratulate yourself – you caught the person’s interest!

Now you need to follow up and move them along your sales funnel! We have lots of information about presentations on our website, and all our resources are available to small business owners on a pay-what-you-can basis! Sign up for an account and check us out!

How To Get Your Customers To Trust You?

How to get your customers to trust you. Why is this so critical? Well, trust is very important, both in your personal relationships and in your relationships with your customers.

Business owners need to understand that:

1. All sales are emotional. Whether you run a small convenience store in a subway station selling snacks and magazines to busy commuters or a company worth millions that provides consulting services to other companies, you ultimately appeal to emotion, not logic, to make your sale.

2. Gaining credibility, or a customer’s trust that you know what you’re talking about and that you’re going to do what you say what you will, is one of the 3 Tenets of a Sale.

There is a difference between sensible trust, or the trust that develops between people in long-term relationships like those between family, old friends, and significant others, and sensitive trust, which you must develop with customers with whom there likely isn’t that personal history. The inevitable question arises of how to develop that sensitive trust quickly, so that customers will buy from you.

This is where the 3 Tenets of a Sale, or the Sales Funnel, comes in, as people buy from you when they:

1. Know you

2. Trust you

3. Like you.

Marketing is a great way to build sensitive trust and keep people buying from you.

You can use Small Business Solver’s Marketing Solver tool to find a whole list of simple-to-implement marketing strategies that can give you credibility in a flash:

1. Get business cards

2. Record a professional voice mail message

3. Develop a web presence (not necessarily a web site!)

4. Ask for referrals/testimonials

5. Use branded contracts/invoices

6. Rent a post office box

7. Get a 1-800 number

8. Look for media cover opportunities (press releases, articles, etc. – not paid ads)

9. Encourage customers to leave online ratings on sites like Google and Yelp

10. Do presentations (keynotes, panels, webinars)

11. Hire a virtual assistant or use a calling service to look bigger than you are

12. Make brochures to hand out to clients interested in larger or B2B sales

13. List your products in established online stores (Etsy, Yahoo, Alibaba) for better SEO rankings and streamlined customer experience

14. Respond to blogs, letters to the editor, related forums to raise awareness of your company

15. List awards your company has won – even small ones

16. Develop an online portfolio

17. Go to networking events

Building credibility is hard work, and it’s easy to be very hard on yourself if you inadvertently let a customer down. However, if you do, don’t throw up your hands – the situation is salvageable! Plus it is important to know how to rebuild trust in this situation. Remember, nobody’s perfect – you are not the first to do this, you won’t be the last. Handle it gracefully, to the best of your ability, and forgive yourself.

All the strategies in this 20-minute video are low-cost, can be implemented quickly, and do wonders for your credibility. Watch the webinar for details on how to implement each one, pick one or two to try this month, and let us know your results! We’d love to hear from you!

How To Write An Awesome Email!

Email isn’t going anywhere! Take your email from “average” to “awesome” with Small Business Solver Marketing Manager Sarah Levis. In this webinar you’ll learn about:

  •  Whether An Email is Necessary
  • Deciding What Kind of Email is Necessary
  • The Importance of Tone
  • The Power of Good Editing
  • A Clear Call to Action
  • Tools of the Trade
  • Checking Your Work
  • Subjects – Write, Test, Revise
  • Before You Send – Writing Your Greeting, Pause Before You CC, Know the Laws

Links to check out to make your writing even better!

How to Start Selling NOW!

Get a pen and pencil and take notes, because the quicker you start selling, the quicker you start making money!

In this webinar you’ll learn:

  • Why the length of the average sales cycle means that you need that you need to start selling as soon as possible after opening your business.
  • Why the reasons people give for why we they’re not selling aren’t usually the real reasons
  • Why it’s good to “fail fast”
  • How you can quickly and cheaply create a web presence while you’re waiting for your website to be ready
  • How to create your first batch of business cards/brochures, and why they don’t have to be perfect
  • Why you don’t need inventory, or even a prototype, before you start selling
  • How to quickly draft a serviceable client contract
  • How to choose a business name and how long you should give yourself to do it
  • Why your business doesn’t need to be a corporation before you start selling
  • Why you need to talk about your business with other people

Everything that Carla talks about is an action step that could get you selling within 2 weeks. Which step are you going to take? Let us know in the video comments, on Twitter or Facebook, or at smallbusinesssolver@gmail.com…and don’t forget to come back and tell us how it goes!

Writing a Business Plan to Get What You Want!

If you fail to plan, you plan to fail – that’s why writing a solid business plan is the best first step you can take toward making your dream of owning a successful small business a reality.

In this recording of our “Writing a Business Plan to Get What You Want!” webinar you’ll learn about a Business Plan and its sections, including:

  1. The importance of deciding who the plan is for
  2. The Business Overview – Talking about The Opportunity and why what you offer is The Solution; defining the target market; describing the unique aspects of a business that give it a competitive advantage and how the business owner intends to keep that advantage
  3. Vision – Where the owner sees their company in 3 – 5 years, the ultimate goal for the business, and a description of the exit strategy
  4. What to include in the Marketing Research section – Industry trends, consumer trends, wider general trends (government, economic, technology) that may impact a product; a business’ main competitors and their potential impact.
  5. Sales Projections – How to calculate reasonable sales projections to include in a business plan
  6. Management Team – Why is the owner the best person to launch this business, given their support team and contacts?
  7. Marketing and Sales Strategy – The plan to get the word out about products given factors like prices, location, size of area to be covered, marketing budget, and projected sales
  8. Operations – Discussion of operational issues like processes and delivery; how processes will be tracked to ensure completion; who handles human resources issues like hiring, scheduling, etc., and how they will be handled. 
  9. Action Steps – The importance of showing the company’s goals for today, as well as its Short Term and Long Term goals.
  10. Financial Projections – Demonstration that the business is financially viable and sustainable over the long-term.
  11. Executive Summary – Written last, but first thing reader sees. Must entice reader to keep reading.

Have you noticed some changes at Small Business Solver recently?

We’ve done a relaunch, and we’re very happy with what we’ve added to the program:

We’re very excited about all these things, but in today’s post we want to draw your attention to our webinar series, which began on March 28, 2019. Small Business Solver co-founder and CEO Carla Langhorst did a presentation called “Make It Fly!” where she talked about how to evaluate whether your business idea is a good one, using Small Business Solver’s Make It Fly Idea Tester.

You’ll learn about:

  • How to test business ideas (and why we don’t)
  • Questions to ask to determine your idea’s viability as a business
  • Determining your breakeven numbers
  • More good questions to ask and things to think about

The webinars will run bi-weekly, each one covering a different topic. Please do sign up, attend, and let us know what you think of the webinars! We would love to hear your feedback.

Click this link to sign up for one or both webinars

See you soon!

Non Disclosure Agreements (NDA) – What You Need To Know

Having a Non Disclosure Agreement (NDA) is a smart move for any small business owner. You might need to share confidential information that you don’t want shared with many different business relationships that you have in place.

For example,
– Your employees might have access to company secrets, intellectual property, future strategic plans, customer pricing, and many other pieces of information that you don’t wish to have shared.
– Your business partners or investors where you are sharing financial information and your future plans.
– Your banker where you are sharing financial information including the debt and equity information.
– Your customers or suppliers who you are sharing information with on pricing, marketing tactics, and other information that allows you to be a good strategic partner with them.
– Anyone else that you share confidential information with that you don’t want to become public information.

If you want to have an NDA, you can learn more about them and download a template here: https://clausehound.com/

Thanks to Cobalt Lawyers (http://cobaltcounsel.com/) and ClauseHound (https://clausehound.com/). The information provided may not be relevant to your jurisdiction, this information is not a substitute for obtaining legal counsel, nor does it create a lawyer-client relationship with you, the reader.

How To Set Up An Ecommerce Website

If you aren’t online, then you are missing out on business.

Especially with the advances, there are some really easy ways to get started. But there are also some complexities that will creep up depending on how you are planning on setting it up.

Some things that will help you figure out what platform and set up that you need for your ecommerce site are:

1. How many products are you selling?
2. What type of products are you selling?
3. How many places are you shipping from?
4. How many places are you shipping to?
5. How many states, provinces, and countries are you shipping to?
6. How many transaction do you have?

Go through the main points of what you need to consider. See some of the options out there. And learn what to look out for.

Contact the Expert

Kagan Mustafa
kagan@smallbusinesssolver.com

Who Do You Need In Your Business?

Starting your own business takes a lot of work and activity! It is crazy to think you can do everything yourself.

But who do you need and when do you need them? Be prepared to find these people or if you have them keep them for when you need them.

People are the most important resources out there, so make sure that you are managing them well.

Topics that are covered are;
– Who do you need as a technology company? What is the best practices for this type of structure?
– Who do you need as a service business? What are some of the specific challenges that are faced here?
– Who do you need as a manufacturer? How do you ensure that you will continue to grow and not become overwhelmed?

Contact The Expert

The Small Business Solver Team
info@smallbusinesssolver.com

Build a Local Small Business Marketing Plan

Small businesses have a competitive advantage versus the larger businesses in the local market. So why wouldn’t you take advantage of this?

Walk through the best practices of a marketing plan and then have it fine tuned in order to reach out to the local, regional market. Then learn to use and implement the local marketing tools.

The overview of the video is:

Step 1: Marketing Goal
Step 2: Marketing Budget
Step 3: Target Market
Step 4: Your Message
Step 5: Your Local Marketing Tools

Contact Your Expert

Carla Langhorst
carla@smallbusinesssolver.com

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