The SmallBizLady Buzz - Issue 55

What are the Biggest Sales Challenges for Small Business Owners?

I often get calls from business owners who think they have a revenue problem, but it is almost always a marketing and sales issue. In particular, they lack proper sales and follow-up systems. Some of the common challenges are not building a sales process, not understanding the skillsets required for a sales job, and resting the fate of the company on the magical new salesperson. Here are a few more pitfalls to avoid:

1.      You need to train your new salesperson. They expect this amazing new salesperson will know what to do, so they can focus on other things and just leave sales to the new salesperson. Wrong approach. To be successful, the business owner needs to demonstrate how to close big deals. You must train your salesperson how to sell for your company. You should already have a target sales lists and ideal customer personas ready to go. The business owner also needs to explain the company’s value proposition to help their salesperson engage with potential customers. 

2.      Don’t assume a salesperson who is successful somewhere else will be successful in your small company. Someone who was successful in a corporate environment with automation and marketing support and lists of leads is not likely to find success in a small organization with little or no structure or support. It is important to understand the sales job you have and to find candidates with the appropriate skillset and experience.

3.      Know your role in the sales process. As CEO, you need to watch the sales funnel or pipeline closely so you can manage resources appropriately, such as your monthly online ad spend. You need to be involved in big sales and key accounts at higher levels than your salesperson. Remember, you are the sales leader in your business.

4.      Don’t let salespeople manage their own information and communication with customers. You need a CRM and you need to make sure your salespeople keep it updated so anyone in your company can jump in and support the seller in a pinch. The CRM, if kept updated, will also provide visibility into the flow of opportunities and the sales cycle. 

5.      Recognize social selling skills are required. Old school salespeople need new skills. Today’s sellers need to use modern tools like social media and video to engage customers. They need to learn where to find their buyers online and how to communicate appropriately. Things are never fully going back to the way they used to be.

If you are looking for tips to get your business finances in order, check out this week’s feature article, 5 Steps to Getting Your Small Business Finances in Order. 

-----------------

5 Steps to Getting Your Small Business Finances in Order

Small business finances are always a tough subject to tackle, as small businesses typically work on shoe-string budgets. The pandemic put a spotlight on how many small businesses don’t have a solid grasp on their finances or solid business finance processes in place. So, let’s look at the five steps you can take to get your small business finances in order. Continue reading...

-----------------

Browse online. Buy from the boutique next door.

Sook is a tool that can help all of us shop local every day. It’s free shopping extension that makes it easy to browse & buy from the small businesses in your neighborhood community. Sook allows local consumers to shop their best local businesses by product, price & distance all in one place. Available on Chrome & Firefox and free for merchants. For more details, visit www.ShopYourSook.com.

-----------------

Podcast: How Highly Successful People Can Leverage Stress and Thrive with Dr. Chloe Carmichael

Check out my recent podcast, How Highly Successful People Can Leverage Stress and Thrive with Dr. Chloe Carmichael.

Dr. Chloe Carmichael is a Leading Clinical Psychologist and TV Expert. She heads a successful practice in New York City working with people on stress management, relationship issues, and career coaching. She has appeared on ABC, CBS, VH1, and other media outlets and writes an expert blog for Psychology Today. Dr. Chloe shares the trends she has noticed on how people are dealing with stress during the pandemic and how stress can affect highly successful people.

-----------------

Join me as I host a webcast for @Inc and @Brother. We'll discuss Perspectives on Today’s Collaboration Revolution. Tomorrow, Thursday, April 8, 2021 2pm ET. Register here.

-----------------

Join me for the ground-breaking interview series, The Expert Entrepreneur: How to Close More Clients with the Power of Your Story. You’ll learn everything you ever wanted to know about how to captivate, connect and close more clients. This free series starts on April 13th! Sign up now!

-----------------

Ready to learn how to finally start making money with ecommerce?

If you are ready to launch an ecommerce business, check out my new course How to Sell and Market Online. This course breaks down finding the right customer, developing sales systems, follow-up systems and driving traffic with and without ads. Learn more at www.smallbizladyuniversity.com.

-----------------

Subscribe and don't forget to leave a comment below!

Melinda F. Emerson, “SmallBizLady” is America’s #1 Small Business Expert. She is an internationally renowned keynote speaker on small business development, marketing and social selling. Melinda is also the president of the Quintessence Group, an award-winning marketing consulting firm based in Philadelphia, PA, serving Fortune 500 brands who target small business market. LinkedIn named her a Top Voice for 2019 in Small Business and Entrepreneurship. In addition to being a former NY Times columnist, she is frequently quoted by media organizations including The Wall Street Journal, Fortune, MSNBC, CNBC and Fox News. She is the host of #Smallbizchat LIVE and The SmallBizChat Podcast. A prolific writer, Melinda has published more than 5000 articles on her blog www.succeedasyourownboss.com. Her small business advice is widely read reaching more than 3 million entrepreneurs each week online. She is the bestselling author of Become Your Own Boss in 12 Months, 2nd Edition. Her latest book is Fix Your Business, a 90 Day Plan to Get Back Your Life and Reduce Chaos in Your Business.