The Business Wizardry Blog

Recently we assisting a client with a new business recently when we came across an interesting situation...

Our client realised that based on the nature of the new business she had just acquired she would have to make sales presentations herself. Ordinarily this would not be a problem, but in this case, she had never done anything like this before.

We know that many new entrepreneurs find themselves in similar situations so we wanted to provide some simple and practical advice you can put to effective use very quickly indeed.

1. What is your business about?
   1. What benefit does anyone derive from using what you are selling?
2. Re- Frame your mind:
   1. You are not here to sell anything to anyone!
   2. You have a product or service that has value –
      1. People need what you have
      2. More people need to hear about what you have
      3. If they had heard about it they would have bought some already
   3. Your job is to help people – help them understand what you offer
3. 1. 1. What is their business about?
      2. What do they “sell” J
      3. What benefit do they want people to derive from the use of what they “sell”?
      4. Why are they in this business?
4. Does what you “sell” help them in anyway?
   1. If not, you have nothing to sell anyway!
   2. If it does help them – You have a job to do!
5. Internally,
   1. Be clear about who needs what you “sell”
   2. Be clear about why they need it
   3. Be clear about how it helps them
   4. Be clear on what would happen to them if they did not use what you have
6. Forget about yourself!
7. Focus entirely on them!!
9. Explain how your solution would help anyone in that situation
10. Explain how your solution has helped specific people/companies in the passed (observe the rules of confidentiality, but explain that there are others who were in a similar situation who no longer are thanks to your solution).
11. Stay focused on them!
    1. Do not allow them to buy less from you than they need!!!

Our best wishes,

The Business Wizardry Team