BUSINESS "LESSONS" LEARNED
By Ron S. La Vine
President of Accelerated Sales Training, Inc.
1. If a business or an idea does not exist, create it.
Create your own future by being open to change. As one
door closes another one opens. I've created two businesses
that did not exist since I was laid off in December of
1994.
2. Be willing to take risks, however, make them calculated
risks by taking the time to develop and write a business
plan.
3. Place a heavy emphasis on marketing by answering these
questions:
Who We Are
What is the purpose of your page?
Why are you in business?
What We Do
What are the products or services you are offering?
What Makes Us Unique
How are you different from others? What is your (USP) Unique
Selling Proposition?
Why Use Our Products or Services
Why would people want to do business with you?
How You Benefit
How does your potential customer benefit?
For example: A feature is a car door lock.
The benefit is the door cannot open when locked and therefore
you cannot fall out.
Benefits are usually stated in terms of faster, better
or less expensive (cheaper).
Who We Work With
Client lists establish credibility as do testimonials or
comments from satisfied customers.
The Next Step
What action is the visitor directed to take?
For example: buy a product, request information on a service,
subscribe to a newsletter, etc.
4. Develop an email newsletter to keep your name in front
of your clients on a regular basis. One of my two e-mail
newsletters comes out 52 weeks per year. Find content that
helps prospects and customers with their business.
5. Establishing a presence on the World Wide Web is critical
especially, if you do business nationwide or internationally.
6. Keep your eyes open for new opportunities. See if you
can find a faster, better or cheaper way to perform a service
or make a product.
7. Keep the overhead down. Expenses and lack of marketing
will put anyone out of business.
8. Set up a Board of Advisors (not directors) composed
of people you respect (professors, business people, friends,
etc.). Seek their advice when necessary.
9. Enroll in classes and read books. Learn, how to do,
what you do, better. Classes on selling, marketing and
business skills are especially valuable.
10. Believe in yourself. You can if you think you can.
Actions follow thoughts. So think good thoughts and focus
on the positive.
11. Exude passion, excitement and enthusiasm when speaking
about what you do.
12. People want to do business with people they know like
and trust. Building credibility is crucial.
13. Right after completing a successful assignment be
sure to ask your client for a testimonial letter. These
letters make very powerful marketing tools and enhance
your credibility.
14. Persistence is key. Don' give up. It took 9 months
to land my first client.
15. Take time to enjoy your success.
REPRINT PERMISSION
Ron La Vine, MBA is president and founder of Accelerated
Sales Training, Inc., a sales training firm located in
Oak Park, CA. You can get a special report “41 sales
Tips You Can Use Right Now” AND the free bimonthly
Sales Tips for Selling Success eZine all by signing up
at http://www.astselling.com.
If you would like information on The Secrets of Cold Calling
Success - Live Call Workshops, please call Ron at
1-818-991-6487 or 1-818-519-3852.
Copyright 2009 by Ron S. La Vine and Accelerated Sales
Training, Inc. All rights reserved.
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