SMBs need to have an effective sales strategy

Thursday 23 May 2013

Small and medium-businesses (SMBs) need to form an effective strategy for bringing their goods and services to market, and generating sales, it has been claimed.

Writing for Guardian Professional, James Caan, chairman of the Start-Up Loans Company, said the approach taken towards sales and marketing will likely have a significant impact on the success of the enterprise.

“You must think carefully about the sales journey and how you are going to go about getting your product to market,” the entrepreneur stated.

“Ultimately, your end goal will always be to make as many sales as possible without overstretching yourself in the early stages.”

Mr Caan said that when it comes to effective selling, making purchases convenient for customers is key.

SMB bosses need to spend time exploring how best to reach their customers and ensure product are readily available in the places their target market shops, he stated.

They also need to consider the company and product brand when considering points of sale, Mr Caan told the news provider.

“Having an online presence is a great way of drumming up sales as a start-up business, and trading online will allow you to capture new customers,” he stated.

One of the most important aspects of effective selling is to be passionate about bringing goods and services to the market, he claimed.

“It is extremely important that you sell with passion,” Mr Caan said.

“People like to buy from somebody who they feel they can trust. Speak directly with as many potential customers as possible and make sure your personality comes through; know your product inside out, and act with integrity.”

The same goes when pitching products - SMB bosses and marketers need to ensure they are fully prepared, and have a clear understanding of what they are selling, he claimed.

Otherwise, convincing customers to purchase your goods and services becomes an all the more difficult task.

Find out how Microsoft solutions can help your business with its sales and marketing activity.

Posted by Jenny Arthur