Even small businesses and entrepreneurs should make a strategy or a plan on how to sell to its customers.
As soon as you have found out you e.g. want to sell children’s clothing, software solutions or graphic design, your next thought should be:
These are the two most important questions in a sales strategy.
You probably have a presumption of who your customers might be but you probably did not analyze or study it.
Here are some questions you could ask yourself and your customers. The responses and the analysis of the answers can be the basis for your customer analysis - which may be included in your business plan:
In order to make an educated guess you might interview 5 potential customers and see if they will buy your product rather than the one they use today. Talking to 5 potential customers - who are not your friends - provides invaluable knowledge about your customers.
You can also, in conversation with customers, evaluate your competitors´ strengths against yours. Contact also sector professionals and get their assessment of your product.
You may also be in the fortunate position that you already have 5 customers when you start your business. Or you might have agreed with your former employer that he will buy at least 500 hours of work for you the first two years.
Once you know who your customers are, you must find a good way to contact them. You must therefore ensure that there is plenty of time in your working week to contact customers - perhaps one day a week.
There is no « one » correct way of contacting customers. The ways to contact them depends a lot on what industry you are in, the competitive environment and how you are different from your competitors.
Here is a non-exhaustive list of ways to contact customers:
Get more ideas by reading about sales and contact parameters and other sales and marketing articles on this website
The sole purpose of marketing is to sell more to more people, more often and at higher prices. There is no other reason to do it.
- Sergio Zyman, Mexican marketing executive