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Six Steps to Successful Selling

Miles Burke

You’ve worked on your elevator pitch, you have a polished website, and a handful of happy clients. You know how to generate new business, but something seems to be holding you back. Here are six very simple ‘small thing’ tips that can often make you leap from average to excellent in your prospects eyes.

Have contact details on your website. You want people to get in touch, right? Don’t just have a contact form; include your email, phone an ideally physical address as well.

It’s not that I’ll just drop in to see you, but when viewing a website, a physical address and other details show that you’re real, and not a faceless someone hiding behind a domain name.

Answer the Phone. Yes, that phone call can be an interruption to the task at hand, and sure, an email may have been better, however the telephone is still a great communication tool.

Make sure you answer the call quickly, sound enthusiastic (even when you’re not) and take notes if required. When you are out, divert calls to your cell phone, or use an answering service.

Write great emails. You’ve met a new prospect, and now you are emailing to confirm a meeting, or send over some documents. Take time to write an email that is professional and polite.Be careful to ensure it is succinct and formatted – nobody likes a blob of words; use paragraph breaks as well.

Dress appropriately. Sure, working from home or in that funky office, yet when it comes to meeting clients, it’s always better to dress higher than lower. Those torn jeans and that old geek t-shirt may be great for that late night coding session, but clients won’t be as receptive.

Arrive early. When you do have meetings, get to the venue early. If you plan to arrive two minutes beforehand, and then find there is no available parking nearby, you’ll be late. Plan to arrive at least 5 minutes early, and show you are keen, not tardy in time keeping.

Write professional estimates. A one-page invoice or a hastily written badly worded quote creates an air of disinterest. Take your time and write an estimate that includes what you’ll do, how long it will take and what it would cost. Don’t forget to include terms and legal elements as well.

The above may all be fairly simple steps, and for many of us, common sense, yet these are a great reminder for everyone to always work at being on top of our game. Good luck!