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A small business blog featuring tips to help entrepreneurs succeed in the small business world. Topics include family business, human resources, marketing, money, networking, operations, ownership, startup, taxes and technology.
Starting Your Own Business, Part 3 of 4
DEVELOPING A SALES SCRIPT AND ADDRESSING OBSTACLES
Developing a Sales Script
The purpose of a sales script is to generate belief in you and your product. It should inspire others to support you in your path to success rather than question your abilities. Your sales script will quickly become the cornerstone for marketing your business.
A sales script should be no more than one page in length and should address the following:
1. The name of your business and your instant impact message (refer to part two for information on developing an instant impact message).
2. Your top three products or services and a brief description of each.
3. Show that your product/service works by providing at least two testimonials from clients.
4. A brief biography, including your previous experience, why you created the business and your anticipated goal.
5. Contact information, which should include address, facsimile, e-mail, website, etc.
Have your sales script handy at all times, and use it to start conversations about your business at networking events or marketing functions.
A sales script is very important when dealing with others on a corporate level. But what about possible customers that you come across throughout your daily routine? In this situation, a sales script can be somewhat overpowering. I highly recommend that you use business cards to draw a potential customer’s attention on an individual level.
Your business card should contain all available contact information and your instant impact message. The design of your business card is also crucial to the impact it makes in determining whether or not a potential customer is willing to contact you for service. Read more about how to design a high-impact business card.
While trudging through the startup process, you will inevitably come across obstacles that may threaten your business and rattle your confidence. Don’t dismiss these treats, no matter how small and insignificant they seem, because doing so can have disastrous results. Rather, create a plan to overcome them.
• Make a list of everything you have accomplished thus far to regenerate your confidence.
• Write down the obstacles that lie in front of you and indicate whether they are avoidable or unavoidable.
• Indicate what evasive action you intend to make toward the avoidable obstacles.
• Write out a plan for how to turn the unavoidable obstacles into an opportunity for your business, and you individually, to grow and develop. You may consider consulting with a trusted successful entrepreneur to get their input on how they might manage those situations.
• Determine your “Rules to Live By.” Make a list of opportunities you will not pass up and action you vow to always take when obstacles come your way in the future.
Always remember that a threat is only as damaging as you allow it to be. If you vow to meet all challenges head on, with a positive and determined attitude, you will find a way to pull through with a stronger business in tow.
Part 1: Focus and Brand Impact
This week’s source:
• Entrepreneur.com: Starting a Business
Today’s Related Sites/Readings:
• SuccessConsciousness.com: The Power of Positive Thinking
• BusinessWeek.com The Real Stats of Business Failure
• University of Tennessee: Planning Against a Business Failure
Related Small Business Buzz Posts:
Starting Your Own Business, Part 1 of 4
Starting Your Own Business, Part 2 of 4
Overview – How to Write a Business Plan : Part 1 of 8
Starting Your Own Business, Part 4 of 4
Executive Summary, Table of Contents and Appendix – How to Write a Business Plan : Part 6 of 8