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10 Ways “Solo Flyers” Accelerate Their Sales

1. Get real clear on the financial targets. Ask yourself:

  • How much do I really want to earn?
  • How much do I really need to spend on the business? (See below.)
  • How much do I really need to have fun for myself?
  • How much money is left?
  • Is that the number I have to keep in the bank so I can sleep at night?

2. Do only what you love. The rest, delegate to partners, employees and competitors.

3. Ensure that there is a market demand for what you love to do.

4. Do it with the people that you love, or at least like doing business with. Ask yourself:

  • Where are they?
  • Who are they?
  • Where do they hang out?
  • How do they buy?
  • Who do they take recommendations from?
  • How much money do they spend?
  • Is there enough of them?

5. Position yourself as a narrowly focused “expert”. Ask yourself:

  • What do we do differently from our competitors that people actually find value in?
  • How do we do things differently from our competitors that people actually find value in?
  • What do I know that our competitors do not and our clients see value in?

6. Ensure that you can deliver it for the amount of money that they will spend. Ask yourself:

  • Can we deliver the solution for the price that the client wants us to and still make a hefty profit? If the answer is “No”, move on to another thing that you love. Repeat Steps 1 through 5.

7. Write professionally edited articles and get them published in trade and other magazines read by your clients and professionals in your “referral circle”. Ask yourself:

  • Which successful organizations do I need to join where I will be recognized by my peers and provide referral business for my clients?
  • What documentation does my “referral circle” and clients like to read?
  • Who do I need to contact to submit my professionally edited copy to?

8. Hire a PR Consultant. Brian Scudamore, owner of 1-800-Got-Junk hired his first Public Relations consultant six years ago. Now he has 8 fulltime PR consultants who’s job is to “sell” his company to the media. They have so much stuff going on they have to have 8 people sharing their story to the media all over the world. No “trees falling in the forest with no one around to hear them” going on around there. They are based in quiet little seaside Vancouver and Brian and his crew were featured on Oprah!

9. Continue to build your database. Consider using Salesforce.com. You can retrieve all of your info from your blackberry. Ask yourself:

  • What are the names of people in my geographic area that I like to work with? (Get them from their business card, the newspaper, the internet.)
  • Who belongs to the organizations that can refer my company?
  • Whom should I make an appointment to meet with?
    Keep in consistent contact with these people. Send out a quarterly e-newsletter or printed copy of the latest article published with a story of your latest success.

10. Get in front of people. Book at least 5 business development appointments a week with “influencers” who can introduce their clients to your firm. One of our “solo-flyer” friends said it best: Once she’s in front of a client she has a 97% closing ratio. She is in the interior design business. Her influencers are architects, contractors, clients-to-be, magazine editors, furniture/appliance retailers, kitchen designers and tv producers.

You have a gift that needs to be shared. By interacting with people who share your passion, your heart is fuelled with the energy to go on and create more beautiful solutions each and every day.

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One Response to “10 Ways “Solo Flyers” Accelerate Their Sales”

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