TYRRELLS POTATO CHIPS

Tyrrells Potato Chips

Tyrrells Potato Chips

This is always a challenge for any entrepreneur even if you have been in the industry for years. How to find customers for your new business? In fact even well-established businesses struggle with finding new customers when they pursue a new business opportunity.

The easiest thing to do is to hire a salesperson(s) (or who is commonly known as a "rainmaker") who has all the right connections to get business for you. These folks tend to be expensive (if you hire them) or may ask for a significant stake in the company if you bring them on as partners but as long as their compensation is tied to performance, it is a worthwhile investment. The other advantage of having an industry insider on board is that you acquire credibility. No matter how strong your skills are, if you do not have credibility, you may not even get your foot in the door. A good rainmaker gives you instant credibility and access.

The key is to get your first client because that can be used to drop a name around, use as a reference, and to learn what works and what not. If you really are desperate, I would even suggest that you work for free for the first one. Now I hate to recommend this since when you work for free, people take you for granted and the strategy may come to hurt you later. The way to present this is that you say that you have developed a new methodology and before you roll it out to your customer base you want to test it with a real company. Most established companies work with startups as long as they know the risks and rewards. Some of them even pay for it. If you present it the right way, most clients will buy the idea.

In today's economy, big and small businesses are seeking every opportunity to win sales through competitive advantages. Smart owners of small business know a sales strategy can create a competitive advantage.

Selling consists of two main functions: tactics and strategy. Sales strategy is the planning of sales activities: methods of reaching clients, competitive differences and resources available. Tactics involves the day-to-day selling: prospecting, sales process, and follow-up.

The tactics of selling are very important but equally vital is the strategy of sales. The advantages are too compelling to ignore.

Increased closing ratio by knowing clients hot buttons

Improved client loyalty by understanding needs

Shorten the sales cycle with outside recommendations

Outsell competitors by offering the best solution

The development of any type of plan begins with research. The insight gained for a competitive advantage comes from the marketplace not from your mind. The approach to use is what I call "Triple-tiered Sales Strategy". Look at your client and the outside influences on their business. Approach all three tiers to understand your customer.

Tier 1: Associations: What associations does your target customer belong to? Contact the membership director and establish a relationship not ...