How Can I Find Out What My Customer Wants To Spend?

One of my lovely Accountability Club ladies who sells a service (as opposed to a product) posted a budget question in our Facebook group this week and I thought it was worthy of further discussion. Fiona has a business that markets other people’s businesses in her local area. She works very hard to make sure that the things she promotes are visible to as many relevant people as possible. It’s serious work, promoting other people’s stuff and Fiona doesn’t take the responsibility lightly.

What Do They Want To Spend?

The question Fiona asked is how she can find out what budget potential clients have? That way a) she doesn’t waste time dealing with people who people think that her service is free and b) she can tailor the perfect package for them so that they can get maximum visibility. (more…)

I Was A Fabulous Saleswoman When I Was Employed!

If I could have a penny for every time a business woman has said to me ‘I was in sales when I was in corporate-world and I was a fabulous saleswoman, yet I find it so much harder to sell now I have my own business’. Sometimes, they have been as senior as National Sales Directors, but on the whole, the women who say this were Business Development Managers, or Account Managers, that type of role. They enjoyed status and success within their company and industry and so it seems a natural progression that they move into business ownership after they either get made redundant or have children.

However, when they’ve started off on their own they suddenly find that their wonderful sales skills have deserted them. How can this be? (more…)