1. People don’t care about what you do. They care about how you can help them.
The old sales pitch of “My name is Scott and I’m the owner of Scott Leese Consulting” just doesn’t work anymore. What are the end benefits of what a consultant offers? Lead with that! Address their potential concerns right from the beginning, then end with how what you do can meet their needs.
2. If you’re not a salesperson, don’t try to be a salesperson.
Too many small business owners get started out and they try to do everything on their own. Chances are, a software engineer might not be the best at sales. That’s okay. If you’re trying to do something you’re not naturally inclined to do, you’re going to have a hard time getting your business off the ground. Be willing to ask for help.
3. Codify your sales process.
In other words, put everything down on paper. List the whole process from A to Z, making it very clear as to how your organization does sales. That way, your process can be taught to others and easily replicated. That’s just another way of taking one important thing off your shoulders. And if you’re not naturally inclined to sales, work with your lead salesperson to get this process off the ground. You and your business can only benefit from this in the long run.