Are you a Freelancer, an Entrepreneur or a Salesperson?

Many people enter the world of entrepreneurship and freelancing work because:

  • Opportunities are available and our culture encourages it,
  • They want to be their own boss,
  • They have the skills that the work requires, or
  • They’ve heard success stories that make them believe it’s possible.

However, many people who go into business for themselves have no real business management experience or other relevant training. They also don’t realize until they’ve begun their business journey that having some type of sales skills are crucial to the work.

The sales process consists of several key steps.

  1. Having or gaining business knowledge,
  2. Prospecting,
  3. Approaching the potential client,
  4. The needs assessment,
  5. The presentation,
  6. The close, and
  7. The follow-up

Every sale we make, whether we intend to do it or not, follows this process. Sometimes it just happens naturally. Sometimes, (especially online), customers walk themselves through their own sales processes.

Most experts believe that customers buy for emotional reasons and also because they trust the seller. You will find many marketing gurus, think-tanks and agencies trying to sell you ways to earn potential client trust; many of which are expensive, time-consuming and being done by everyone.

Large brands and companies with good funding resources can afford to invest in substantial marketing campaigns. However, for most freelancers and entrepreneurs, this type of investment is impossible.

Salesperson

How then can you build customer trust and make sales quickly and easily?

Researchers Thomas Travisano and William Brooks stumbled on an interesting fact about the emotional triggers that compel people to buy. They interviewed all types of B2B decision-makers and consumer buyers to figure out what makes them buy some products and services and not others for their book – You’re Working Too Hard to Make the Sale!

They learned that customers buy most frequently from people and brands they feel understand them.

Many sales professionals learn to approach the sales process by finding out what the client’s needs are, and then, telling them how the features of the product or service they sell can meet those needs. Though this is often an effective approach, the researchers found it was more effective to couple this with a sales process carried out by a person that understands the buyers underlying emotional needs. The seller that best understands those needs is the seller that also shares them now or shared them at one point in his or her career or life. An office manager turned sales rep, therefore has a good chance of making sales to office managers that are decision-makers and purchasers of office equipment and so on.

On a personal level, think how much easier it is to take restaurant recommendations from someone you know enjoys the same foods that you do. Similar people have similar pain points. Understanding and addressing pain points are a huge part of making any sale.

Social Entrepreneur Arunachalam Muruganantham Disrupts the Period Industry

Arunachalam Muruganantham is a social Entrepreneur who decided to disrupt the period industry, specially for developing countries like India, where cost of sanitary napkins is not affordable to most women. He says that only 7% of the Indian women uses the modern-day sanitary napkins and his target is to make the remaining 93% have access to really cheap sanitary napkins. Read more about his journey or visit his website.

Here is a Interview, by BlogAdda, of awesome man.

The TiE Entrepreneurial Summit, 2011

The TiE Entrepreneurial Summit, 2011

With the theme, “Celebrating the EntrepreneurTrip”, the TiE Entrepreneurial Summit 2011 will drive their focus on the entrepreneurial journey – trials, tribulations, challenges and exhilaration – from ideation to creation to growth and scaling. Entrepreneurship experiences and lessons from across this spectrum will be discussed, debated and shared through multiple panels and sessions including Guru Talks. The Guru Talk is where Gurus from the world of entrepreneurship share their experiences in an informal Q&A session with the audience. The event will be a good one to network with the likes of budding entrepreneurs, seasoned and experienced ones.

TiE Summit 2011, though a little late to the party but will dorn the “Going Green” phrase this year. The organizers promises to use cutting edge web and mobile applications to manage communication, registration, accessing and networking at the conference. I seriously hope they’ll have free and working Wi-Fi this time around.

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Companies Hiring Entrepreneurs for Innovation!

Innovation is a term which comes naturally to Entrepreneurs. Needless to mention, today there is a rapid growth in start-ups and small companies. Leading organizations and big corporations though, are at a loss of innovating new products and services on a comparative note. A long time ago, entrepreneurs were taken so lightly and entrepreneurship was considered to be one for losers. Times have changed and changed for the good. A recent study came with a report of innovations coming from small companies of about 84%, the rest (16%) from large companies. These large companies miss out on a particular type of individual, the one who drives change, make things happen, pushes the boundaries and challenges the organization.

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