Empowering Small Businesses in Digital Transformation

When I interacted with a lot of small businesses, the one common thing which I will come across is they will not have their domain name registered or will not have an email address of their business domain. The traditional way of doing business heavily relied on word of mouth, flyers, banner advertisement, the news adds, etc.

Things have changed and will keep changing for a better future and as a small business, who have the vision to grow and succeed needs to keep adapting, learning, and implementing new terminology. If you possess all those qualities while starting up with your new business or ideas, below are some of the key points to consider

Registering your Domain Name for the website:

The first easy step is to register your domain for the website. That’s how people find the name of the company on the web and its a central part of brand identity. There are tons of service provider available on the web where you can register your domain name, the most popular one is GoDaddy.com

Most of the small businesses missed out to register a domain name for the web and that’s the first step to have all the branding power.

Domain Email Address:

As a small business, if you want to establish a firm foundation of credibility and to be viewed by a customer as potential & real business, you need to include your business email address as business’ domain name (i.e., @yourcompany.com).

Having a domain email address project professionalism and represent your company as a legitimate and well-run business.

For starters, G Suite is one of the cost-effective services provided by Google to have an email add as a business domain name. It also includes online storage and more. The first 14 days are free. You can use the below codes to get 20% off on the first year of G Suite.

G3YU96PGX6PHUVP 

V46JL3VEDCVD69L

Establishing Professionalism:

xyz@gmail.com or xyz@yourcompanyname.com I will leave it up to you to decide which email address establish professionalism.

Having a business domain email address gives your customer the impression that your business is professional and has setup dedicated communication channel to serve them.

Domain Email Address Vs. Generic Email Address:

As discussed, a domain email address improves the credibility of your business. In contrast, a business email address ending in yahoo.com or gmail.com, for example, will give prospective customers doubts about how you run your company. A business domain email address lets people know you have an established operation that you take seriously, and it can be a valuable tool in generating brand awareness.

Why MBA? A degree or Status Quo

When I communicated with a lot of MBA’s the first thing that I ask is “Why MBA?” some of them remain clueless to give any answers, while other wanted to complete an MBA to maintain their status quo but few of them were clear on their career path and how an MBA degree would add credibility in the long run. I have always suggested a young professional or a fresher out of college that before thinking of enrolling yourself for an MBA, get some hands-on experience in any noble profession that will or not give you a path to pursuit with your career.

Being in corporate for 8+ years, I still ask myself that do I need an MBA to progress ahead with my career or shall I keep learning without pursuing an MBA further. I have also realized that no matter you have a degree or not, the learning process never stops. To progress in your life & career, be a life long student.
The world moving ahead with the advancement in technologies, AI, automation & machine learning being the buzz word we need to have that paradigm shift in our thoughts to achieve faster & better results towards our work.

Getting an MBA degree or graduating from one of the ivy colleges has no longer been the main criteria to get a job in one of the MNC’s or high profile jobs in this 21st century. If you see companies from the likes of Google, Microsoft, or Tesla no longer need an MBA or a 4-year college degree to land a job there.

You need to be an expert in your profession and as I mentioned earlier the learning process should never stop.

Your five years of life & career will entirely depend on the kind of books that you read and the people you are around it.

Why Sales is the Best Motivational Job

If you are in Sales you might have always heard by your manager or peers that we have to be motivated each day in order to achieve our targets or goals. A good manager will do his best to keep the team pumped up and selling happily, however the sales manager can’t be psyching you up every hour. You too can motivate yourself with some of the following techniques.

Motivation Techniques to Boost yourself in Sales:

  • Set yourself specific goals: You might have receive a mammoth quotas from your upper management, however are you really going to let someone else decide what you’re capable of? Think about your past performance and the amount of commission you will make by achieving your quota.
  • Have a vision for your life: You have to have vision big enough to motivate you. If the quota to fulfill is making $ 5000 a year, it is not going to motivate you. Set your goal maybe $ 70000 a year and a strategy to get there. Have a plan and execute it.
  • Celebrate your success each day: End every day congratulating yourself on whatever it is you did that was successful. Yes, some days might border on lousy, but there’s still something you can celebrate.
  • Work hard enough to get results: Once you start executing your plans and see some success you will motivated all the time. The harder you work, the more results you will get and the more results you get, the more you will be motivated to get more.

Being in Sales profession we deal with lot rejections, work pressure, quotas to achieve and also face lots of emotional breakdown. Its very important to keep ourselves motivated, having the right attitude towards work and most importantly being positive in every situation.

Best Books on Sales for non-sales people

  • Selling to Big Companies: The book is written by Jill Konrath who is an expert in complex sales strategies. She publishes one of the industry’s top sales blogs, as well as a newsletter with thousands of subscribers around the world. An in-demand speaker and workshop presenter, Jill is frequently quoted in news media nationwide.
  • Fanatical Prospecting: The book is written by Jeb Blount who is a sales acceleration specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills and applying more effective organizational design.
  • The Ultimate Sales Machine: The book is written by Chet Holmes who is an acclaimed corporate trainer, strategic mastermind, business growth expert and lecturer. His nearly one thousand clients have included companies like Pacific Bell, NBC, Citibank, Warner Bros.
  • Everybody Writes: The book is written by Ann Handley and one of my personal favorite, is a veteran of creating and managing content. She is the Chief Content Officer of Marketing Profs, a training and education company with the largest community of marketers in its category.
  • The New Rules of Marketing & PR: The book is written by David Meerman Scott who is the author of ten books including real-time marketing and PR, the new rules of sales and service and news jacking. David’s popular blog, advisory work with fast-growing companies and speaking engagements around the world give him a singular perspective on how businesses are implementing new strategies to reach buyers directly and in real time.

What are the traits of a Successful Sales Person?

If you ask a Successful Sales Person, “What makes them stand out from the average Sales Rep?” Most likely you will not get an accurate answer or may be no answer at all because most of them are doing what comes naturally. Being successful in sales is a result of skill and practice, like any other skills great selling techniques cannot be acquired in a day.

To be successful in sales you will need to keep upgrading your skills, practice them regularly and grow incrementally with each experience.

Listening Skills: This is one of the most important skills sales people needs to keep working on it. Successful sales people will always listen to understand rather than to reply the prospects questions.

Being Empathy: Its a great way to anticipate what the prospects wants. Successful sales people will know how to feel what their prospects feel. By getting into their skin they will be able to successfully sell their products/services.

A Hunter Mindset: They will always be excited to hunt for the big fish. They will prepare endlessly and wade through lot of information, contacts and leads in order to put themselves in a position to land as many big accounts as possible.

Being Disciplined: Successful sales people will be very disciplined & consistent with follow-ups on potential clients. Even coming to office & completing their activities on time.

Confidence: Believing in the product or service they are selling is essential. That comes across as a confidence that’s infectious and makes customers want to buy more.

Communication Skills: Its also one of most important skill. People who excel here know how to stay away from jargon and hard to understand concepts.

Passion: A successful sales people will be very passionate about their profession. They will do whatever it takes to master in their profession.

Why You Should Focus on Improving Successful Salesman

Most of the organization may already have a one or two very successful salesman working for them. They are the one’s who hit their quota most of the time, earn their prospect’s trust & respect. They have made themselves an asset to the company. However it’s also very important for an organization to focus on improving their Successful Salesman.

You may also find that organization often makes it difficult for them to meet their quotas, requiring them to do lot of administrative work or not providing with mobile tools. So, what can an organization do to better support and free up their sales people, so that they can close more sales?

In any organisation sales plays a pivotal role in success of a business. The role of a salesman is to bridge the gap between the potential customer’s needs and the products/services that the organisation offers that can fulfill their needs.

Sales people plays an important role in building the loyalty and trust between customers and business. They are the ones who interact with potential prospects/customers and help a business to grow.

They will bring an organization a range of values which cannot be replaced by any alternative marketing methods. A successful salesman will be passionate about their product/services and be able to explain how it will benefit the client.

A good salesperson can easily cover their costs and add to a company’s bottom line within 6 months of being hired; something which is unlikely to be true of any other position within a company. Successful companies are still very aware of this.

Successful salespeople are those that not only make the sale, but create a long-lasting impact on the customer. Long term customer relationships lead to repeat custom, referrals and increase the brand’s reputation by word of mouth.

Pick Up the Phone and Start Dialing

If you ask any sales people what is that one hard obstacle you face while prospecting, most of the them will say picking up the phone and start cold calling. As in my experience as well beginning of my career picking up the phone and dialing was a fear thing for me. I always had that fear what would the person on the other end screams, humiliate or reject my offer if I talk over the phone.

It took me sometime to realize that most of the problem can be resolved with one simple behavior. Pick up the phone and stat dialing.

Email is a good form of communication however it doesn’t guarantee every time that your prospect will reply to email or talk about all their problem on long thread chain of email. When you speak some one directly you get to understand their needs, you can work together to solve their problems.

Use you email to reinforce what you had talk over the phone, and keep the process moving forward.

Social media platforms like LinkedIn, Twitter are also great tool to stay connected with your prospects,customer,potential buyers. However make use of these platform to spread awareness, sharing news letter, latest updates. The real problem connections begin when you speak over the phone, face-to-face or even a video chat.

Make calling a habit:

  •  If your prospect is not responding to your email, pick up the phone and start dialing.
  • If you want to reach out to new potential buyers, pick up the phone and start dialing.

Sales people should always be motivated to cold calls, they should not mind being call an idiot, criticism for fed up prospects. At the end of the day “People will buy from People” not from some bots, Artificial Intelligence or speaking machine.

Start Calling.

How Well Do you Work Under Pressure

Everyone has to deal with pressure at some point of time in their life whether it is on the personal or professional lives. We tend to panic in this situations and likely make a wrong move or decision. This pressure often manifest itself in the form of tight deadlines, demands from your boss, and other obstacle that get in the way of you doing your job.

The question is how well do you work under pressure avoiding stress, how to channel and deal with it in a healthy, productive way.

For me, the first thing is to divide all your task in manageable pieces and then accomplish the pieces. When you start accomplishing these manageable pieces, you can more readily meet goals and feel a sense of accomplishment. Seeing yourself completing the task also builds confidence in yourself.

Ask yourself what needs to be done now, roll up your sleeves and focus on the most important task. Work harder and grind through it, use pressure as an opportunity to grow. The more you find yourself being pushed to the wall, the better you become at pushing back. It’s a natural human tendency! The more you push back, the more your energy expands.

Pressure usually comes because you procrastinate and failed to prioritize and act. Procrastination is simply a habit and it can be broken, ask yourself what you are resisting. Then see if you can give up your resistance and simply act. Interrupting the procrastination habit frequently will lead to a new and more empowering habit of execution.