Running a promo business on your own or with a small team presents some unique challenges. In addition to heading up the company, you may also serve as director of sales, director of marketing and many other roles.

You know promo inside and out, and according to sales expert, Marc Wayshak, you should also master the sales process. Even if you want to scale up and eventually step outside of a sales role, it can pay off to become an expert at sales.

In this issue of PromoPro Daily, we cover some of Wayshak’s top sales tips for small businesses. Read on to learn how you can become better at sales as a small business owner or member of a small team.

  1. Don’t outsource too early. When you’re in growth mode, you may want to hand the bulk of selling to someone else. However, Wayshak recommends mastering the process yourself before bringing in others. Sales is one of the most important roles in the company, so don’t be too quick to delegate it.

  2. Focus on processes. You might have a delightful personality, but this isn’t scalable. It’s important to develop a structured process that anyone can follow. When you hire sales reps, they can step into the role and follow the established process.

  3. Know how to repeatedly engage with cold prospects. This is something that sets top organizations apart, Wayshak says. They have a clear and consistent approach that helps them transform strangers into potential clients.

  4. Recruit a virtual assistant. A virtual assistant can help you tackle the more cumbersome tasks, like building leads lists, while you take on the more meticulous work. Remember, Wayshak says, that when it comes to sales, your time is paramount.

  5. Know your company’s value. Don’t lose sight of why customers choose to work with you. Wayshak recommends shifting your focus from what you’re selling to how it can solve your prospects’ challenges.

  6. Be ruthless at disqualifying. Your time is precious as a small business owner, Wayshak says, so don’t waste time on unqualified prospects.

  7. Focus on larger sales. Once you get a sales team in place, concentrate on the high-value opportunities. Wayshak says this can make a substantial difference in your company’s financial health.

Closing sales is crucial to your growth and success. Think about how you can implement the tips above to take your promo business to the next level.   

Compiled by Audrey Sellers
Source: Marc Wayshak is a sales strategist and the bestselling author of several sales books.
He’s the founder of Sales Strategy Academy.