Did you remember insurance?

Insurance is one of those things my clients always don’t figure into their fixed monthly costs. There are 2 types of insurance that you absolutely have to have for your business.

The first is liability insurance and it can save your butt. It’s pretty straight forward. If someone gets hurt on your property, you are liable. Shift that liability to your insurance company and be done with it. Most policies will run you around $50 a month depending on your size of business and what services you offer. Make sure you ask your agent if it covers your type of business. I know some construction type businesses or medical business insurance can run pretty high there.

The second type of insurance is for loss from fire, theft, or vandalism. This is good if your business is in a high risk area or has high dollar equipment. My wife’s tanning salon is open 24 hours, so her insurance is very important for those late night, up to no good type.

There are also other types like Error & Omission, Architects & Engineers, and Accountant insurance. Ask your agent about the type that you need. I’m just here to remind you.

The Master has spoken!

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eBay your soul

There have been some funny things sold on eBay and I think it’s hilarious. This eBay place is by far one of the most successful online ventures ever. I think it is an excellent place to supplement your business income. I don’t think it should be done once in a while when you need some extra cash. It should be a part of your business. There is little overhead on eBay and it is very easy to do. Think of it as an extra salesman on your work force. There are downfalls to online auctioning, and that is shipping. If you sell very large or heaving products or even services, it will be hard for you to make a success of eBay. One way to combat this is maybe having your vendor drop ship the item directly to your buyer with your business on the packing slip. Another is just to offer pickup only. This will limit the area your buyers come from. That will also help with services.

Another new thing that has been popping up is local auction houses like BSTnow.com (Buy Sell Trade). They are in the infancy stage, but they are going to be making a big move soon.

Take the online auctions and integrate them into your new or existing business and help supplement your revenue.

The Master has spoken!

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Getting the first appointment

The first appointment is the toughest to get for outside salesmen. How do you do it? Is there a right and wrong way to go about it? Let me tell you from 12 years of outside sales experience, there is no right way. What works in one town might not work in another. Let me tell you what I do. I make a list of contact names and numbers and start at the top of my 40 or so prospect list. I call and ask for the person I need to talk to by first name. When the gate keeper(secretary) asks who is calling, I tell them it is David. Simple as that. If they ask what it’s concerning, I say it’s personal. Simple as that.

I then talk to the decision maker and tell them I just need to make an appointment and that is all. Have a little pitch ready because they always want more info. Mine is…”I have a way to cut down your advertising costs. Would you like to do that, no strings attached?”

When I don’t get an appointment, I always make a note of it, then stop in on them on Wednesday and Thursdays. Just pop in and get right to the point. Tell the secretary that he should be expecting you(because you told him on the first call that you might swing by). Just don’t try to sell them on the first call or contact. Just make the appointment.

The Master has spoken!

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