Revenue (4 of 5): Selling - John M. Leask II CPA/ABV, CVA


Part 4 of a 5 part series

Warning Signs:

    • Falling profits (before owner’s compensation).
    • Falling owner’s compensation.
    • Falling or stagnant sales with falling profits

  • Rising expenses.
    • Cost of goods sold.
  • Decreased gross margin.
  • Significant adverse deviations from budget.

Steps to Improve: SELLING

  • Sell proactively not reactively: retail, traveling salesmen, direct mail, telemarketing.
  • Sell to former customers; give them permission to come back.
  • Sell using the Internet: communicate information; E-mail; service the client; take orders.
  • Sell using newspaper: position is key; right section; position above fold; right side.
  • Sell using targeted direct mail: key is good mailing list; all copy written for selling.
  • Sell using catalogs/direct mail: your own, supplier produced or shared.
  • Sell using newsletters/direct mail: free; for fee; inserts; articles.
  • Sell using public relations: newsworthy articles = media exposure.
  • Sell using personal appearances: lectures; seminars; courses.
  • Sell using associations, talk shows.
  • Tap into industry trade associations.
  • Sell by writing articles.
  • Sell using drop shipped orders.
  • Expand your business hours to rope in new customers.
  • Sell using dealerships.
  • Sell using franchises.
  • Sell using licensing.
  • Sell using home-based businesses.
  • Sell using multi-level marketing/party sales.
  • Make money from your customer list carefully (5000 names needed).

Back to The Business Doctor

>>Revenue (1 of 5): Sales / Profits
>>Revenue (2 of 5): Profitability
>>Revenue (3 of 5): Marketing to Grow
>>Revenue (4 of 5): Selling
>>Revenue (5 of 5): Dealing with Hard Times