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| Sales Management Information |
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How to Write a Business Plan Sales Section for a Mobile Service
We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan you must have a clear and concise picture of how you will generate sales for your business if you are to attract favorable loans and proper capital to succeed. I cannot impress upon you enough of the importance of these sections in your business plan. So much so that I want to offer you this sample to assist you in writing your business plan for your next most important entrepreneurial endeavor. You will need to print this article and then read the paragraphs below and of course modify them to fit you business model. Carefully describing how you will go about your sales and which methods of advertising you will use to bring in your customers. Then construct your own Sales and Advertising Sections for your business plan. My sample is for a mobile car wash business that is a franchise and is pretty straight-forward, it will give you ideas and insights to complete your own. Continued Success. - - - - - - - - - - - - - - Sales We will initially use direct sales as our primary sales technique. We will casually walk into businesses and offer our services. Other forms of initial contact will include fax marketing, e-mail, flyer distribution, car wash fundraisers and car wash free-bee give aways. We will follow the franchisor's recommendations on sales lines that are updated periodically on cassette tapes. We will play these tapes in our work trucks so all crew members can close sales and up-sell customers instantly in the parking lots and offices. We will also follow the franchisor's pricing policies. When we find something that works extremely well in our territory we will push those services. It is in the Franchise Circular and Franchise Agreement that we must charge no less than $5.00 for a basic exterior car wash. The other prices can vary. We intend to retain the highest possible profit in the services we provide. We want repeat customers, so we will find a happy medium for our clients (supply and demand). For promotions we will continually: Give out car wash door prizes at civic group meetings, bingo nights, chamber of commerce, etc. Plan car wash fundraisers at least once per month for kids. Fax out car wash discounts on poor weather days. Sponsor civic programs such as Neighborhood Mobile Watch Program, Arson Watch Program, etc. Advertising Our advertising will be extensive. Our franchisor will help us achieve additional market penetration up to 1.2% of the population (based upon a population average of 40,000) for every truck we are using. Their advertising help will include some of the following: Bidding On Government Accounts Direct Mailings of Previous Customers Fax On Demand Fleet Sales Campaigns (Every Three Months) Internet Home Page Referrals Radio Packages We will spend our local advertising dollars very carefully on things like: Booster Club programs for youth sports, flyers and inserts in newspapers. All of our flyers will have local advertising on the reverse side. This will offset most or all of the printing costs. Our franchisor has proven over and over that these are the best forms of advertising for mobile automobile services. Marketing Funds Distribution Breakdown Insert Chart. Media Free publicity has always been easy for those companies that have new concepts and flair. Our company will have ultra high visibility. Our truck(s) will be bright yellow, have large signs and perform high profile car washing fundraisers for non-profits groups. Our crews will be high energy young men and women. Here are some of the places we will submit pre-written stories and press releases: Chamber Of Commerce Newsletters Contractor Newsletters Large Company Newsletters Local BBS Bulletin Boards Local Cable Companies Local Industry News Local Newspapers Local Radio Stations Real Estate Multi-Listing Books Our franchisor will custom make public relations material in the event our preinstalled press release files in Microsoft Word are not applicable to the given situation. "Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs
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Careers and Employment Investing in Your Sales Team While there's no easy answer to this question, there are a few basic points, known as the Training Discrepancy Model, which illustrate key areas that must be targeted for your company's training investment to be 100% effective. How Many Salespeople Should I Hire? One of the most asked questions I get is how many sales people does it take to get the revenue numbers needed. Personally, I believe in large sales forces because in highly competitive situations the largest army wins. That doesn't mean, however, that you can go out and hire 100 sales people if all you can possibly sell this year is a million dollars if everything goes right. So how do you decide how large a staff you need? The Sales Carpenter I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them. The Surest Way to Boost Sales If you have a small business and you are looking to boost your sales and make the public aware of your business, how do you going about doing this? There is one sure way that I know to boost sales and create awareness. It may not be sexy, but it WORKS! When Its DUH? Time at Trade Show - 3 Little Words Save the Day TIME, MONEY, HASSLE - You can make a sale on one of the Three Little Words, but when you sell on two of the three, you'll have a very loyal client. How Exhibitors Can Move More Attendees Closer to Buying Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying? How to Beat the 80/20 Rule in Sales Performance -- Part 1 Business executives and sales managers frequently bemoan "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results? How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business When attending a Chamber of Commerce breakfast networking get-together, I'm always perplexed by the lack of thought and preparation many business owners display when giving a 60-second overview of their business. These people have spent enormous amounts of time, money, and energy on their businesses. Yet, when asked to give a quick synopsis, they fumble for the right words, they ramble, they go off on a tangent, the information is disjointed, or the words are boring and seemingly unimportant. Sales Pipeline Forecasting Is There A Better Way? To put it mildly most companies sales forecasting just isn't delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over. Even more astonishing is that 54% of forecasted deals are lost to competitors or to a no decision. Finding A Sales Force That Pays For Itself The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales. Offer Package Deals To Increase Profits And Sales An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy your products and services. People also have come to believe package deals are a better value. You want all the products or services to be closely related. For example: if you are selling a computer you could add in software, hardware, computer furniture, etc. Sales Plan? Whats a Sales Plan? In the past, if you said the word "plan" to me, I would bolt and run. I'm the "creative type," a former ballet dancer and choreographer-I'm terrible with details. When I was dancing professionally, all the details were taken care of; all I had to do was show up and dance. Even when I was choreographing, as long as I met my deadline for when the dance needed to be complete, I could go with the moment, go with the impulse and see where the dance led. Leadership Lessons for Sales Managers Leadership, like class, is hard to define, but easy to spot. The Top 5 Issues Facing VPs of Sales A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy) Snuff Out the Competition Without Leaving a Mark! Does the competition drive you crazy? Are they relentless about taking your clients away? Are customer loyalties becoming a thing of the past? The Hidden Competition: Avoiding the 2 Most Common Competitors There are really only two types of competitor: Hire A Six, To Consistently Produce Sales Success For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I'd always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire "tens." Big mistake! Accepting Responsibility for Your Sales Success That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them. How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth Imagine increasing your business earnings by 30, 40, or 50%. And this just by putting into use a fundamental truth of life. Many great men of history have used this truth in turning around their fortunes. How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools You've probably heard of focus groups. It's a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I call "clue hunting." For example, I once sat through a series of focus groups on a new camera-related product. After three focus groups, we were able to pretty well conclude there wouldn't be much of a market for this particular product, and the idea was dropped. The three focus groups probably cost this advertiser around $5000 vs. the hundreds of thousands of dollars that would have been wasted had they put the product into manufacturing.
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