Whats the best sales advice you can give to a homebased entrepreneur?
Chase: Understand your market intimately in terms of what your customers are looking for, and be able to separate the people in your market whom I call “top-tier,” or quality, prospects from everybody else. I would employ the 80-20 rule there. Twenty percent of the people in your market will produce 80 percent of your business, and the other 80 percent of the territory will collectively only produce 20 percent. When you put together a marketing plan, put together a list of criteria that people would need to meet to be in your top 20 percent. Then enter that information into a contact management software program and begin marketing consistently to those people. Is there a formula for being the best salesperson? Chase: I can share with you five characteristics. The first one would be an entrepreneurial approach to their job. All that means is that they take total responsibility for their success. It’s not the company’s job, it’s not the manager’s job, and it’s not the economy’s job. They
