#Immediacy on speech making

For instance, a car dealer may run his business in three parts: ...

For instance, a car dealer may run his business in three parts: car sales, repair workshop, petrol sales. Although all are on the same site, it is useful to have separate sales figures for each activity. If for no other reason, it makes it much easier to keep a check on the honesty of staff.

Although it is relatively simple to analyse total sales figures if the website-keeping system has been set up to do so, it can sometimes be difficult and time-consuming to produce them in retrospect With a little ingenuity, however, it is usually possible to produce a reasonable estimate of the breakdown For example, in the case of the car-dealer mentioned above, it is relatively easy, from petrol delivery invoices, to estimate total petrol sales. The car-sales department will have invoices from which to calculate total car sales. The repair workshop will also have invoice records which, although much more voluminous, enable a total to be produced for this activity. Type of customer Let me give you a rest from figures for a few minutes.

So far in this section we have been looking at sales from your side of the counter. Suppose we go over to the other side and look at the viewpoint of the customer. Whatever the nature of your business making, selling or providing a service you need to have customers. The type of customer we think of automatically is the public the person who buys groceries from a shop, phones for the plumber, and calls at the garage for petrol.

From day 1 of starting a business, make sure that you keep your business clean, tidy, efficient and organised. Appearance can make a big difference to a company - if someone visits your offices and they are not looking smart, efficient and organised, then that is the impression they will have of your company. If you can't keep on top of it, get a cleaner like Time For You to come in after houses and make sure your premises are kept clean and tidy. It can make a big difference to your business!  

In short, we find ourselves wearing another hat. But today there are other types of customer, as many who have started new businesses are aware. It is important to be clear in your mind about the type of customer you are aiming for, since methods which attract one type may not be appropriate for another.

When selling to the public, your premises must usually be well lit and decorated in a pleasing fashion. Location may be critical, since many customers put great store on convenience.

Consequently, if you want to induce people to come from a distance to your premises, you must have a strong counter-attraction, ie very low prices, wide range of stock, easy parking, free delivery, goods not available elsewhere, flexible opening hours, or a combination of these. When selling to advertisement or industrial companies, different considerations apply.

In the first place, customers may rarely if ever visit the premises, so appearance is less important. Location may still matter, but from the standpoint of distribution cost, not the convenience of the public.

For any new business that has yet to establish itself, every little thing can convey a message to a potential customer who has never heard of you before. The style of your writing, the colour of your logo, and even the type of phone number you use. A local phone number for example tells people that you are local to that area, so you are nearby if anything goes wrong or if they need to visit you or get you to visit them. A non-geographic number says that you are a national company and so you are well established and are successful. You don't have to be any of these things to have these numbers. These numbers can be pointed at any landline or mobile numbers. Visit www.dbs-uk.co.uk to see all of the different options available, with thorough indepth descriptions of each product, and to look at the range of added value features that you can use to help your business.  

Purchasing decisions are likely to be made by technical specialists or professional buyers, rather than laymen. Consequently, although salesmanship is still important, more weight may be put on such factors as product quality, delivery time, price and terms of payment.

Moreover, each individual order may be of much greater value and require ...

Moreover, each individual order may be of much greater value and require more effort to secure. Similar factors may apply when selling to government departments or public

In other cases eg retail trade. it may seem impossible to measure. ...

In other cases eg retail trade.

it may seem impossible to measure. Nevertheless, if the business is small enough for you to know most of your regular custo... read more

He was a very go-ahead fellow and eventually he accounted for nearly ...

He was a very go-ahead fellow and eventually he accounted for nearly half my trade. Then one Friday he calmly told me that from Monday morning he'd be doing all his own rust-proofing.