#Immediacy on speech making

Add items above to give your total financial resources. How does this ...

Add items above to give your total financial resources. How does this figure compare with that in your last balance sheet? Write down the various items of potential resources which apply in your case and your best estimate of the amount: personal resources excluding those to be kept apart from the business.; spouse's resources amount he/she is willing to make available.; other members of the family and friends; financial institutions.

Although these results are not ideal, they are the best you can afford. The only way to be sure is to do a survey from time to time, comparing your expenditure on sales promotion with the number and type of customers it attracts. Think also about the alternatives. Many entrepreneurs tend to rely overmuch on sales promotion' rather than 'salesmanship´┐Ż, particularity when they have had no previous sales experience.

They persuade themselves that, with the first-class product and excellent service they offer, there is no need for all that high-pressure stuff.

'Good wine needs no bush', they quote. In many cases they are being dishonest and won't admit to themselves that they lack the courage to approach a stranger and ask him / her to buy.

They foster an image of the sales person being 'brash' or 'smooth'. They don't want to be like that, they think, but secretly they are afraid.

Web promotion is a method of preparing the ground, but unless it is followed up by active salesmanship the results will be small.

Advertising may cause someone to enter your shop but you still have to sell once he gets there, otherwise he may go out empty-handed and never return.

A mailing shot may make potential customers aware of your business, but unless you follow up with a personal approach they will have forgotten it by the time they need your services. So when you make your survey of sales promotion, look also at how effective you have been in converting initial contacts into real customers. Workplace and equipment Many businesses can be started in a dining-room or garage, but by the time they are providing a decent living they have usually grown to the stage of needing a separate workplace be it shop, office or workshop with some previously before you favour. You don't have to crawl or be a back-slapper; it is usually enough to be polite to everyone, regardless of position.

Of course, if you can manage a smile as well, this goes ...

Of course, if you can manage a smile as well, this goes a long way. It also helps if you can listen as well as talk. Customers If you didn't know it before you started your ... read more

When the flow dries up, repeat the process with the next item ...

When the flow dries up, repeat the process with the next item in the left-hand column until you run out of steam once again.

Continue in this way

And yet two different workplaces may have the same nominal floor space ...

And yet two different workplaces may have the same nominal floor space and rent. If you bought most of your equipment second-hand and you have kept it in good conditio