#Immediacy on speech making

And you didn't start a business with the object of being unsuccessful' ...

And you didn't start a business with the object of being unsuccessful' Now that your business is established, you probably have some staff and don't have to do everything yourself. So it is time to take a fresh look at selling methods. You may be able to increase sales by adopting new methods to replace or supplement your present methods.

If you don't like to use these methods yourself; you can train your staff to do it or hire someone' else. Should you decide after all that your present methods are the best, and then you will apply them with more confidence. The most popular selling method for a small business is face to face, direct to the ultimate customer, as in a shop, market stall or delivery van.

Its counterpart with a service is where you go round knocking on doors, inviting people to use your service.

This method appeals to the extrovert and is particularly appropriate where the goods or services are not in themselves unique and the success of the business depends mainly upon energetic selling. An alternative method of selling direct to the consumer is by email order. You may advertise specific items in the press or invite orders from a catalogue, either directly or through a network of agents.

Such a venture may be run from your home or factory, which saves the rent of a shop. It may also appeal to entrepreneurs who lack confidence in their ability to sell face to face. Mail order is particularly suited to goods which have some unique quality, where demand is widely scattered, or where your business is primarily manufacturing rather than selling. There are still other methods such as: renting a small space within a store where your goods are displayed and sold by your employee shop within a shop.; placing goods in a shop for sale on commission; door-to-door sales persons eg Avon cosmetics.; household parties at which goods are demonstrated eg Tupperware.

Manufacturing concerns frequently sell their products not to consumers but to wholesalers or retailers. This enables them to sell in large batches to a limited number of outlets, the lower selling price being offset by reduced selling expenses. Goods can also be sold in large batches to company or public-sector buyers, or you can submit tenders for goods made to the buyer's specifications. A recent and growing trend is to supply your own goods made up in 'own-brand' packaging for the supermarket chains.

Finally, you may use independent agents to sell your products on a commission basis. Consider each of the above selling methods in turn, and any others you can think of, keeping a very open mind.

For instance, you may have to change your class of market and/or type of customer to enable you to employ some new method.

Don't just dismiss this think it through. Would it mean a radically different product or just a change of packaging? Have you got the manufacturing storage capacity required? Could you sub-contract all or part of the extra work? Could your existing suppliers produce what you need? Should any of these ideas look encouraging, you must consider what effect they would have on your personal workload, both during transition and on a long-term basis Are any of your staff sufficiently promising to be put in charge of the new activity? Finally, would the new selling method have any repercussions on your existing operation? Franchising During the past decade, there has been a considerable growth in franchisingļæ½ as a means of enhancing one's prospects of success in starting a new business, albeit at a price. Indeed, the British Franchise Association claims that the SMEhas seven times the chance of success with a reputable franchise, compared with going it alone.

This and other aspects of franchising are discussed in some detail on this website. Web promotion If you are going to open a new branch, try a new selling method or make any other change in your business, people won't know unless you tell them. To do this effectively, you need a well-planned sales-promotion campaign. This is something quite different from the so-called 'sales promotion' which many businesses do on a routine basis.

The latter is often just a glorified name for regular weekly online ...

The latter is often just a glorified name for regular weekly online advertising in the local and trade press; backed up by the occasional 'special offer' or a seasonal 'sale'... read more

Does it make them feel good? Does it provide an easier or ...

Does it make them feel good? Does it provide an easier or better way of doing something? Does it enable them to do something they couldn't do before? Does it allow t... read more

From this experience, we learned that coping with shortage of capacity can ...

From this experience, we learned that coping with shortage of capacity can be very tiring and frustrating but also very stimulating.

It was very easy to establish good teamwork,