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Tips and advice on selling during a recession


Recession – blah, blah, blah. That's how I could start this article, but as sellers we are much more interested in the opportunities that arise than discussing problems.

When everyone else running around like headless chickens and crying “crisis”, you should instead sit down and look at what really makes your company's heart beating.

One thing that many people miss is to look at the accounts.

It's incredibly easy with today's accounting software to monitor your own business, but if you only monitors sales and expenses you will only get information about the general flow. To increase your sales, you have to look at the real money engine in your business and find out what it is that makes its heart beat.

If you can identify the things you do in your business that brings home most of the money, you spend more energy on the right things and get yourself an advantage, not only in the short term, but actually in the long term as well, because you will get better at making those things and thus get a free competitive advantage.

Say that you look at your account and discover that the product A sells the most, but it's still not the product you promote the most. Well, then you probably have found a goldmine to dig further into and exploit more. Another example might be to look at what you earn in dollars and cents on each product or service you sell once you have figured out your expenses for selling them. You may find that the product you think is your best selling product also demands more of your time, while other products that are selling less maybe give more profit.

Conclusion: Do more of what works and do it now.





About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.