One of my dear friends is a sales person. He does it really well and he is proud of his job.
His role is vital to the performance of the company he works for. We share the same adrenaline rush for every sales made. The word ‘sales person’ scares most people I know.
When you start your own business, you will quickly learn that you need everybody in your team to be : sales persons.
Marketing is one thing, Sales is another.
One sounds more glamorous than the other.
One is often perceived to be more important than the other.
Marketing equals concept.
Sales equal numbers.
Numbers go directly to your Revenue, linking you directly to your profitability.
In a business, you would be asking these :
Marketing : WHO and HOW ARE WE SELLING THIS TO?
Sales : HOW MANY ARE WE SELLING?
You see, they have to match each other.
I started with an idea that we should all enjoy the benefit of having a professionally managed Financial Plan. We gathered as partners. We developed a company.
Then came the questions.
WHO are we selling this to?
One of our first clients is : my husband.
I went through the kinds of things that are related to his life. I was in advertising for awhile, so creating ‘a day in a life’ schematic was easy. We came up with a solid concept of our target audience. These are the kinds of people who would become our premium clients.
HOW are we selling this?
We defined what would immediately come into contact with our premium target audience. This was clear from the ‘a day in a life’ schematic. We could quickly describe our prospective clients preferred the hang out places, their radio stations (Hard Rock FM ofcourse, no other choice there… 
), their magazines, their favourite brands, etc. That’s how we decided we would come up to our prospective clients as friends who understand their needs and wants, their lifestyle and the fact that we are all the big spenders.
HOW MANY?
I’m not going to tell you how many.
But I do have specific target. I do have the list that I have to go through to ensure the numbers of sales closed and the amount of Rupiah secured as revenues, etc.
I’ve done my homework. We’re just getting started. It’s a fun journey to go through.
Now.. it’s your turn…
What are you going do with ‘your idea’?
Who and how are you selling this to?
How many are you selling this month?
Finance Should be Practical!
Ligwina Hananto
