Skip to main content
Guiding you to a better future

Search

How to create a marketing plan for your small business - build a brand, target customers and set prices that will maximise sales.

The internet has transformed business marketing. No matter what you do, the internet is likely to be at the heart of your marketing strategy.

Social media is firmly established as a marketing tool. Having a presence opens up new lines of communication with existing and potential customers.

Good advertising puts the right marketing message in front of the right people at the right time, raising awareness of your business.

Customer care is at the heart of all successful companies. It can help you develop customer loyalty and improve relationships with your customers.

Sales bring in the money that enables your business to survive and grow. Your sales strategy will be driven by your sales objectives.

Market research exists to guide your business decisions by giving you insight into your market, competitors, products, marketing and your customers.

Exhibitions and events are valuable for businesses because they allow face-to-face communication and offer opportunities for networking.

Nine top tips for choosing and using a commercial agent

If you want to tap into new markets or you are struggling to find the time to devote to sales, a commercial agent - someone who will sell your product or service on your behalf - could benefit your business. Many firms find agents a cost-effective way of accessing sales expertise, contacts and customers

1. Find a commercial agent

You can find likely candidates from databases held by Chambers of Commerce, trade associations and organisations such as the Manufacturers' Agents' Association. You may need to pay a fee. You could also talk to agents at trade exhibitions, or ask for recommendations from contacts and advisers.

2. Be sector specific

Don't be afraid to ask agents about their experience, knowledge and understanding of your sector. Balance the benefits of someone with a strong trading history in your sector with the benefits of using an agent hungry to establish themselves in it. Check their portfolios to ensure they aren't representing potential competitors.

3. Check the commercial agent out

Carry out credit checks and seek bank and trade references for prospective agents to ensure they are financially secure. Ask for references from existing customers as well - and be sure to follow them up.

4. Introduce yourself

Always interview potential agents face-to-face. It is important you work only with an agent with whom you can develop a good relationship.

5. Agree the terms of your relationship

You will want to agree where, how and to which customers a commercial agent can sell your product or service. Discuss these matters fully with candidates, as well as the nature and frequency of contact you expect. The terms of your relationship need to be recorded in a contract, along with dispute resolution procedures and get-out clauses.

6. Agree payment terms

Whether payment is wholly or partially on commission should be written into the contract. Balance the benefits that incentives such as bonuses bring with the loyalty that a retainer engenders.

7. Think about the future

You might want to include a restraint of trade clause in your contract. This can restrict the activities of an agent after the contract ends in order to protect your business.

8. Understand your obligations to your agent

You should be aware that the law gives considerable protection to self-employed agents. If you want to terminate a self-employed agent's contract you must give up to three months' notice. Even then you may have to pay compensation.

9. Take advice

A solicitor specialising in commercial contracts will know the duties and responsibilities that should be included in an agent's contract. It can be an expensive mistake to cut corners by doing things yourself.

Stay up-to-date with business advice and news

Sign up to this lively and colourful newsletter for new and more established small businesses.

Contact us

Make an enquiry