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Marketing essentials

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

Online marketing

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

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

Advertising

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

Customer care

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

Sales

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

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

PR and promotion

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

Sales

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

Resource topics

15 results shown

Understand body language in business

Being sensitive to the body language of prospective customers is a useful skill for salespeople if they want to capitalise on selling opportunities.

Sales promotions FAQs

Sales promotion is a method of increasing sales over the short term: usually a special offer which is available for a limited period only. 10 FAQs.

Selling technique FAQs

12 FAQs on sales technique, including which customers to concentrate on, when the best time is to make a sales approach and how to close a deal.

Negotiating a sale FAQs

The key to successful negotiation is to understand your customers. The more you know about them, the stronger your position will be. Read these FAQs.

Sales presentations FAQs

Ten FAQs on planning your sales presentations, including how to prepare your notes, what can go wrong and how to deal with questions.

Dealing with an agent

An agent will act on your behalf to negotiate sales of your products or services. They are often used when selling products in overseas markets.

Nine top tips for choosing and using a commercial agent

Many firms have found agents to be a cost-effective way of accessing sales expertise, contacts and customers. But you need to choose the right one.

Q&A: Sharpen up your sales force

Andy Preston of sales performance training company Outstanding Results explains how training can help you improve the performance of your sales team.

Recruiting the right salespeople

Good salespeople are a major asset, because they deliver sales, yet finding them can be very hard. Learn how to find and recruit them.

How to use telephone marketing FAQs

FAQs on all aspects of telemarketing for small businesses

Write a quality statement

How to write a quality statement when tendering for a contract that will demonstrate your skills, experience and expertise

How to write a winning business proposal

The difference between winning and losing a contract could be down to the quality of your initial proposal: saying the right things in the right way.

Ten ways to win public sector contracts

The public sector spends billions of pounds directly on orders with SMEs. How can you improve your chances of getting a piece of the action?

Sell solutions, not benefits

Benefits often prevent a salesperson from engaging with the real motivations of the buyer. In fact benefits are no more than an abstract idea.

Understand buyer motivation to make more sales

Human beings have two major motivations; to gain reward and to avoid loss. There will be plenty of times where both motivations influence a decision.

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