Small Business Sales Techniques

Today we travel to the shores of Lake Winnebago in Neenah Wisconsin to meet Kent Zaretzke who owns a Mr. Sandless floor refinishing business. Kent is a classic small business owner who uses sales to grow revenue. In this episode Kent shares how he first connects with prospective clients at networking meetings, how he follows up, and closes new business. For Kent the trick is to build trust and never ever be pushy!

Kent tells us all his selling secrets. No matter what you sell, you will find value in these small business sales techniques.

Networking Event Advice

So what do you do? “We refinish wood floors, but we do it in a unique way”.
Kent is not pushy, he only wants qualified prospects
If they are qualified he will say “Here is my card, you can call me. Would you mind if I call you in a couple days if I haven’t heard from you?”
Kent believes in building trust. Never pushy or salesy.
If they don’t answer he will call twice. He will leave a voice message. “Hey Joe this Kent from Mr. Sandless we’re Floor Refinishing , and I talked to Susy at the networking event. She gave me your number and mentioned you were looking to have your floors refinished, I just wanted to give you a quick call, I hope she told you this! If not I’d like to talk a little bit about your floors and see what I can do for you, explain a little bit about our process, because it’s a unique process and I think it might be a good fit for you. If you could just give me a call back my number is 920-558-9663.”
Typically a purchase is around $1K. He understands it’s big decision for many families. He is patient.
He offers to give a free estimate. On the estimate sheet he shows the problem issues. He is very clear what non-sanding will do and what it won’t do.
To close the deal he asks the prospect when they are thinking of making a decision…. if it’s soon, he will ask if they can put it on the calendar right now.

Links to Learn More About Kent

Do you live in Wisconsin? Have some wood floors that need TLC? If so connect with Kent and ask for an estimate:

Selling With Confidence

But before we get started I want you to know this episode is brought to you by Selling With Confidence, the online self-paced sales course that teaches you how be yourself, add value and make sales. Start selling with confidence today.

Sales Babble Mini Course

Also mentioned in this episode the Pitch Your Business Mini Course. Learn how to give a sales pitch in ONLY 10 minutes. Stop the fear of sales in it’s tracks!