If you were driving to Canada for the first time, would you just jump in the car and head north? Of course not. Unfortunately, this is what many people do when they start a business. They jump in the car, start driving without a map, and then become angry and confused when they get lost or run out of gas. In order to put food on the table and gas in your tank, you have to have a plan to make the necessary income. This is where a sales plan comes in. The sales plan is actually a small part of a larger document called a business plan and it's essential for you to have to make sure your business is running smoothly.
Instructions
Writing a Sales Plan
1. If this is a new business, your first sales plan will just be a guide to help you get going. You can adjust it once you have a clearer picture of what your expenses and sales really are. Sit down and make a list of all the monthly expenses your business has, or you think it will have, including payroll if you have employees. Break these figures down to a monthly amount. You now know how much you need to sell in order for the business to break even.
2. Next, write down a figure of how much money you would like to make per year. Be realistic. If you are just starting out, don't come up with a six-figure salary unless that is close to what you are making now. Divide that by twelve and come up with a monthly amount. Add this to the figure you came up with in Step 1. This is what you will need to sell monthly in order to keep your company running and pay yourself. If you have a substantial amount of savings, you might want to consider using that until you can make enough money to pay your expenses.
3. If you don't like numbers, this step will bring you some relief. Make a list of every possible way you can sell your product. Get creative and specific. The more methods you can come up with the better. If you are having trouble getting started, list the basics like cold-calling, mailing, email blasts, coupon mailings, and print advertising. Don't rule out online media such as blogging and social networking (LinkedIn, MySpace).
4. Pick four methods that you are comfortable with and incorporate these into your marketing plan. Do at least one of these methods every day. Every month, pick a new method you are not comfortable with and try it at least twice a month for six months. Keep a record of this weekly for the first year. Pick the three best methods and write these down as your primary sales and marketing strategies in your revised sales plan.
5. Keep track of your sales for a year. Take a look at the company's operating expenses and your personal income. Are you comfortable at this level or do things need to be cut back? Research ways you can cut costs in your business and personal life and put them down on paper.
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