Be there when the customer's there

Selling advertising has never been a 9 to 5 job, neither is running your own small business. Many small businesses take years to become profitable. Owners of new start-ups often have to work another job to support themselves, pouring any profits from the business back into the enterprise. The cost of private health insurance adds to the need to stay employed. For this reason, many business owners can only be found at the business on nights and weekends. If you only call on these businesses during "prime time," you are unlikely to reach the decision maker. Plan on working a few nights a month and the occasional weekend. You will find you can reach many of these "part-time entrepreneurs." An added bonus, since most sales people are not willing to do this, you will find many of these business people will actually ber happy to hear what you have to offer. Like they say, "there's never much traffic when you go the extra mile."

Keep smiling, keep selling

Thanks Jim Busch