Improve Your Business Brochure

By Lanee' Blunt

Your company brochure may need improving to receive the maximum results. Creating a brochure is more than adding a list of your services to your favorite desktop publishing software program. A brochure must give customers the information that they are seeking about your service or product. Your brochure makes a positive statement about your business and creates a positive impression.

Business Description

Have enough information in your brochure that is necessary to inform your prospect about your business. When a prospect sends for your brochure you must keep in mind, that they are interested in reading about your product or service. Include all the information about product, service, website, price, ordering information, and you may be descriptive. Keep it simple by breaking the text into easy to read sections. Your brochure must dramatize the problem then position your product or service as the customer’s solution to their problem.

Benefits

A brochure should contain a range of information about your company to specific product features and benefits. List the benefits and features of using your product or service.

Call to Action

Use a call to action in the brochure. Tell the reader the type of action that you want her to take. Tell her to respond.  What do you want the reader to do? Give the specific action that you want her to take for example, call you or visit your website?  Give all of your contact information, your name, address, website, phone and email address.

Reference:

Small Business Notes; Marketing Brochures and Flyers

Printing Industry; Custom Brochure

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How to Create a Company Letterhead on your Computer

By Lanee' Blunt

Your company letterhead represents your small business. It shows that you are professional and that your company is here to compete in the marketplace. There are many letterheads to choose from, so it will depend on the type of business you have and how you want it to look.

Software Packages

There are many software packages on the market that will do the job. Most desktop publishing programs come with templates that create letterheads. Microsoft word will create a professional looking letterhead too, and is easy to use. Go to the file menu click “New” and from there you’ll get the templates. Pick a color scheme and letterhead design that you like.

Logo

Incorporate any graphic or image in your logo design. You can place your logo at the top of the page. Pick an image that is related your company. If you already have a logo for your small business you can scan the image into the template and download it into the letterhead.

Add Your Information

Choose the font size that is easy to read. Give your business name impact by making the font size larger and choosing a font style that stands out from the rest of the text. Format the name in bold or italics. Type your address, phone, fax, website, and email address directly onto the template.

Reference:

Designer Freelance: 10 Tips for Designing your Business’s Print Letterhead

Computer Free Tips: How to Create Business Letterhead in Word 2007 

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Starting an Online Store Using Wholesale Suppliers

By Lanee' Blunt

When you start an online store you can sell many of your own products, but you can also work with wholesale suppliers. Starting an online store is an excellent way to make money selling your products every day. It is a way that you can sell your products 24 hours a day and 7 days a week. Setting up your own e-commerce site gives you more freedom, flexibility, and more control.

Set Up Online Site

Get a domain name and register it. Get a web host. You can find a web host that is inexpensive and effective. Make sure you use a web host that offers features that make third-party scripts like a shopping cart a one click system.  Look for free shopping cart scripts. Most web host will offer the open source osCommerce script as a quick install, but there are others you can download. Install payment modules Paypal, 2Checkout, and others. For accepting credit cards select a credit card processor.

Business License

Get a sales tax ID. You will need to collect sales tax and can obtain a Sales Tax Permit from your state or local government. Wholesalers and distributors will not let you open an account with them until you have your sales tax ID.

Finding Wholesalers

Some wholesalers that are high-volume manufacturer or wholesaler will not let you buy directly from them because you are a new small business and your sales volume won’t support buying any kind of bulk. There are many others that will work with smaller businesses. As your sales grow you will be able to work with the other marketing channels. Talk to people in your trade and go and check out their merchandise. Ask them questions if you feel that you won’t compete with them as for their source. Talk to brand manufactures, sometimes they only work with large companies but you can talk to them to see if they will work with small businesses. Search the internet for a wholesaler, and go to trade shows.

Create Accounts with Wholesalers

After you have identified a supplier that provides the types of products you want to sell, contact each wholesale company through their website, or by calling them on the phone and fill out their new account application. Make sure you understand the volume discounts, return policies, and order processing time. Purchase the products you want to sell or set up a drop shipping arrangement with them. Start promoting your online store.

Reference:

SBA: Small Business Matters; Tips for Finding and Working with Wholesale Suppliers; Caron Beesley; 2010

Lifehacker: How to Set Up Your Own Online Store

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How to Write a Small Business Proposal

By Lanee' Blunt

Writing a small business proposal is a challenge, but it can be done providing that you take the right steps and provide the right information. Writing a small business proposal can help your business by getting you a business loan, investors, or more commercial clients. A proposal’s effectiveness is based on the value that your business brings to the table.

Skill

Moderate

Things You’ll Need

Company brochures

Cost of material

Cover reports

White printer paper

Write the executive summary. Tell the evaluator why they should choose your company and why your small business is the best for the contract. Explain to the reader that your company is going to accomplish the requested work and how you’re going to do it. Give the history of your company.

Small business qualifications. Write about the number of similar types of projects that your small business has worked on. State the size of each project and the number of participants. Provide references from the other jobs that you have done that are similar to the one you are writing the proposal for.

Cost Estimate. Explain the price you are proposing. List your project price. Include each service that your company is going to perform with a detailed fee schedule. Include a maintenance cost estimate which is an estimated cost for planned or unplanned work which can be carried out in conjunction with the proposed project, but is not required to meet the intent of the project.

Schedule.  Address expected completion dates. The schedule should provide a timeline throughout the project. A timeline which includes a beginning date and end date. For example, timeline will include a beginning and end date for construction, installation for site preparation, assembly,  equipment installation, and functional testing.

Personal Information. Provide the responsibilities of key personnel in your company. List all management and all employees that will be doing certain jobs.

Proofread. Rewrite sections of the proposal that are vague and may not explain in detail of what you are proposing. Eliminate all typos. Use section titles and subheadings. Avoid adjectives that make your proposal sound too unprofessional and amateurs.

Tips

Demonstrate in the proposal that your firm has the capabilities to perform the proposed job.

Complete the proposal on time before the deadline so that you will have time to go over it and revise the proposal.

Reference:

AESO: Proposal to Provide Service

Find FRP: Government Contracting: How to Write a Proposal or Respond to a Bid Solicitation


Read This Next
How to Write a Proposal for a Service Business


Tips on How to Write a Business Proposal

How to Write a Janitorial Service Proposal

Read more »

Start Your Own Online Store

By Lanee' Blunt

Starting an online store is a good way to make money selling your products every day.  Cheap web hosting and templates help you to build a website for your own catalog on the web. Setting up your own e-commerce site gives you more flexibility, freedom, and more control. Having your own site lets you avoid transaction and listing fees, but you will have to pay processing fees from your payment gateway.

Obtain a Tax ID

Get a sales tax ID. To sell products you are required to collect sales taxes, you will need to obtain a Sales Tax Permit from your state or local government. In order to deal with wholesalers and distributors you will need the tax ID before they will let you open an account with them.

Web Host

You probably have one in mind so I won’t talk about it too much here. Make sure that you use a web host that offers features that make installing third-party scripts like shopping cart systems just in one click. Get a domain name.

Set up your website. Install your shopping cart system.

Online Store

Get an account with an online provider such as Amazon, Yahoo, or eBay.

Payment Method

You can install payment modules including Paypal, 2Checkout, and others. Select a credit card payment processor for accepting payments through credit cards. Paypal is easy to set up and popular for most online users. For the shipping cost you can specify per item shipping cost, and rates for different zones.

Product Images

Use product images and descriptions of your products in your online shopping site. Select a category product image and enter in the other detail description and name.

Reference:

Lifehacker: How to Set Up Your Own Online Store

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Types of Contractual Vertical Marketing Systems

By Lanee' Blunt

It is a distribution channel where companies come together to achieve channel economics by integrating their efforts which makes them operate on a greater functional marketing level than they would have achieved alone. It consists of producers, wholesalers, and retailers intergrading to achieve maximum economies. Vertical marketing systems are professionally managed marketing channels that are designed to achieve greater efficiency and marketing impact.

Contractual Vertical Marketing System

A contractual vertical marketing system is a system where firms at different levels of production and distribution work together to achieve greater economies or sales than they would on their own. These firms coordinate their strategies through contractual agreements in order to eliminate channel-conflict that may arise out of individual objectives.

Wholesaler-Sponsored Vertical Marketing System

A chain of retailers organized by a wholesaler unite into a voluntary chain of stores. The stores are owned independently but they sign an agreement to work in the chain and they all agree to use the same name. The wholesaler buys large quantities of merchandize for the retailers, it ensures buying economics for products, and enables this chain of retailers to compete with large organizations. A wholesale sponsored vertical system is a system which works to unite voluntary chains of stores to compete independently with large organizations. For example, Coca-Cola bottler’s is a manufacturer-sponsored wholesaler.

Retailer Cooperatives

Retailers join together to organize a new wholesaling business. The new jointly owned wholesaling company renders their service to the members. The retail members must accept to purchase their goods from this wholesaler. The members in the retail organization use a name that is common among all of the retailers so that they can have their own private product brands and jointly advertise their brands. For example, retailer cooperatives are popular for food industries corporations.

Franchising

A franchise is a contractual company that makes an arrangement between a franchisor, a parent company and a firm or an individual, a franchise allows the franchisee to run a business under the parent companies name. This franchisee must follow the rules of the franchise and is granted rights to sell certain goods and services in their specific area. The franchise obtains distribution at retail level and through their dealers, but maintains control over how the service will be merchandised. For example, Ford Motor Company is a manufacture sponsored retail franchise system.

Reference:

Idea Today’s: Vertical Marketing Systems; The Wisest; 2011

University of Texas at Dallas: Marketing Channels and Wholesaling

Business Dictionary: Vertical Market System

Nashville State Community College: Channels of Distribution, and Wholesaling

Google Books; Strategic Marketing: Making Decisions for Strategic Advantage; Musadiq A. Sahaf; 2008

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How to Write an Effective Change Proposal

By Lanee' Blunt

You must have a clear understanding of the change proposals objectives, technical scope, cost and schedule constraints for the preparation. The change proposal must be submitted on time and it must be complete and informative.

A change proposal is a formal proposal to change the level of service or funding for activities or to effect changes to the scope of work. The change analysis proposal must be planned and then there has to be a coordinated effort between the client and the contractor. 

Difficulty

Moderately changeling

Things You’ll Need

Supplementary information to support change

Test data

Technical documentation

Write a succinct title. Address your title by a name that will be descriptive and easily remembered because it will be used for reference purposes, for questions, and for discussions.

Write a summary of the request. Start the summary informing the client of what is being requested. Address the problem and the need. Explain why the problem cannot be resolved.  Explain why current efforts are not effective.

Write the “analysis” section and explain the background and history of the program or service. Write about the recent program changes, other similar activities, and explain if they are affective. State the impact on the facility and what the capital needs are.

Write the “justification or reason” section and explain how the proposal is consistent with the strategic plan.  Identify the objectives that will support your change analysis proposal.  Explain in detail the reason that the change will affect the quality of the service.  State in this section why the recommended program is the correct way and give benefits of this program. Explain the urgency and if it has to be done now state the reason for the urgency.

Support the recommendation with facts that back up every thing that you have stated.

Write the “cost information” section and include the final price. Identify the goals that you want achieved. Stress the benefits of the finished plan including the evaluation.

Present an analysis on why you believe the recommendation meets the problem, and explain why it is feasible. What will happen if the work is not done? Write the time table, and include the dates by which you propose the implementation of the request.

Tips

If your proposal is lengthy make sure that you answer each section in detail and justify your solution.

Reference

NATO: Standardization Document Change Proposal     

California Gov: How to Write an Effective Budget Change Proposal

Product Lifecycle Management: Engineering Change Proposal

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How to Create a Collection Letter for a Tax Business

By Lanee' Blunt

A letter of notification is the first stage in the collection process for a tax business. It is used to keep the business relationship with the client and the tax professional and when it is time for more tax business they will remain a client. In most cases, a client will give you no trouble in making a payment, but occasionally they won’t pay and you should send a notification letter. When someone owes you money for your tax business and doesn’t want to pay in response of your regular billing, then you may begin writing letters of notification.

Difficulty

Moderately Challenging

Things you’ll need

Client contact information

Send copies of past bills. The tax business can start in the early stages of the process by sending repeated bills to the client.  On the bills stamp reminder to indicate that you are giving them the opportunity to pay you. Write a polite letter urging the recipient to make payment on the outstanding bill.

Start the notification letter with a double space under the salutation.  In this paragraph list the overdue balance that is owed to the tax business, the invoice number, and date. Remind the client that you have not received payment for tax services you performed. The most common request is that the client has lost the invoice.

Start your second paragraph double space in between the first paragraph informing the client in a respectful tone assuming there has been some mistake resulting from lack of payment. For example, “I felt sure that your payment would be here by now. Please send the payment by mail so that you can continue to receive the tax services you’ve been receiving.” The letter should not sound too harsh because there is another stage of “severity of letters” that follows the notification letter.

Close the letter. With a friendly but firm tone that the payment should be mailed before you can continue any future work for the client. If the payment has already been mailed please ignore the letter.

Tips

Mail the letter and if you don’t hear anything within two weeks, send another letter.  Rather than losing an account from decline of payment it’s better to send letters of notification to your tax customers.

Reference:

“Accounting Best Practices”; Steven M. Bragg, 2010

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How to Build a Business Referral Program

By Lanee' Blunt

Referral programs are effective because they are a way to get the word out about your business and you don’t have to spend a lot of money to get them. Business referrals are important to your company’s survival. Referral programs are a way to get new customers’ and keep current ones coming back for repeat business. Businesses need to create a referral program that is reliable and that they can use again and again.

Customer Referrals

The best referrals come from your customers’. Make sure that you offer them quality service, that you are easy to contact, and that you provide more value than they expect. Your customers’ will tell their friends or family about you. For example, they’ll say I have a good accountant that does excellent work. Let me give you his number. Another way to get referrals is to ask customers’ for three of their friend’s phone numbers.

Reward Program

A reward program is beneficial for getting referrals. Make sure that your reward program is contingent on the purchase of your product or service. For example, offer your customer $50.00 when their friend orders from you. Offer customers’ cash bonuses or a rebate when they give you a referral. Don’t make your reward program too complicated where people won’t understand it. For example, the friend has to buy two purchases and each item must be bought at a specific ticket price before they can receive the $100 referral fee.

Incentives

An incentive is an effective way to get referrals. Incentives can be something small like a decorative shell shadow-box nightlight, or two concert tickets. You can give the gift to customers’ that provide you with a business referral. Make sure that you find the right incentive for your business and it’s something that they might want, by asking questions to your customers’ and asking their opinions on things that they like. For example, if they provide you with a referral you’ll give them a free toaster or a tool set.

Business Letters

Write a business letter to your customers and ask for a referral. State in the letter that you would like for them to give you a referral of three of their friends then, you can offer to give them a special discount on their next purchase if their friend buys from you. After you receive the referral then, write a letter introducing yourself, for example, tell them that you were referred by their friend and tell them about your service.

Reference:

More Business: How to Build the Best Referral Program: Create an Effective Referral Program

Entrepreneur; Referral Incentives: The Gift of Giving, Ivan Misner; 2002

USA Today: Tightrope: Getting the Word Out About Your Business; Gladys Edmunds

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How to Write a Purchasing Bid Letter for an Offer

By Lanee' Blunt

If you have found a business venture you want to purchase, or a supplier you want to do business with, the next step is to write a purchasing bid letter. There are things to consider before preparing the bid offer. A purchasing bid is different from a proposal because the proposal involves the award to be made following negotiation with a company while a bid is part of the sealed bidding purchasing process. Writing a purchasing bid letter can win you the bid. A purchasing bid letter has to be planned before you begin the initial writing.

Difficulty

Moderate

Things You’ll Need

Cost of material

Cover reports

White printer paper

Analyze any past bids.  There is a reason the other companies have won and lost bids.  If you carefully review past bids and learn what won the bid and then you can apply the same techniques. Get the information from the owners ask questions. Get firsthand information from owners use past correspondence with potential customers, read their brochure and websites.  Some companies will explain why the bid was lost.

Analyze the requirements. Before you prepare the bid make sure you have a full understanding by studying the specifications and requirements to make the purchase.  What are the conditions of the purchase, the delivery and payment? Examine all the specifications, read the RFP several times.

Write your bid response. Start the first paragraph with a section about your company. Bids include the experience, expertise, and a reliability section and the method of performance. Tell the procurement staff or the business venture about your organization your experience and your work references or samples of the type of work performed. The second paragraph is the performance section and it should tell how your organization will perform when you buy the business venture, or deliver the goods requested in the bid document. The format is not that important just make sure you have all the information included.

Consider the price you are offering. The third paragraph is the cost and the price you are bidding should come out of the budget detail. Calculate the materials if any, labor, overhead, packaging and transportation. The price should meet the supplier’s rate of return objectives.

Professionally package bid.  The purchasing bid letter should look professional on good quality paper. Use your letterhead, and a glossy cover. You want your business and your bid to stand out and exceed expectations.

Mail the purchasing bid on time.  If the bid is late then you stand a chance of losing the bid. Pay attention to the deadline and don’t go beyond it.

Tips

An organization that scores high on services and low-priced bid has a high chance for being awarded the bid.

Resources

SBA               

GSA: Bidding on Federal Construction Projects

Reference

“The Entrepreneur’s Information Sourcebook”; Susan C. Awe; 2006

“Grant Writing for Dummies”; Beverly A. Browning; 2008

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How to Write Claim Letters and Adjustment Messages

By Lanee' Blunt

A claim letter is a way to resolve problems on errors that were made and may need an adjustment. An adjustment message is a response to a claim letter that was made against your business. Writing claims and adjustment messages requires preparation and planning before you begin to write. Write from a simple outline to keep you organized. Decide what you want the reader to do. For example, do you want your money back or do you want the product replaced?

Difficulty

Moderately challenging

Things You’ll Need

Receipts

Bills

Claim Letter

Write about the relevant facts in the first paragraph.  Begin with the problem. Explain exactly what happened and the reason that you are writing the claim letter.  Give them any documents such as bills, advertising materials, or receipts that can back up what you are writing.

Spell out why you believe your claim should be granted in the second paragraph. Tell the reader about the specifics of the claim and the legal responsibilities and fairness. For example, the product didn’t function as the advertisement suggested.

Start the third paragraph by requesting action. Request what you expect the reader to do. Include an end date, when you expect action, and don’t threaten but you can say what you will do if your claim is not received.  Close with a “Sincerely,” and print your name.

Adjustment Message

Start your first paragraph with an approval sentence. Give the customer the good news first and comply with the customer’s claim. 

Start the second paragraph by explaining the mistake. Explain the cause of the problem and don’t blame any employees.  Focus on your ongoing efforts to avoid mistakes and difficulties of this kind.

Write the third paragraph show the customer that you appreciate their business.  Apologize if you feel that you must do so.

Close the letter in a professional manner. Express to the customer that you appreciate that they have written to you, and that you extend thanks for their past business and hope that they continue to do business with your company.  Close with “Sincerely,” or “Thank you,” and print your name.  

Tips

You should never sound too harsh or in a tone that is threatening.

Keep a copy of your letter.

Reference:

Colorado State University: Writing Guide: Adjustment Letters

Washburn University: Writing the Adjustment Letter

McGraw-Hill Higher Education: Claim and Adjustment Messages

[Image of business letter] (n.d.). Retrieved from http://www.office.xerox.com/small-business/tips/business-letter/enus.htm

Resources

“Business Communication”; Mary Ellen Guffey, Dana Loewy; 2010

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How to Get a Small Business Permit to Sell at a Swap Meet

By Lanee' Blunt

Every vendor selling at a swap meet must have a seller’s permit to collect sales taxes on everything and in applicable jurisdictions. To obtain a seller’s permit a business must apply with their state’s taxation office.  Swap Meets provide a family oriented environment for vendors to sell a variety of items. Heavily advertised locations attract approximately 30,000 to 40,000 shoppers weekly. Setting up your booth in the right location having quality merchandise at a bargain you have the potential to make a lot of money.

Things you’ll need

Business address

Photo ID

Difficulty

Moderately easy

Sell new or handcrafted items. A vendor must have a seller’s permit to do business in your state at a swap meet. This does not apply if you are selling occasionally. A person that cleans out their garage of used items and sells only those items would qualify as an occasional seller, provided they sell no more than twice in a 12 month period.

Acquire a seller’s permit for each location. If you sell goods at more than one swap meet or at other locations you will need to apply for a seller’s permit for each address. You won’t need to apply separately for each one, just list all of the addresses on the application and your state will issue a permit for each location.

Apply for a seller’s permit with your state. The state seller’s permit can be obtained and handed in over in person. You will need your driver’s license or state ID card with your application and it applies to everyone who signs the application, for example partners or members of your corporation.

Apply for the sellers permit at least three weeks before opening your booth at the swap meet. You cannot conduct business without the permit and the address of the swap meet must be on the permit.

Mail your application. If you mail the application instead of handing it in person, everyone who is on the application has to sign the form. You will need to include a photocopy of each driver’s license or state ID card with the application. You will receive the permit in the mail.

Display your seller’s permit. You must present the seller’s permit at the swap meet and display it. Your swap meet space is your storefront and it is taxed by law.

By collecting all sales tax revenue you are providing your state with revenue.

Tips

In some states you may apply online or download an application to mail it back.

Resources

Seller’s Permit      

Reference

“The Small Business Start-up Kit for California”; Peri Pakroo; 2010

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How to Write a Proposal to Build a Factory

By Lanee' Blunt

Write an effective proposal--
ColinBroug

Identify the resources that you will need to provide the technical descriptions and compliance matrices. Set deadlines for each section so that when the proposal deadline approaches you will have the proposal on time. You must have a clear understanding of your objectives when preparing the proposal. A proposal for building a factory is used when you are being considered along with other potential contractors. When you write your proposal carefully plan and prepare an outline. Address every term and requirement in the RFP when writing the outline. The proposal should address the RFP line for line.

Difficulty

Moderately changeling

Things You’ll Need

Charts and graphs

Resumes

Conceptual drawings

Brochures

Write section one. Start with the description in which you will provide the reader with a snapshot of what you plan to build. Address in this section how people will benefit from the factory and where it will be located. Write your mission statement. Tell them in your mission statement that you are committed and what you plan for the community. For example, give a description of a similar factory that you have built.

Write section two. In section two stress the benefits of building the factory. What is the direct benefit to the city? Inform the reader of how many jobs the factory might bring to the city. Inform the reader of the sales tax benefits. Give an explanation of the benefits of hiring your company for example, the experience and capabilities that your company has in similar projects.

Write the development section in section three of the proposal. State what the building’s features will be by giving the square footage and the maximum height of the building. Write about the features of the office space, restrooms, and the restaurant giving a detailed description of each item.

Write the fourth section. Write the time of completion. Set deadline dates and include dates by which you proposed to complete the job. Write the cost information section and provide the proposed price.

Write the fifth section. Provide a list of qualifications, a list of resumes and the responsibilities of the key personal named in the proposal. Include information on engineers, architects and your project team and provide references. What experience do the founders of the company have? List the company goals and objectives.

Warnings:

Writing without an outline leads to confusion and you might end up with a proposal that does not meet the RFP standards.

Reference:

Fedmarket: How Are Winning Proposals Written

Arizona Gov: Scottsdale RFP Response

Seattle Daily Journal of Commerce: How to Build a Proposal Package for Your Company; Gerald Brown

Read This Next

How to Be Effective in Writing a Proposal for a Construction Business

How to Be Effective in Writing a Proposal for a Site Clean Up 


How to Write a Proposal to a Vendor

Read more »

Documents Required Opening a Sole Proprietorship

By Lanee' Blunt

The documents needed to start a sole proprietorship will depend on the type of business you’re registering. There is no legal distinction between the owner and the business, a fictitious name “Doing Business As” or DBA is required if you want your business to have a different name than your own name. A sole proprietorship is a business owned by one person.

Service Business

If you are planning to have services company and you will not have any employees, for example a consultant.  You will not be collecting any sales tax. You will have to fill out a registration form for a “fictitious name” or “Doing Business As” DBA. In some states, a sole proprietorship is registered with the state government or the county clerk’s office. Appropriate identification will be required such as your driver’s license or your state ID card.

Service Business with Employees

Register your business as a DBA with your state government or county clerk’s office. If your business is a service business and you have employees on your payroll you must obtain an Employer Identification Number (EIN). The EIN is obtained from the federal government by filling out the form and sending it back to the IRS. When you apply for your DBA you will receive the information to apply for your EIN or call the U.S. Internal Revenue Service.

Sale Products with Employees

Register your business as a DBA with your state government or county clerk’s office. Obtain an EIN from the IRS. The documents needed for a sales business with employees are a “Doing Business As” DBA and an EIN. You will also need a Sellers Permit if you are selling products. You must collect sales taxes. The document required for a seller’s permit or vendor’s license is a state ID card or driver’s license with your application. Apply for your seller’s permit at least three weeks before opening your business from your local state taxation department or state tax commission.

Restaurant

You will have to register your business as a DBA with your state government or county clerk’s office. Obtain an EIN from the IRS.  The documents needed for a restaurant with employees is a “Doing Business As” DBA, EIN, food service license and seller’s permit. You will also need a Sellers Permit to collect sales taxes from customers. Depending on the type of food establishment you will need a food service license, and the permit is handled either by your state or your Local Health Department.

Reference

SBA: Business Licenses and Permits

Entrepreneur: The Skinny on Sole Proprietorships; Lydia Dishman; 2010

OSBDC: How to Form a Sole Proprietorship

Related Articles

Starting a Sole Proprietorship

http://smallbusinessbizcom.blogspot.com/2011/10/starting-sole-proprietorship.html

How to Open a Restaurant with a Sole Proprietorship or LLC

http://www.smallbusinessbizcom.blogspot.com/2011/10/how-to-open-restaurant-with-sole.html

Read more »

How to Build a Sales Territory Plan

By Lanee' Blunt

Your sales plan does not have to be long with complicated business jargon, and complicated graphs and charts, but short and simple. Your sales territory plan for your new company will be revenue-driven, and help you to avoid unforeseen problems. A sales territory plan is a strategic and tactical plan for getting new business and building a business that will meet and exceed a sales quota. Having a well-constructed sales territory plan allows you to spend more time growing your new business.

Difficulty

Challenging

Things You’ll Need

Mailing list

Write a sales letter that introduces you and your new company to prospects. Send a reply card with the letter that includes your contact information and has a space for the customer to write their phone number if their interested in your product or service.  Send fifty letters a week to new prospects.  Make fifty cold calls introducing your new company to prospects. Instead of using a script try using “talking points” that will allow you to answer customer questions and concerns.

Knock on twenty doors. Contact twenty people that you can have a face-to-face meeting with each week.  Set a quota of at least five sales presentations a week.

Evaluate your results for the month.  Track your progress at the beginning of a three-week period, so that you can strive for realistic goals. Set a monthly goal to stay on target instead of waiting until the end of the year.  Setting monthly goals helps you to get a sense of achievement when you meet them.

Write articles and white papers.  Writing articles is good public relations. Write about topics that address the interest and concerns of your customers in your field. 

Obtain referrals from new customers. Ask for at least three referrals from all your customers within 30 days of delivering your product or service. Tell the customer to give you three names and phone numbers of a person that may have use of your product or service. Offer a free gift if the customer gives you a referral that leads to a new customer or client.

Tips

Read your plan often and take notes on your progress and concerns.

Keep a detailed timeline for performing your sales tactics.

Reference

Entrepreneur: The Elements of a Successful Sales Plan; Tony Parinello; 2004

Inc: Managing: How to Work More Like a Start-Up; Darren Dahl; 2009

Irie Auctions: Sales Territory Plans

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How to Write a Proposal to a Vendor

By Lanee' Blunt

Write an effective proposal--
Celalteber

Gather the brochures and company balance sheets that need to be submitted with the proposal make sure that you have all of the information needed before your deadline. Keep your writing direct and avoid a lot of unnecessary adjectives.

Writing a proposal to a contract vendor requires careful preparing before you write it.  Start with an outline this will help you organize your thoughts and help you prepare the information that needs to go into the proposal.

Difficulty

Moderately Challenging

Things You’ll Need

Brochures

Balance sheets

Equipment cost

Material cost

Write the “Executive summary” section. Start this section of the proposal with why the evaluators should use your company. Give them an excellent reason why they should choose your company over the competition. Tell the evaluators how you are going to do the requested work.

Write the “Resume and qualifications” section. Write about your qualifications and your experience with similar jobs. Tell the evaluators the responsibilities of key personnel and subcontractors.

Start the third section “Price for the project” and explain your proposed price based on the budget detail.  Calculate the materials, labor overhead, and equipment. The price you are proposing should be a reasonable price for the project?

Address topics in the request for proposal (RFP) in the forth section. Answer the topics in the same sequence that they are in the RFP. Answer all of the “major topic questions” in essay form.  Remember, you’re not trying to write an academic paper with slow dull reading, but this is persuasive expository prose. Answer the topics of the RFP by keeping your sentences and your paragraphs short. Create a lot of white space with frequent paragraphing.

Provide a safety plan for equipment, machinery, or chemicals.  Write the fifth section by telling how you will go about providing safety if you are using machinery that that could conceivably cause injury.

Proofread the proposal for typos and errors.  Avoid mistakes that may cause your proposal to be turned down with careless errors. Get someone to read it for you to make sure that you have not made any mistakes that can be avoided.

Tips

Professionally package the proposal with a glossy cover and use a letterhead with good quality paper.

Reference

Fedmarket: How Are Winning Proposals Written

Onvia: First Steps to a Winning Proposal

Findfrp: How to Write Proposal

Resources

“How to Write Knockout Proposals”; Joseph Barbato, 2007

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How to Be Effective in Writing a Proposal for a Construction Site Clean Up

How to Write a Proposal to Build a Factory

How to Be Effective in Writing a Proosal for a Construction Business

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Four Rules for Direct Mail

By Lanee' Blunt

A sales letter reads as if you are speaking to a friend. Follow up your direct mail with a phone call. If the sales message is what it should be a percentage of readers on your mailing list will respond about the advertised product or service.

Writing direct mail requires knowing your audience. A sales letter can be produced with a laser printer, letterhead stationary, and a qualified mailing list.

AIDA

AIDA refers to Attention, Interest, Desire, and Action, or the AIDA formula according to AIDA the copy must first gain the prospect’s attention. Use a strong headline to get their attention.  After the reader’s attention has been obtained it must be developed into interest of your product or service. Create a desire for what you are selling by using testimonials, photographs, or etc. Action must be demanded by the writer.

Benefits

Begin with a desirable benefit and what the customer wants from your service that your competitor cannot match. The sales letter’s focus will be on the benefits of the customer and what the consumer wants. Try not to focus on your company and how great you are, but focus on what your company does for the prospect. Does your product or service save the consumer money? Improve productivity? Does your software solve problems? Stress benefits in your letter.

Offer

An offer is what your prospect will receive when he calls about your direct mail. Having an offer gives the prospect a reason to respond to your direct mail. Use an active voice when writing the offer.  Offer a free no-obligation consultation visit if your goal is to have a meeting with the prospect. Offer a free sample, newsletter, or information package. Offer the prospect a free gift if they call within a specific time frame.

Headlines

Use headlines in the sales letter. Headlines are used to gain attention and for some people that will only read just your headline.  Brainstorm different headlines before you begin and choose the one that fits what you are selling. Questions may be used as a headline and often provokes the prospect to think of an answer which will then keep them thinking about your letter. Open the letter with a headline. The headline may be either flush left or centered on the page. Drop down two lines and begin the copy.

Reference:

Entrepreneur: Get Your Copy Write; Kim T. Gordon; 2008

Inc: Writing a Sales Letter; Kimberly McCall; 2000

SBA: Marketing 201

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