Do you sell in a small town?

I started at a family-owned Toyota, CDJR, and Plymouth dealership in a small town in Kansas. We had between 5-7 guys and we were competing against the major metros of Kansas City, Topeka, and Wichita.

Here are 4 strategies to build a big business in a small town:

1) Become a relationship builder

Smaller markets are more about relationship building than anything else. Create relationships with local business owners, teachers, pastors and community leaders. People of influence need to know who you are and what you do.

2) Become an industry expert

Skip TV, movies and other recreational activities for the next 90 days and devote yourself to becoming an expert on your product. Study, get certified (take the tests seriously), and invest time in watching YouTube videos on your product.

3) Become the “anti-salesman”

Pay close attention to your process and find ways to make it easier, more efficient and effective! People will always pay a premium for an effective process that’s entertaining and enjoyable. So have fun, make it your own, and break the stereotype. Be the anti-salesman!

4) Become a local celebrity

You can become a celebrity in your own town by building a unique and compelling personal brand and marketing message. Define yourself and separate yourself from other salespeople by having a unique persona or alter-ego. By creating a brand you can make yourself unforgettable and remarkable, while attracting more of your ideal customers.

Focus your business development efforts in these 4 areas to generate sales and create loyal customers.

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