A service business is much different than other businesses. When designing a sales program and strategy for a service business or an on-site service business it makes sense to know your target market and which types of customers will provide your company with the most profits. As a salesperson it behooves you to study the customers and the competition's offerings.

Cold calling is important in service businesses and so is direct mail brochure advertising. Once you have a list in a geographical area of the customers you wish to call upon to see if there are potential prospects for your service then it is a matter of contacting them and finding out if they are interested in purchasing what you have to offer.

A service business makes money by saving other people money. Even an efficiently run business is not as efficient with the services you can provide them. Chances are they specialize in what they do and indeed do it very well and then again so do you with selling a service business to another business, which may need to understand this.

You need to educate the customer so they can appreciate the efficiency at which you can work and save them time and money. A service business that sells to consumers or homeowners needs to educate the consumer to the fact that you are efficient and experienced at what you do and you can do it better than the customer with better results and much faster. Please consider this in 2006 when doing sales for a service business.