Marketing and Sales
Doing market research
Before moving forward with your business idea, it is important to get the facts. Completing basic research - like market research - can save time, money and a lot of heartache. Let’s start with the basics that apply to all aspiring business owners: Do you have an idea or a business opportunity? An idea is fun to talk about, but a market opportunity can make you money. To have a real business, you have to:
- find people who will be willing to pay for your product or service (there have to be enough of them to make it worth your while) – research market potential using census data and demographic databases
- deliver the service or manufacture the product – research production options using business databases
- know who you compete with – research competitors using business databases
- understand whether your product is unique or proprietary – research patent filings
Go to 
and search for Business Research to find libraries and others who can help you.
Using web-based marketing strategies
According to About.com, the top Internet marketing strategies include:
- get ranked with major search engines
- learn to use email marketing effectively
- blog and interact with your visitors
Exporting to expand sales
If you have a website to sell your products or services, you have the potential to reach markets beyond your immediate borders. Missouri companies can get assistance with exporting from Missouri's International Trade and Investment Office. You can also contact regional offices for specific international markets.
Hiring sales staff
Many small business owners dream of having someone else make all those cold calls. it takes careful planning to bring on someone who can understand your product or service the way you do, and convince others to make a buying decisions. Virtual Advisor offers a tutorial on how to hire a sales staff.
Selling to the government
Missouri has a network of organizations called the Missouri Procurement Technical Assistance Centers that can help with submitting bids to government agencies. They also support businesses in gaining certifications for women-, veteran- and minority-owned businesses.
Becoming certified
Certification programs can help you market your business to both large business and governments. Many large corporations and governmental entities set-aside a percentage of their purchasing contracts for small businesses, minority and/or women owned businesses. Becoming “certified” as one or more of these types of businesses enables a company to bid on contracting opportunities. MWBE.com offers a description of certification.
Many large corporations accept certification through third parties, such as the St. Louis MWDBE and the Women’s Business Enterprise National Council.
Most government entities will require a company to at least go through a streamlined or shortened verification process that is specific to that agency. Certification can take from 30-90 days.