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Get Noticed, Get Chosen: Ten Ways Small Businesses Can Win More Sales

3 days ago
6 min read

From the team at FB Insurance Brokers


You’re good at what you do. A customer enquires, you send a quote, and then you hear nothing. Meanwhile, another business that replied faster and showed its finished work gets the call.


And the choice keeps growing. As of 30 June 2026, there were 2,814,778 actively trading businesses in Australia, and 460,461 of them entered the market in 2025-26 alone. (Source: ABS, Counts of Australian Businesses, including Entries and Exits, released 18 August 2026.)

Being good at what you do gets you started. Being easy to find, easy to trust, and easy to buy from gets you chosen.


Awareness brings people to your door. Your sales habits decide what happens once they arrive. Here are ten steps for working on both, starting with the ones that cost the least.



The whole guide at a glance. Scroll down for the details behind each step, or save the image to keep handy.



Part 1: Get Noticed

Help the right people find you and remember you.


1. Be easy to describe


Could a happy customer explain what you do in one sentence? Compare these two:

  • Easy to repeat: “She’s the bookkeeper who works with tradies.”

  • Hard to repeat: “They do a bit of everything.”


Only one of those gets passed along at a barbecue.


Decide what you want to be known for, whether that’s a service, a type of customer or a local area. Then say it the same way everywhere: on your website, quotes, signage and social pages, with the same logo, colours and tone.



2. Show your work


People buy more confidently when they can see proof. Photograph finished jobs (with permission) and turn two or three into short case studies. Share them on your website and social media, and attach them to your quotes.


Four lines is plenty:

  • The need: what the customer asked for

  • The problem: what made it tricky

  • The fix: what you did

  • The result: how it turned out


Picture a painter writing up a kitchen repaint. The need: refresh a dated kitchen without replacing the cabinets. The problem: years of grease on the surfaces. The fix: a thorough clean, the right primer, then two coats. The result: a kitchen that looks new, without the cost of a new one.



3. Be easy to find locally


Assume customers will look you up online, and that others will search for a service in their area. Claim and complete your Google Business Profile, and use the same business name, address, and phone number everywhere.


Then ask for reviews while the job’s still fresh. A short message with a direct link makes it easy for people to say yes.


Picture someone with a burst pipe on a Sunday, searching “plumber near me.” The business with complete opening hours, photos, and recent reviews is the one that gets the call.



4. Put your name where people already are


Signage, branded vehicles, uniforms and packaging keep your name in front of people nearby. (Check your local council’s rules on signage first.)


Don’t overlook the people who speak to your future customers before you do: suppliers, neighbouring businesses and professional advisers. Stay in touch with them regularly, not only when work is slow. Sponsoring a local team or event can also pay off, if it suits your budget and your customers.


Think of an accountant or a real estate agent. Clients often ask them, “Do you know a good tradie?” If they know and trust you, you’re the name that comes up.



5. Pick a channel and keep going


Choose one or two places to show up, then stick with them. LinkedIn often suits business-to-business audiences, while Facebook and Instagram can suit local consumers. Check where your own customers spend their time.


A weekly post is a good starting point. A simple email list of past and potential customers helps too, because it lets you reach people directly.


A hairdresser might post before-and-after photos on Instagram each week. A commercial cleaner might share one practical tip a week on LinkedIn. Different channels, same habit: show up regularly where your customers are.

Growing? Check your protection keeps pace. Growth brings new risks. If you’d like a second set of eyes on how your business is protected, call us on 1300 337 276 or email info@fergusonbrown.com.au.

Part 2: Win the Sale

Make every enquiry easy to say yes to.


6. Reply quickly, then ask good questions


Customers may be contacting several businesses at once, so aim to respond the same day. A short message is enough:

“Thanks for your enquiry. We’ve got it, and we’ll call you tomorrow to talk through the details.”

Early on, ask about budget range, timeline, and who makes the decision. It helps you decide whether to quote, and it shows you’ve handled jobs like theirs before.


Picture someone who needs a quote for a new deck. They message three builders on Saturday morning. The one who replies by lunchtime with a clear next step has a head start before the others have even opened the message.



7. Write quotes that are easy to say yes to


A good quote answers questions before they’re asked. Lead with what the customer gets, then include:

  • What’s included, and what isn’t

  • The timeline

  • Payment terms

  • A price that’s easy to find


If a customer pushes back on price, talk about what’s included before you discuss discounts. Plain language and a clean layout do the rest.


For example, if a customer says another quote was cheaper, ask what that quote included. Materials, clean-up, and a warranty can change the comparison completely.


8. Follow up without being pushy


Give customers time to decide. They’ll compare options, check with a partner or simply get busy. Plan your check-ins, for example, after three days and again after a week.


Picture a landscaper who sends a quote on Monday and hears nothing. It’s easy to assume the answer is no. But a quick Thursday message might find the quote simply got buried under the school run. Keep it short and polite: “Happy to answer any questions about the quote” does the job.



9. Let your credentials help close the sale


Buyers want to know you’re properly set up. Display your licences, accreditations, insurance and testimonials where people can see them, including alongside your quotes.


Keep your certificates current and easy to send, in case a customer asks for proof of insurance before work starts.


Picture a customer comparing two similar quotes. One business attaches its licence and a current certificate of currency for its insurance. The other mentions neither. The first has already answered a question the customer was about to ask.


Proof of insurance only helps if the cover is up to date and suits the work you actually do. When your business changes, with new services, staff, vehicles or equipment, it’s worth checking that your cover has kept up.



10. Ask for referrals, and stay in touch


Ask at delivery or handover, when your customer’s happiest. Try: “If you know anyone else who could use our help, we’d love an introduction.” Make it a standard step at the end of every job.


Then stay in touch. A short check-in a few months later keeps you front of mind for repeat work.


A quick “How’s everything holding up?” takes ten seconds to send, and it reminds the customer who did a good job.



Your simple enquiry timeline


Put it all together and every enquiry follows the same path:


  • Same day: Reply to the enquiry

  • Quote sent: Clear scope and terms

  • +3 days: First check-in

  • +1 week: Second check-in

  • Delivery: Ask for a review and a referral



Where to start


You don’t need all ten at once. Start small:


This week

  • Update your Google Business Profile

  • Message three recent customers and ask for a review


Next week

  • Write one case study

  • Set a rule to reply to every enquiry the same day


Four small actions, and you’ve already made a real start.



However your business grows, its protection should keep pace


As you win more customers, take on more work and add more people, your risks change too. If you’d like to check whether your insurance has kept up, we’re happy to have a chat.


Know another business owner who’d find this useful? Feel free to forward it on.


FB Insurance Brokers Pty Ltd ABN 58 677 595 925 AFSL 562 372.


General advice warning: This post contains general information only. It doesn’t take into account your objectives, financial situation or needs, so consider whether it’s appropriate for you before acting on it. Read the relevant Product Disclosure Statement (PDS) and Target Market Determination (TMD) before you decide to buy an insurance product. The business tips in this post are general guidance and aren’t legal, tax or financial advice.


 
 
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