It's hard to believe it's been a whole years since I started writing the Build Your Business column for Pest Management Professional magazine. It feels like only yesterday I was having conversations with Frank Andorka about writing this monthly column. A whole year — this is lucky no. 13.

Write down what you say to your customers. Call back and make sure you provided what was promised

Selling the sizzle for your business will help you increase your closing percentages month in and month out ... it's a matter of clearly communicating your sizzle

You must continue to prospect for your potential next sale.

Idon't like to wait. For those of you who know me, this is not a surprise — but it goes beyond merely not liking it.

I've been in the sales arena and have seen many different sales compensation structures. There are compensation packages that are straight commissions; salary plus commissions; and salary, commissions and bonus.

Sales meetings should be eagerly anticipated, not feared or loathed. Sales numbers — past, present and future — are important, but they're not everything.

My family and I regularly camp at Avalon Campground near the shore in Swainton, N.J. We have visited many campgrounds in the past 15 years and this particular campground, for us, ranks among the best. I tell you this because this well-maintained campground is a consistently successful business. Customers come back year after year.

Companies invest tremendous amounts of money to be involved in trade shows, especially if the shows last more than two or three days. With as many shows as are in the industry, they could be in a trade show each week on both regional and national levels.