There are only a limited number of people you can reach on your own. If you don’t want to hire your own staff, you may find it advantageous to use one or more independent sales representatives to bring in new business.

Sales reps can help sell services as well as products. Depending on what you sell, a sales rep will show your products in their show room, bring them to trade shows and promote them to their existing customers.

Finding really good sales reps is sometimes easier said than done, however. One way to find them is to work backwards. Go to the stores you think would sell your product and ask what sales reps they buy from. Contact those reps about selling your products as well.

Another way to find good sales reps is to contact manufacturers of non-competing products that sell to the same market you do. Some may be willing to share the names of sales reps with you. Industry directories, industry association magazines and trade show directories can all be a source of leads to sales reps in your industry.

Be prepared to explain to the sales rep how you will meet the demand for your product, and to prove you'll be able to handle the paperwork, fill orders, ship on time, deliver quality merchandise and provide service after the sale.

Find out all you can about the rep, too. Why does she want to rep your product line? What other products is she a sales rep for? Nail down contract terms and commission rate, and be sure to have it all in writing.

More >> 10 Hiring Tips for Small Business Owners

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