Grow your business

Seven Actions to Grow Your Business

If you are in business today then you need to understand and implement the following 7 actions to grow your business – if not your may struggle at best and die at worst.

 

  1. Improve your Sales Skills

Many people believe they are good sales people and many more do not like to be perceived as a salesperson at all; however the reality is that you must have a solid understanding of the fundamentals of ‘Selling’ if you want success.

Understanding why people buy, the psychology behind the sales process and how to communicate effectively in a manner that positively influences your prospects, are only a few of the areas you need to understand.

People may say they don’t have to sell the web site does that for them, yes I accept that to a point, but how you present your products and service, the vocabulary you use and the pitch you make, will be much more successful if influenced by an understanding of how to sell.

  1. Existing Clients Are Key – Low Hanging Fruit

If you aren’t regularly communicating with your existing clients and encouraging them to buy more of your products and services, you are quite literally leaving money on the table.  You must pick the ‘Low Hanging’ fruit first.

As new clients become much harder to come by, making the most out of every client you already have, is vital if you’re going to grow your sales and build your business.  The good news is, you can probably win a lot more business from your existing clients – and you can probably do it very quickly. If you need to generate sales quickly, start with your existing clients.

If you need to generate sales quickly, find a way yo can start with your existing clients.  Sell addon Products or Services, sell guarantees, service visits, similar products just find something!

  1. A Predictable, Repeatable Lead Generation Process Is Vital

You must have a process that generates a steady flow of qualified leads day in, day out. Doing sporadic bits of marketing every so often is not going to cut it. Also, relying solely on repeat business and referrals isn’t going to be enough, either. You need to have a number of lead generation mechanisms all happening continuously if you’re going to fill your pipeline with high-quality leads. Relying on one or two approaches – and doing them inconsistently – is not going to work.

Doing sporadic bits of marketing every so often is not going to cut it.  Also, relying solely on repeat business and referrals isn’t going to be enough, either.  You need to have a number of lead generation mechanisms all happening continuously if you’re going to fill your pipeline with high-quality leads. Relying on one or two approaches – and doing them inconsistently – is not going to work.

Relying on one or two approaches – and doing them inconsistently – is just not going to work.  News letters, special offers, exhibit at shows, get a referral programme going there are many ways you can do this but whatever you choose to do, do it consistently.

  1. Long-Term Lead Follow-Up Is Critical

Typically, less than 20% of the leads you generate are what we call “short-term” e.g. ready to buy right now. The other 80% are what we call “long-term”, meaning they aren’t ready to buy immediately but are good prospects for the future. It is absolutely essential that you are good at following up on your long-term leads. In fact, you may not know this but research has proven that 80% of people will buy from you only after you’ve followed up with them 7-9 times or more? Are you following up that much or do you just give up after 2 or 3 attempts? Remember – long-term leads account for over 80% of your leads. That’s a great deal of potential business that most companies are wasting. Get really good at continually following up with your long-term leads and I guarantee that you’ll experience rapid, significant growth.

It is absolutely essential that you are good at following up on your long-term leads. You need a database management system or a CRM (Customer Relationship Management) software package that can manage this process for you – two I recommend are ACT or GoldMine.

In fact, you may not know this but research has proven that 80% of people will buy from you only after you’ve followed up with them 7-9 times or more?  Are you following up that much or do you just give up after 2 or 3 attempts?  Remember – long-term leads account for over 80% of your leads.  That’s a great deal of potential business that most companies are wasting.  Get really good at continually following up with your long-term leads and I guarantee that you’ll experience rapid, significant increase in sales.

  1. You Must Harness the Power of the Internet

The emergence of the Internet – and Google, in particular – has changed the way your prospects buy forever.  Just think about how we now buy holidays and cars, both have changed drastically over the past few years.

When people want something, they search for it.  The sales process is no longer led by the sales person the customer is King.  They are the drivers now not the sale people, they are far more educated about the product or services they want to buy by the time they find you.

You must use your website to build a relationship with the prospect and position yourself to be in the line of fire when they want to buy. It is absolutely essential that you learn how to turn your website into a lead generation machine that captures opportunities; otherwise you will miss out on a lot of business to your more Internet-savvy competitors.  Read more on web development, landing pages and social media marketing.

  1. Testing & Measuring

In today’s tougher economy, there is simply no room for hit-and-hope marketing. You must be continually testing and measuring the results of your marketing activities to ensure you’re getting the maximum bang for your buck. Your marketing should NEVER be an expensive gamble. Please don’t order 10,000 glossy brochures, send them all out and hope! Instead, you should perform low-cost, low-risk tests of your campaigns and then measure the results. If the results are bad, you’ve lost very little and you can just try something else. If the results are good, you can roll out the campaign to your entire database, confident that you will get great results. You need to test and measure every aspect of your sales and marketing so that you can do more of what works and less of what doesn’t.

Your marketing should NEVER be an expensive gamble it should be an investment. Please don’t order 10,000 glossy brochures, send them all out and hope! ( Aren’t brochures a thing of the past?)

Instead, you should perform low-cost, low-risk tests of your pay per click campaigns, facebook advertising campaigns and email marketing projects, then measure the results. If the results are bad, you’ve lost very little and you can just try something else. If the results are good, you can roll out the campaign to your entire database, confident that you will get great results. You need to test and measure every aspect of your sales and marketing so that you can do more of what works and less of what doesn’t.  Remember ‘If you keep doing what you are doing and it’s not working don’t expect the outcome to change unless you change what causing that outcome’.   Make sense?

  1. Customer Engagement

Customer Service no longer exists, people are demanding more and they want things sooner, better and at a lower cost.  If you’re still worried about Customer Service you need to change – that is a taken everybody expects good customer service and if they don’t get it the vote with their feet, or more like their fingers and go online.  They know they have the power to make or break your business and use that knowledge against you and your competitors to their benefit.  So what actions can you adopt to manage this newly emerging business culture more effectively, what do you have to do to really engage the customer to the point that they become an ambassador for your business and not the grim reaper?   Engage with them, motivate them to buy from your business, help them to feel emotionally connected to your business, products and services.

So what actions can you adopt to manage this newly emerging business culture more effectively, what do you have to do to really ‘Engage Customers’ to the point that they become an ambassador for your business and not the grim reaper?   Engage with them, motivate them to buy from your business, help them to feel emotionally connected to your business, products and services.

Engage with them, communicate with them, motivate them to buy from your business, help them to feel emotionally connected to your business, products and services.

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