I have been asked this question in every meeting since December?
And after looking and talking with other business owner, surfing the Internet i can see one of the answers that seems working:
Never Stop Selling
Another business I know has recently had “the best January ever”. The reason: they suffered a down-turn in business several months ago, went back to basics and came out marketing and selling targeting old and new customers with new propositions (better ways of taking their existing products and services to market in the current climate).
What to do?
1.
Never stop selling
2.
Listen to the people that you speak to – if they are not buying what you are promoting:
1.
What are they considering buying that you already offer?
2.
What might they buy (rent, lease, ….) that you could easily offer?
3.
Refine your targeting – speak to different people
4.
Keep positive
Things to consider
*
If changing customer requirements take you too far from your comfort zone, look for alliances and other mechanisms to satisfy these opportunities with minimum risk;
*
Use Segmentation tools (or get someone to do it for you) to better understand your suspect universe;
*
Additional products with lower costs or new processes;
*
New, higher value, products / services may be appropriate for some.
A Simple Exercise
*
List 5 things that are preventing you from winning enough good quality business.
*
Against each of the 5 items on your list, assign a score from 1 – 10 where 10 is something you can directly control and 1 is something over which you have no control at all.
*
Now, re-write your list in descending order of assigned scores.
*
Plan time for each of the top 3 on your new list.
Enjoy the findings and go implement your new success formula.
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