One of the common questions business owners ask themselves is: “How can I grow my business quickly?” My short answer is that there are NO short cuts and NO answers that fit every business! That said, there are a few methods that will work for you – no matter what business you are in. You just have to be open-minded and willing to try new things.
Here’s a list of my personal 10 favorite ways that I have used to grow hundreds of businesses around the world. My suggestion is that you pick the 2 or 3 that really speak to you and start there. After you have those up and running regularly, pick another 2 or 3 to implement.
1. Go back to the one that got away
Reach out to past prospects that didn’t close. Most sales are lost because the salesperson lacks the determination to follow-up until they get the sale.
2. Make a list of your top customers and sell them more
The person most likely to buy from you is someone who is already a client or has already purchased from you. See if they need an upgrade, would be interested in a new product line, or simply need more of what they already have.
3. Ask everyone for referrals
This one seems obvious at first. But I ask past clients, current clients and even people who don’t close or cancel if they know someone who could use my services.
4. Raise your prices
Again, this seems obvious, but have you done this lately? Are you even in the ballpark of your competitors? I like to be close to my competition, but just above them. The best charge the most…
5. Review what you are doing
Look at promotions, discounts, and other marketing pieces. Are you giving away profit when you could be adding value? Find something you can give away with a perceived value equal to, (or greater than), the cash discount you are currently offering. Better yet, find a partner that is willing to give away something for you just for the chance to promote their business. Hidden tip: Do the same for your promotional partner and get access to their database as well.
6. Monitor your marketing
You have to keep close tabs on what’s working and what isn’t. Stop what isn’t working and invest more in what is.
7. Improve your relationships
Call your customers out of the blue to see how they are doing. Know what’s going on in their lives and keep close tabs on them. Be in their business a little. Don’t show up uninvited to their next BBQ or anything. Just keep an eye on them and communicate frequently.
8. Work on your sales skills
No matter who you are or how long you have been in business, you need to work on your sales skills and always be polishing your delivery, knowledge, rapport building and closing skills.
9. Multi-touch systems mean a multitude of clients
You have to “touch” prospects multiple times to get the sale. Mix it up with phone calls, direct mail, letters, post cards, emails, and even gifts.
10. Be yourself
Prospects can spot a fake and know when it’s your secretary being cute or funny on your Facebook page instead of you. Just relax and let your client like you for who you are.
One more tip, if you aren’t likeable, change that right away or face going broke!
By Michael LeJeune , To get a bonus 11th and 12th tip or to learn more about this topic, visit http://www.michaellejeune.com or email Michael directly at Michael@michaellejeune.com. You can also connect with Michael on Facebook at http://www.facebook.com/michaeljlejeune. Send him a friend request and he will do his best accept it within 24 hours.