…is to fix the sales problem
I know your business. Because we deal with clients like you all the time, I’ve got a leg up on all those “gurus”, since I’m right there in the trenches with you.
Yes, I know-everybody’s business is “different”, but I’ve seen it across almost every business category: Make more sales and a host of problems disappear.
(Now for some of you, I know that your increasing marginal costs are making your sales less powerful, but we’ll address that in the future.)
So how do you do that? Well, there’s obviously a bunch of good answers to that question-but for a quick surge there’s three lists to get ahold of right now.
- Existing Clients
- “Lost” Clients
- Targeted Prospects
The first one might be obvious, but I’m continually amazed at how many businesses don’t maintain good records of their current customers. These are the easiest folks to sell to again. They’ve already indicated interest in your business, and have demonstrated it with their wallet. Go back to them this week with a promotion just for them, and the results will be better than any other list.
“But what if I don’t have a list?”
Good question, and if that’s the case: start one now. Whether it’s by giving an incentive at the point-of-sale or client meeting to have them provide you their details, or if it just means hiring a high school kid to compile all the data for you-this list is your most important asset in your business.