25 Ways To Get More Business
By jungleitb | June 2, 2008
Need more business? Who doesnt?
Thankfully, new business is pretty easy to get, but you do have to do something to get
it. Usually something you aren’t currently doing. Here are 25 ways you can bring in
more business, and if you do things right, more profits.
These are not long term business strategies. These are short to medium term tactics
designed to put cash in your bank account within the next 30 - 90 days.
- Hire a salesperson. Or, if you already have salespeople, hire another one. You may
not be able to pay them a salary, so make it for 100% commission, and make the
commission generous. And of course, pay their expenses. This will work best if you
have a sales process in place, and some kind of systemized knowledge that will bring
them up to speed quickly. - Get some sales training. The Sandler Selling System is great for simple sales.
Mike Bosworths Customer Centric Selling is great for complex sales. Of course there
are many others, and any good sales training program will get your sales off
whatever dime you are stuck on. - Start a referral program. This doesnt mean simply ask for referrals, but do it
routinely. Do it systematically. Have a method to ask, and have a method to reward
people who do refer. - Add products to your back end. The costliest part is getting new customers.
Why not maximize your investment and sell those customers additional products
and services. - If you sell a service, consider adding products that compliment it.
- If you sell products, adding services is even easier.
- If you sell free-form consulting, consider bundling specific services into a
“productized” form. Give it a name, make the price fixed. Typically the
“productizing” and fixed price enables you to sell at higher prices than
previously. - Raise your prices. Most people undervalue what they do and charge way too
little for it. And many others discount from their “list” at the drop of a hat. Stop
discounting, but if you must, always get something in exchange. Think tradeoffs.
And raise your rates for services and products both. - Joint ventures. Find people who have something you need, like products, or
customers and trade with them. Pool your resources. Pool your time. Create
something larger than either of you. Make it a win-win. - Strategic alliances. How does this differ from above? A strategic alliance partner
is only involved in one aspect of your business - in other words, they may source
leads or product. A joint venture partner is a deeper involvement. Youll work more
closely on more aspects. - Referral fees. You probably make these referrals anyway. Now get paid for
them. - Affiliate programs. This is simply the systemized approach to referral fees, and
on the internet is THE way to do business. - Take your white papers or articles and collect them into a special report which
can be used for marketing purposes, or sold outright as its own revenue center. - Sell a subscription to your service. Lock in the revenue and accelerate the
payments. Then give them special bonuses or super-service for being subscribers,
or members. - Create bundles out of all your existing products. Put things together and offer
special pricing. This may lower your “per unit” revenue, but it will increase average
transaction size, as well as total revenue. - The Rolodex routine. This means going through your Rolodex, name-by-name,
and calling everyone who looks promising. For something. For selling, for
networking, for referrals, even for “how do you do.” - Conduct a survey. Ask your client base questions. This process will get you
great information about your market, and it will always bring you “unexpected”
business. - Offer your services or products at a silent or charity auction. While this wont
bring in money immediately, it will almost always expand your client base. - Offer to let key influencers give away some of your time, product.
- If you have a service, consider turning your hard-one expertise into an
educational course. This could be an e-course, a tele-course, printed home study
course, even a live seminar or bootcamp. - Publish an ebook. Ebooks are a great way to promote your business and
generate quick revenue. - Speak, speak, speak. Especially if you are a master of your individual expertise,
speaking is a sure-fire way to bring in additional business. - Write articles. Articles and speaking compliment each other perfectly. Not only
write those articles, but get them published. Anywhere you can. - Focus your market. Many people try to cover too much ground. By becoming a
noted expert in a tightly-defined market niche, you can increase the power of all
your marketing efforts, bringing in more business for each marketing dollar you
spend. - Shift into an adjacent market. Sometimes your market niche is exhausted, and
sometimes theyre just plain broke. A shift into an adjacent market niche can bring
you all kinds of new business.
© Paul Lemberg. All rights reserved
Special Requirements for Reprint: we ask only that you include Paul’s name and resource box below with all active links.
Paul Lemberg’s clients call him “the unreasonable business coach” because he
insists they pursue goals and take actions far outside their comfort zone to make
more money than they previously thought possible. To get business coaching tips,
tools and
strategies like these, visit our business
coaching blog. To learn more about Quantum Growth Coaching Franchising oppurtunities visit our Business Coaching Franchise website.
Tags: business coaching, marketing tips, marketing tips strategies, sales and marketing, executive coaching
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Referrals - How to Get Them
By jungleitb | June 2, 2008
Referrals are an extension of Networking. If people like you
and like the sound of your product or service, then
there’s a good chance they’ll tell other people about
you.
If they already use your product or service and are totally
satisfied, then there’s also a good chance that they’ll
recommend you to others.
However, that won’t always happen - people won’t necessarily
go around singing your praises to other people, unless
someone asks them about you.
You can, however, take various actions to improve your
chances of getting referrals:
*Ask people - Ask your existing customers if there’s anyone
else they know who could use your product or service.
*Ask if it’s okay to contact them - and if it’s okay to use
their name
*Ask them - if they’d be kind enough to refer you to the
other person
*Ask if it’s okay to check back - and find out what the
other person said. (This encourages the person you’re
speaking to - to refer you)
*Offer incentives - Offer free product, a discount or a
prize to an existing customer who refers you to a new
customer. e.g. If I bring a new member to my health club, my
name is entered into a draw for a new car
*Offer a “finders fee” - to anyone who finds you new
business or donate money to their charities
*Have a referral form - This needs to be a simple document
that you hand out to customers or give away at events or
even post to people.
It needs to say something like - “Who do you know who could
use our product or service?” Then leave some blanks on the
form for the details. Mention what the incentive or reward
is for them to do this.
*Ask for letters of recommendation - Always ask existing
customers for some comments you can use on sales letters,
your web site or brochure.
*Listen for referrals - Keep your ears open for referrals.
Often a customer will make a throwaway remark - “My brother-
in- law suffers from the same problems in his business as I
do.” You then, ask politely about the brother-in-law’s
business and if it would be okay to contact him. (This seems
so simple but many people don’t pick up these remarks or do
anything about them.)
*Thank people for referrals - When new customers contact
you, ask them how they heard about you. (You should always
do this so that you can evaluate your advertising or
promotional activity) If they tell you that they’ve been
referred by someone else - send a thank you note to the
referrer. It’ll encourage them to refer more people.
*You refer business to them - It’s the old “I’ll scratch
your back if you scratch mine story” Tell people about
businesses you’d recommend. If you think they’ll do
something about it - phone your contact at the business
you’ve recommended. Tell them - “Watch out for so and so
who’s going to phone or come and see you.” Pass on any
details you have and hopefully they’ll do the same for you
one day.
Discover how you can generate more business without having
to cold call!
Alan Fairweather is the author of “How to get More Sales
without Selling” This book is packed with practical things
that you can do to - get customers to come to you .
Click here now
http://www.howtogetmoresales.com
Tags: Referrals, Networking, Selling
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Why Is It Important To Have Your Own Information Product On The Internet
By jungleitb | May 31, 2008
Imagine this, you open your email first thing in the morning and you see fifteen new orders; one from Switzerland, one from Australia, one from India, and a dozen from all over the United States. All for the product you just recently made available on the Web. It’s 7 a.m., you’re still sipping your first cup of coffee and only half awake, and already it’s been a very profitable day. While this scenario may seem more like a dream than reality to you right now, it’s entirely possible to achieve and it’s much easier to do than you might imagine. Besides starting each day with a big, Cheshire Cat grin, and dollar signs floating through your mind’s eye, there are numerous other benefits to having a product available on the web.
Positions you as an expert - Perception is everything on the internet and the creation of your own product results in positioning you as an expert and is a critical step in generating new business.
Builds your brand identity - Your product represents you and your business in the marketplace, and making it available on the Web is the first step toward getting your product into more hands, heads, and homes.
Reaches a global marketplace - Having a product available on the Web means that you’ve expanded your geographic marketplace from local neighborhoods where your product sits on a shelf, to the entire world via your website.
Creates a 24/7, passive revenue, profit machine - The Web never sleeps which means that you can literally turn your computer and website into a cash register around the clock, and many, if not all, of the processes can be automated.
Levels the playing field - In the past, the entrepreneur or small business owner was unable to compete with the larger companies which could afford to mass market products. The Web makes it possible for even the smallest of businesses to compete.
Instantly increases the effectiveness of your sales cycle - This is especially critical for service professionals. Often a consumer will opt to purchase a product as a trial before deciding to purchase your service. Having a quality product available on the Web allows them to get to know a bit more about you and what you have to offer.
In addition to the great benefits listed above, which apply to any online product, there are several more which apply specifically to information products and make them an even more attractive choice.
Greater cost-effectiveness - Since traditional production and distribution is unnecessary, your costs are significantly reduced and your margin for profit is significantly increased.
Increase your speed to market - While it might take months or years to get a hardbound book written, edited, published, produced, and distributed to book stores, you can deliver the same content in the format of an e-book and bring it into the world in a matter of days or weeks instead.
Content can be leveraged in several formats - The same content can be presented in several different formats; as an e-book, an ecourse, a teleclass, a home-study course, and the list goes on and on.
Opportunity for bold self-expression and learning - The Web allows you to get your message to millions simultaneously while at the same time offering you the opportunity to learn in action as you challenge yourself to create something totally unique.
© 2005 Michael Port & Associates LLC
Get more clients with Michael Port, expert marketing coach for small business owners and professional service providers. Free small business resources, networking opportunities, articles, advice and coaching on professional services marketing at http://www.michaelport.com. Receive a free chapter from ‘Book Yourself Solid’ at http://www.bookyourselfsolid.com
Tags: information product, info-product, information marketing, product marketing, selling info-products,
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