“There’s no more big ones” quipped my 3yr old as she scooped an empty spoon from the ice cream cup. The same is true drilling your network for new business: the sea has turned red, time to forage afresh. Here are some sure ways to kick start.
New growth is achieved by being different and heroic, but with big corporations hording their cash and banks refusing to loan small businesses much needed finance, the US has more than a fiscal cliff on its hands – it has growth crisis that threatens to stifle the very core of America’s economy: small business owners.
Within any entrepreneur’s purview all manner of initiatives and schemes exist to boost business growth. Sadly most can’t through lack of time and resources. The vital ingredient to pursuing opportunity without regard to resources currently held lies in creating affordable actions and simple communications that generate new business opportunities with warm contacts. To help beat the bushes there are eight practical initiatives you can apply to drum up your staff’s involvement, rapidly creating a simple program of actions that can kick-start a river flow of opportunities.
Value creation is determined by how tightly your business is run and the quality of your customer relationships – retaining 5% of your customers can add 25% to the bottom line. Satisfied clients and suppliers are a great place to start by simply asking who in their company/market you might be able to help. This is an effective way for your client servicing teams to engage their clients and vendors to generate opportunities, whether it’s inviting the client to discuss this with your CEO through to the power of proactive proposal writing by the team that provides the most immediate impact.
How did you feel the last time you received a genuine hand written note? Send notes to a handful of influential people either at a client’s business or a prospect you know. It’s amazing how effective it can be to trigger “why should I care?” from the client. Yes, it’s laborious and your handwriting better be in reasonable shape, but the approach works, especially if you make sure the note is promising lots for them, not you!
Business often suffers when you’re unaware of your brand’s standing because your client quite literally doesn’t believe that you can do what you say you can do. Therefore, more often than not, we need to give to get for an opportunity to meet with a prospect. To demonstrate your diverse grasp of the category consider emailing an article or some recent research from a related field that shares an invaluable perspective on the client’s business (including clients you haven’t talked to in years) with an outline of the actionable insights you wish to share that will benefit the client in multiple.
Don’t be frightened by Possibility, She makes a great mistress. Write a provocative byline with a strong POV and send it to the editor of a magazine, paper or blog your customers and competitors read. You might get lucky and its published or at least they’re open to hearing more about you. If all fails you now have a strong POV to present, tout in a sales letter, host on your web site and use as part of an office wide social media outreach campaign for the company.
It’s not actually who you know, as the saying goes, it’s how you use who you know. Encourage the office to identify 25+ people – commercially important to your business – invite them to an informal group discussion (8-16 attendees) on a hot topic at a salubrious location for breakfast or after work. Aside shared insights, the goal is to make an appointment with each attendee post event, and approach those who did not attend using the outputs from the discussion as a lever for opening a conversation.
Consider having the team send a thank you gift (as simple as a good book) to a few people who referred you or gave a reference for you. It might have been some time back, but the act of recognition is rarely refused and showing appreciation inevitably leads to a follow up opportunity where new ideas you have prepared can be discussed. Remember, nine times out of ten, people will answer back when spoken to.
People are a brand’s greatest asset and to lead a team you first need to be in the team; when a business shares a deep and broad connection with its employees, they go above and beyond what’s expected of them. When employees are excited and focused, servicing customers who are satisfied, the business runs well. These initiatives are simple to accomplish and if engaged with enthusiasm they will entice the office to be involved to pool their knowledge and get them vested in the success of the business. The difficult part is follow-through.
Nothing in the world takes the place of persistence and determination. Build momentum by creating a low cost competitive initiative that is team based using all of these actions to rapidly promote the business. If you have the benefit of a new business professional representing your company the task becomes a lot easier to orchestrate, especially the art of following up. While being fully prepared for delays the key is to have fun with the program by coordinating it enthusiastically versus efficiently, and with regular office alerts on progress, impact will be felt within weeks. Let’s grow.