Externally valid tips for running a successful business
31/12/2010
How to Keep Your Phone Ringing and the Orders Coming In
Jeni Wilcock from Sullivan Dewing, www.sullivandewing.com.au
For existing customers:
1. Develop at least a quarterly call program or drop in visit if appropriate.
2. Always build the relationship so that when they are ready to buy they buy from you.
3. Contact all (or the top 20) of your customers/clients with a phone call or personal visit to see how they are travelling. Start a conversation - it may lead to a sale.
4. Package your services or products. Provide a value offer. Give the Macdonalds example, "Do you want fries with that?"
For new customers:
1. Clearly articulate your ideal client.
2. Find where they are and market directly to them with an offer.
3. Consistently market to them including some "value", again so that when they are ready to buy they think of you.
4. Revisit your last 12months of quotes & sales leads. Follow up. Were they happy with the chosen supplier/provider?
5. Think about who else has your customers and develop a relationship with them to exchange referrals.
Overall:
1. Be organised about your marketing, know what you want to do, when you want to do it and what result you want to achieve.
2. Always have a few marketing irons in the fire - one of them will get a hit! When do any kind of marketing ensure that you include a call to action.
Craig Doyle from the SSHED, www.sshed.com.au:
1. Review your existing customer list & call your best customers
2. Make sure all your inquiries have been responded to
3. Learn the difference between account management & sales
Maria Cook from St George & Sutherland Business Enterprise Centre, www.becsmallbiz.com.au:
My suggestions are more aimed at consultants and working at a strategic level about how to spread a word of mouth referral virus.
I have a tool I use to assist businesses identify key message based on the industry and then identify who they know & level of decision making power and then identify action steps and monitor results.
Shivani Gupta, www.shivani.com.au:
E-mail newsletters – keep the visibility, spend time talking to people
