How can I grow my business in 2019?
or ... help me make sales!
Everywhere I turn, I keep hearing this question. So much so, that I would like to share with you some good practices that work for us and our clients. Why am I sharing this and not saying call us to do this for you? Well simple. At the end you just might do that anyway, once you understand the work needed to grow your business in 2019.
Take a day or two – sit down and really answer the following questions. The more detail you provide, the more your business growth plan will take shape. These questions apply to everyone, B2C, B2B, big enterprises, mid-size businesses, small companies alike. Ironically, the bigger the business size, the more this gets ignored.
Step one: LEARN
What do you have to offer and why should someone buy from you? (this applies for both selling to individuals or to businesses). Take a good look at your business and answer these questions:
- Who is my customer?
- What do they want?
- Do I have it?
- How can I make them want it?
Where are you selling and where are your customers? Are they in the same place? if not, (and this should be the answer for all – otherwise your market is too small for you to grow in) where are they? Where are they going to find information to buy what they are looking for?
When do your customers buy from you? Are their purchases driven by market influences, seasonal, or as-and-when required?
How do your customers buy from you? Online, offline, do they need to learn about your product/service?
Why should your customers buy from you? What makes your product/service special? What makes your produce/service special TO YOUR CUSTOMER?
Step two: PLAN
Now look at your goals.
What are you trying to achieve? Not just ‘make sales’ put a number to it. Be realistic here you’re your return on investment calculations (ROI) to really know how much you need to sell to make a profit.
How are you going to achieve your goal? Here is where you take the answers from part one and turn them into an overall high-level plan – say over the period of six months or a year, take into account how long it will take from initial contact to closing the sale; depending on the product/service this can be days, weeks, months or years.
Where, Why & When are you going to achieve your goal? here’s where you break your high-level plan into daily, weekly and monthly activities.
Step three: REVIEW
Go back and check your plan – did it incorporate everything you have learned from step one?
Does your plan include lead life cycle tasks? (raise awareness, make contact, follow up, establish relationship, follow up, build connection, follow up, offer proposal, follow up, discuss proposal, follow up, propose sale, follow up, review sale, follow up, close sale). Your minimum contact point – FOR EACH PROSPECT – should contain at least 5- 7 touchpoints.
Does your plan include sales generation activities? Social media, telemarketing, events, direct messaging, postal mail, email (note if consent given). Your minimum contact – FOR EACH PROSPECT – should contain each one of these activities.
Does your plan include team strengths & weaknesses and time availability analysis? Successfully growing a business takes a team, not an individual. The best bosses recognise this and channel key talent in the right areas to get ahead. Review capabilities, sourcing where best appropriate – internal or external.
Do you have allocated appropriate funds? To successfully grow your business in 2019? Ensure budgets match your plan and have an emergency bucket fund, as all too often things change, which will require you to be flexible enough to adapt to any unexpected situation.
Step four: EXECUTE
Once your solid plan has been established, approved and secured funding it is time to execute your plan.
Meet regularly with all team members to ensure information is shared and all remain focussed on a common goal. Ensure this is a sharing session and not a blaming session, which happens all to often, thereby losing project momentum.
Review successes and failures. My favourite here: WWW (what went well), WWW (what when wrong) and EBI (even better if). This will enable you to adapt tasks as and when required during the project, again keeping a common focus.
Upon project completion DO NOT FORGET TO REVIEW with the entire team. The majority of projects are simply finished and done – if lucky there will be one short call with stats and results. With an investment into growing the business is baffles me to hear many projects leave it at that, rather than completing one final assessment of WWW, WWW, EBI to offer a repeated project and grow bigger the second time round. Which, by the way happens most of the time as staff know how do to it, what to do, where to go, when to get busy, who to find, and why teamwork is important.
So why do I believe you may just give us a call now? Because there is a lot of work which often requires experts from various backgrounds. Quite cheekily, being a telemarketing expert that’s where we can fit right in 😊.