Find business in your own back yard
First look in your own back yard. If you need more business, chances are that you can find some opportunities amongst your existing and previous customers. It is always easier to communicate with people who know you. Remember the 'Acres of Diamonds' story where a South African farmer sells his farm to go diamond prospecting only to discover that the farm he sold was littered with them.
Simple steps for searching in your own back yard:
1. Send all of your old customers an invitation to update their contact information. Include an incentive for responding to your request.
2. Send all of your customers a survey asking about anticipated needs for the coming year. Include an incentive for completing the survey. For more complete results, telephone them.
3. Send all of your customers a survey asking about satisfaction with the services provided. For more complete results, telephone them.
4. Manually review old customer records to check contact details and update e-mail addresses.
5. Hold an internal competition for your sales team based on how much business they can get from customers who haven't bought in the last year.
Tell me a about a new idea, method, or technique that has worked or you. I will send a free gift for every submission and supply a free place on a one day self led course for submissions I publish.
Simple steps for searching in your own back yard:
1. Send all of your old customers an invitation to update their contact information. Include an incentive for responding to your request.
2. Send all of your customers a survey asking about anticipated needs for the coming year. Include an incentive for completing the survey. For more complete results, telephone them.
3. Send all of your customers a survey asking about satisfaction with the services provided. For more complete results, telephone them.
4. Manually review old customer records to check contact details and update e-mail addresses.
5. Hold an internal competition for your sales team based on how much business they can get from customers who haven't bought in the last year.
Tell me a about a new idea, method, or technique that has worked or you. I will send a free gift for every submission and supply a free place on a one day self led course for submissions I publish.
posted by Clive Miller | 4:45 PM
2 Comments:
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Well said.
When I was a sales engineer our sales team would look at creating demonstrations based upon what clients were communicating was their direction. We always had great relationships (and spectacular return sales rates), so I'm assuming the free, unsolicited proof-of-concepts helped our product and service numbers.
Cheers,
--Jeff Narucki
jeffn@startupattitude.com
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