How To Get More Business - Small Business Marketing


Uploaded by ProfitConvergence on 23.06.2011

Transcript:
Hey everybody. Jay Simcic here with ProfitConvergenceInc.com. And today we're going to talk about how to
get more business.
Ever find yourself Tossing… turning… having sleepless nights. At one time or another nearly
every entrepreneur or business owner has wrestled with the thoughts and ideas of how to get
more business to come in. Often times they feel trapped, like they’ve tried everything.
But have they?
Have they exhausted all means possible.
Do they just need a few good marketing ideas?
What you’re about to get is not an end-all-be-all list of ways to get clients, customers or
patients but it will be a list of things you can implement now so that you can begin seeing
more clients, customers, or patients… more revenue, and a boost in profits within the
next 90 days.
Referrals
Getting referrals can be one of the fastest methods for generating more business for any
company. Start talking to your customers, clients, or patients and ask them for referrals.
Some people feel funny asking but considering you have the ability to help people, you can
explain that they don’t have to mention the word referral. All they have to do is
let people they know that you are available to help them. Educate your clients on the
best way to ask for referrals. And most of all, always treat them with the utmost respect.
Customer Reactivation
Get your customers back. They’ve gone somewhere. They may have left because they moved. Some
may have left because it’s a matter of out-of-site-out-of-mind. Others possibly left because they felt they
were wronged. All you have to do is ask them to come back, apologize for whatever it was
you did (even if you didn’t do anything wrong), and make them an offer they can’t
refuse. Do this and I’d bet you get a percentage of them to come back. Just by communicating
to them will be one thing more than what most businesses do to get clients back.
Endorsements
Get your colleagues to endorse you. Who do you know that would say good things about
you? Your current clients? How about the professionals you do business with. Connect with as many
people as you know and ask them to mail to their list of clients, customers, or patients.
Explain that you will write the letter and cover the cost of the mailing. Explain that
you will give them a percentage of any business you get, if it’s legal to do so. By doing
this you’ll get the ability to expand your customer base. You’ll want to follow up
regularly but you should be doing that anyway. This is a great way to pick up new clients.
Customer Appreciation Events
Get customers to come in and bring in others. The way you do that is with customer events.
Show your appreciation. Make super special offers, have door prizes, make it a fun experience
for everyone and you’ll be remembered for a long time to come. Make sure you let them
bring people with them. That will be the key because now you’ll be able to impact many
more people. Get their names, addresses, and email. Start building communications with
them and you may gain new customers for life.
Get Leads From Your Competitors
Call up competitors and non-competitors alike and ask for their unused leads. You can also
make them incentivized offer giving them a new stream of income. You’re probably wondering
why they would give you leads. The truth is, at first they may not. But when they realize
that they have the ability to gain an additional stream of revenue by using you then it may
get their greed glands pumping. You see, it’s not like you will be stealing them. The idea
is to compliment what they are doing and give them the ability to monetize prospects and
clients who are not making them any money currently.
Get Leads From Your Vendors
How many times have you gone to your vendors and asked for referrals? Probably not many
if at all. But guess what? They more than likely have large lists you can leverage.
All you have to do is show them that you will treat their list with utmost respect and courtesy
if they are willing to offer you referrals. You can also provide them another source of
income by incentivizing. It’s a win-win for everyone involved.
Telemarketing
Hire a phone sales person or outsource one to perform cold calling. Most people don’t
like to cold call. The good thing is you don’t have to do it yourself. You can drum up more
business by hiring out to do the hard stuff then you can come in and close. If you don’t
want to do any sales then you can always hire a sales person. Use your strengths and hire
out for everything else.
2-Step Lead Generation
Leverage your articles and documentation to provide a report that educates and sells your
products or services. Use that report to attract people who want to do business with you. You
can use a website to collect names and emails. You can use direct mail and order forms to
deliver these reports in physical format. Leverage these tools to build your list. As
you build your list it’s important that you communicate and build a relationship with
your list. Use these tools to educate and sell.
Loss Leader
Give away stuff at low cost in order to up-sell them on the back-end and with follow-up sales.
You have to look at what your offerings are and determine what works for you. Every small
business is different. You might be selling a product. Someone else might be selling a
service. And if you look and search enough you should easily be able to find a loss leader
that works for your business that attracts clients, customers, or patients. Once you
get them as a buyer for your loss leader its your job to continue to market to them over
and over again.
These are just a few methods you can use to generate leads. This is definitely not a full
list of how to get more business but I’d be willing to bet that if you implement just
one of these you should be able to generate more business within 90 days.
If you'd like to learn more, visit www.ProfitConvergenceInc.com and get your profit leak audit.
This is Jay Simcic for Profit Convergence.