In our companies and client’s companies, it is always a great feeling when you can identify key opportunities in your existing business!
As a business coach and consultant, there are 5 key secrets to growing your business without having to hit the streets and knock on doors.
I can’t stress enough the importance of consistency when utilizing these 5 key secrets to growing your business!
Let’s get to it! Here are 5 secret ninja moves to growing your business!
1. Referrals Grow Your Business
Every client you have ever done business with has the power to lead you to a new, warm and “ready to buy” lead. The biggest challenge with capitalizing on getting referrals is simply asking. The key is to ask before the deal and after the deal! That’s right, asking before and after is important. I see most people asking by saying “hey if you can think of someone who could use our products and services, please send them our way” vs “Hey, who do you know that would benefit for our products and services?” The difference in these two statements is one is very general, usually ending with the customer responding “Yes, if I know someone, I will send them your way” vs the second version, which means your holding out until you get a name and contact. If they can’t think of anyone you could always rephrase it as, “if you could think of one person who could use would benefit from our services who would that one person be?” Now… wait for a response. You would be surprised by how rephrasing this question gets your client thinking of someone. Always grab a phone number from that person and ask if they could introduce you via email.
Let’s say you have worked with 10 clients and 25% give you a name that’s an extra 2 – 3 clients! Just remember it’s never too late to call old customers to check-in and ask!
2. Up-Sell Business Secrets
If you are proposing your basic service, it never hurts to pitch and propose your higher-level packages or services. Often, there
3. Cross-Sell Growth Opportunities
Amazon is the king of the cross-sell!
4. Re-Booking Grows Business
It’s all about the follow-up! If you sell a hard product or service, schedule a re-booking with the customer. This could be a re-booking for a service or a re-booking to follow up with a product. So many of these opportunities are missed, especially in the product industry because we assume the customer won’t buy again. The reality is when you go to follow up with the customer after they have purchased, they might just be in the market for another product or they are looking to upgrade the product they recently purchased. You could literally double your revenue from asking the simple question, “Can I book you in for another service”. If the customer is unhappy with their product or service, there is a great opportunity to offer a better service or product that will result in an up-sell. If they are head over heels with their existing product or service this is the ideal time to ask again for that referral! Double your business with re bookings!
5. Follow Up Is A Key Secret
They say sales are made on the 7th or 8th contact and most sales professionals quit at 2 or 3! Follow-up with your customers in unique ways that keep you top of mind! The trick is to have your customers and prospects constantly thinking of your company! We do this by dropping off a box of donuts with a message written inside of the box, a handwritten mailed letter, endorsements or recommendations on LinkedIn. Most companies never follow-up, so follow-up consistently in unique ways and you will find you get more referrals and customers that need more of your products and services! Don’t give up we are following up with customers and prospects that might not have purchased yet and it’s been years! Sometimes, follow-ups can take years before the customer is ready but when they are ready they are going to think about you! Follow up is a form of services! People appreciate great service, and great service creates business growth!
Systems: Make this part of your sales process! Have a specific process for follow up and how you are going to follow up. This could be something like this:
1st Follow-up: Personal Email with Article
2nd Follow-up: LinkedIn Connection Request
3rd Follow-up: Phone Call
4th Follow-up: In-Person Visit with Donuts
5th Follow-up: LinkedIn Endorsement
6th Follow-up: Google Review
7th Follow-up: Invite your Friends to like their Business Facebook Page
8th Follow-up: Personal Text for Lunch
This will ensure every time you follow up is a bit different and unique and keeps you from quitting.
When asking referrals, make it a part of your process to ask before, after, and in follow-up. When up-selling, always present 3 options if possible! Your cross-sell should always mention products or services that would complement and add value to the existing purchase!
The key is to bake these 5 key strategies into your sales process and customer on-boarding process. This will unlock the hidden opportunities within your business without having to go and prospect cold! These strategies have literally helped us to create thousands of dollars without having to get more new sales!
If you have questions about how these strategies can be implemented in your business, contact us at email@example.com