Even in the current conditions, growing your business is likely to be your number one objective. But within the current economic downturn your ability to develop can be muted.
How do you continue to increase your bottom line when your finances continue to be stretched? How do you continue to cultivate your client base when even your most loyal customers are cutting back on their own spending?
According to Craig Fisher of The Sales Expert, the trick is to stick to your guns. "Securing a healthy bottom line during a downturn is all about being proactive and striving towards results," he says.
"You're in charge of your business, not the economy. Be confident in the strength of your product or service and make sure your practice screams progression, not regression."
The Sales Expert offers the following tips to help boost sales even when the going is tough:
Look internally at
your business
This is simple enough but is something many businesses fail
to do until there is a problem. Remember to work on your business, not just in
it
Attitude
Don't wait for business to come to you. Be proactive, focus
your efforts on growing your client base and avoid the effects of an economic
stranglehold
Allocating resources
Don't make financial cuts within your sales and marketing
budgets. While your competitors cut back you should move forward so sell your
way out
New business
An economic downturn brings uncertainty. So never
underestimate the importance of winning new clients. New business is the
lifeblood of a healthy bottom line
Existing clients
Treat each client as if they are your only one and you only
work for them. Expand your offering and expand the relationship. Give your
clients more for their money and they will find it difficult to leave
Listen
You were given two ears and one mouth for a reason. What are
your clients really saying? What do they really want from your service? Don't
assume you know what your clients want; listen and they'll tell you
New business from old
clients
Combine the last two steps and you will find yourself with
new business from a familiar face. Building up a good rapport with existing
clients will unlock the door to further business; either directly from them or
a referral
The elevator pitch
Take the time to construct and learn a 30-40 second pitch
for your company and its product or services. You never know when or where a
new business opportunity may present itself. Be ready to sell
Qualifying
Why waste resources on leads that are unlikely to end in a sale?
Actively qualify each new lead. Being economical with your prospecting may also
uncover a new niche market for your product or service
For more information visit www.thesalesexpert.co.uk
