How Can I Get More Business?
Last week one of my close sales friends told me that she didn't have any appointments scheduled for the next week, and asked me where she might find some new business. I get this question all the time from friends, clients, and associates, so I thought I would address it in this month's sales tip! So, here are some great ways to generate more business and have more appointments than you can handle:
1. Cross Sell To Your Existing Clients
The first thing you need to do if you are searching for more business is to tap into your existing customer base! You already have an existing relationship, you have built trust, and are solving their problems. So, the logical next step is to make sure that you are providing them with a TOTAL solution. So, my question to you is this: are you currently providing every product or service that you offer to every client you have? If not, there should be plenty of opportunity to cross sell your current customers!
2. Ask For Referrals!
Again, the easiest way to uncover new business is to tap into the customers you already have! Let's face it, everyone wants more referrals, right? But, are you doing what you need to be doing to generate them? Are you even asking? If not, you need to tap into this opportunity to grow your business! (If you need help here, call me).
3. Tap Into Your Professional Network
The third step you can take is to look at your current network. Who do you know that has a business that doesn't compete with yours, and serves the same type of client base? If you can identify some people in your network that fit this profile, there may be an opportunity to partner with them to add value for their clients, as well as yours. Set up a lunch meeting to discuss this with a couple of people in your network.
4. Network, Network, Network!
If you have done the first three, and are still looking for more business, identify some networking opportunities that will give you exposure to your target market. By putting yourself out there and exposing yourself to more opportunities, you are putting yourself in a position to attract more business.
5. Build Up Your Internal Network
What do I mean by internal network? I'm talking about building your relationships with other people that do what you do, whether it be in your company or your industry in general. The reason for this is that people refer clients and customers that aren't ideally suited for them all the time. For example, I often refer clients that aren't a good fit for me to other coaches. Sales people that can't help a prospect do this quite often. If you can create some strong relationships with other people in your industry, and let them know you can help them if they need it, it can become a good source for new business!
If you follow these five tips, you should be well on your way to booking up your schedule again with good opportunities!
Happy selling!
