10 Steps To A Better ‘___’ Business – Part Three
Part three: The following ideas have proven effective for the Business enhancement success of ‘any’ business. Fill in the ‘__________’ with your field, and apply accordingly.
Sell an inexpensive ‘introductory’ product:
If you are in a position where you have a product line, make it easy for people to start dealing with you. Find something that they will enjoy using and get them on your client list. Perhaps you can also offer something for ‘free’ to get them hooked? Not necessarily a ‘loss-leader,’ perhaps something that is inexpensive and will demonstrate your ability to deliver when you say you will, as well as introduce them to what you have to offer.
Use business discussion and news groups:
Internet based groups are a source of business research and if you are careful a source of subtle self promotion and awareness. A word of caution here, don’t be overtly commercial as it will backfire on you big time! Selectively use online social media as a way of building connections and credibility.
Personalize with your picture:
People like to deal with real people. Even if your business is internet based, they like to know that there is a real person behind the product or service they acquire from you. As speakers and trainers especially, we are in the personal services business. Make sure it is a current picture and that it shows you smiling. Personalize your business – you’ll be glad you did!
Up-sell to all of your clients …add on, premium, extras, and related items:
This is one of the success secrets of generating additional business and increasing your bottom line. Design what you offer so you can provide a choice of at least three levels: good, better, best and then offer it to each client. Give them a choice with at least 3 alternatives. Make sure each is value-added and meets their needs.
Don’t be afraid to ask for the order and the upgrade …remember a simple …”would you like fries with that?” has made MacDonald’s very profitable. Look for ways to add other items to your product or service mix that will be a benefit to your clients. If so, then offer them! Remember your goal is to help them improve their life or business. What do you offer that will do that? I offer consulting, facilitation, team training, executive debriefing sessions, panel moderation, company spokesmanship or multiple sessions that save my clients additional airfare and expenses?
Bonus: Ask for referrals:
Here is the business building secret of the sales superstars, and in every field of business. “Who else do you know that would benefit or be interested in what I offer? Why is we often work dilligently to get their business and then, after we have knocked their socks off with our superb execution, that we fall short of asking them to share us with those they know and care about? Ask, and ye shall receive! This bonus point has opened doors for me around the world.