I hate complexity.
In the digital world there are many snake oil salesmen peddling complexity because it makes them money in the short term. They are getting found out as the business results are missing.
Unless something generates more leads, customers and cash in a reasonable time frame it’s a waste of time.
Those metrics are wins.
and winning is fun. Nothing changes the culture of an organisation like winning.
I’m with General Patton when he said:
A good plan violently executed right now is far better than a perfect plan executed next week.
Violently execute one of these things today and your bank balance will probably be healthier 30 days from now:
1. Send an email to 5 prospects asking what it would take to close a sale
If you’re note sure why someone’s not signing on the dotted line – ask them. Often it’s an easily fixable issue that opens the door.
2. Ask an existing customer for a referral
Good customers refer good customers. Ask a customer “What is the primary benefit you got from using our product? Do you know anyone else who would benefit from it?
3. Upgrade a customer
Would you like fries with that? Small, medium or large? They wan’t what you’ve got now is your opportunity to add more value to their experience and your sale.
4. Go back over old quotes
I once put 2 sales people in a room to call quotes they had responded to in the previous 3 months but not closed. I have them a simple script and a phone. The result was $86,000 in sales in one day. You have potential customers on your desk and your inbox.
5. 10 cold emails
“Cold” anything is a numbers game. Do it often enough and you will get something out of it. Cold email (or Linkedin) messages need to be super valuable to get any cut through and they are still worth it if you can scale it
6. Package your knowledge and give it away
My Growth Guide has been downloaded hundreds of times. It gives people who could use my services a small taste of what it would be like to work with me and has been extremely effective in attracting new clients.
Collect old blog posts, customer correspondence – anything that can help your prospect. Package it up, give it to them and make sure you have a method to follow up
7. Test a new product on an existing customer
Those ideas for a new product or service that are swimming around your head? Call an existing customer and ask “If I did this?…Would you pay this?” The idea isn’t validated until they’ve paid you.
8. Approach a partner
Who’s got your customer? I’ve been working with more creative agencies as they wan’t to ensure the performance of the campaigns they are coming up with for clients. Approach someone who has your ideal client and you can bring complimentary skills to the relationship. Make sure it works both ways.
9. Pitch a journalist
Getting covered in the media is far easier than most people think. Look at who is writing about your industry and get in touch with them. If you can provide an interesting angle, stats or insights that the journalist can’t get themselves you will get covered. Media will not explode your business by itself but it can be used to stair step credibility with customers and partners.
10. Run a trade in offer
This tactic isn’t just for car dealers. Contact a customer who has had your product or service and offer to trade it in for the newer/bigger/faster version you can provide now. You are in the incumbent supplier and in most cases it’s harder to move away and change but you need to keep adding value.