An 8-Step Strategic Marketing Approach For New Business From Former Clients
An 8-Step Strategic Marketing Approach For New Business From Former Clients
Not keeping inn touch with former clients and customers is very short-term thinking and definitely is not strategic thinking. Actually, former clients and customers can be the best source of new business for you. Remember, it costs anywhere from 2 to 40 times as much to acquire a new client or customer than to keep an existing client or customer. With this in mind, Your Strategic Thinking Business Coach offers the following 8 strategic steps to gain new business from your former clients and customers by building an effective contact program.
Strategic Step #1: Develop a list of all your former clients and customers, as well as centers of influence and other referral sources. This may mean sorting through old business cards, address lists in word processing files or old address books, etc, You should also put on that list the names and contact information of friends, colleagues, suppliers, professional associates, etc. The most important thing is to compile the list and then you can look at the list later to determine if any contacts should be deleted.
Strategic Step #2: Determine the message you want to deliver to the contacts on your list. You do not need a specific reason to contact them. It is legitimate to contact them to see how they are doing and to “just touch base” with them. When developing your message, you must incorporate what action you want the recipient of your message to take after receiving it.
Strategic Step #3: Determine the methods of contact to deliver your message. This will probably include: telephone calls, an email, or a letter. The key here is to be as personal as possible when you make the contacts. You will probably break your list into categories of method of contact.
Strategic Step #4: Determine the number of contacts you want to make and within what specified time period. Prioritization of your contact list is a strategic thinking move. You only have so much time, so use it wisely and strategically.
This may also cause you to do a “time-released” contact due to the needed follow-up after the contacts.
Strategic Step #5: Determine your “follow-up” plan. This will be dependent upon what action you have asked your contact to take after receiving your message. You must commit to making sure you do the follow-up contacts in a timely manner.
Strategic Step #6: Develop and implement a tracking program so you can evaluate the effectiveness of your client/customer contact program.
Strategic Step #7: Commit to continuous improvement in your client/customer contact program. Review your efforts on a regular basis and adjust your program as needed.
Strategic Step #8: Seek outside advice and assistance from a business coach or marketing consultant to gain additional insights and to be sure you hold yourself accountable in this effort.
Your strategic thinking business coach encourages you to fully realize the benefits of business coaching to strategically market and grow a profitable business. If you would like to learn more about how a strategic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com
An 8Step Strategic Marketing Approach For New Business From Former Clients - To learn more about this author, visit Glenn Ebersole's Website.
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How much of your marketing effort is dedicated to marketing and obtaining new clients or customers? Are you devoting your entire marketing effort to find new clients? Or are you using some strategic thinking and developing a strategy to get back in touch with former clients to gain new business from them? It has always intrigued me in my business coaching and business consulting practices that so many businesses give very little effort to or totally ignore past clients and customers that are no longer active.
Not keeping inn touch with former clients and customers is very short-term thinking and definitely is not strategic thinking. Actually, former clients and customers can be the best source of new business for you. Remember, it costs anywhere from 2 to 40 times as much to acquire a new client or customer than to keep an existing client or customer. With this in mind, Your Strategic Thinking Business Coach offers the following 8 strategic steps to gain new business from your former clients and customers by building an effective contact program.
Strategic Step #1: Develop a list of all your former clients and customers, as well as centers of influence and other referral sources. This may mean sorting through old business cards, address lists in word processing files or old address books, etc, You should also put on that list the names and contact information of friends, colleagues, suppliers, professional associates, etc. The most important thing is to compile the list and then you can look at the list later to determine if any contacts should be deleted.
Strategic Step #2: Determine the message you want to deliver to the contacts on your list. You do not need a specific reason to contact them. It is legitimate to contact them to see how they are doing and to “just touch base” with them. When developing your message, you must incorporate what action you want the recipient of your message to take after receiving it.
Strategic Step #3: Determine the methods of contact to deliver your message. This will probably include: telephone calls, an email, or a letter. The key here is to be as personal as possible when you make the contacts. You will probably break your list into categories of method of contact.
Strategic Step #4: Determine the number of contacts you want to make and within what specified time period. Prioritization of your contact list is a strategic thinking move. You only have so much time, so use it wisely and strategically.
This may also cause you to do a “time-released” contact due to the needed follow-up after the contacts.
Strategic Step #5: Determine your “follow-up” plan. This will be dependent upon what action you have asked your contact to take after receiving your message. You must commit to making sure you do the follow-up contacts in a timely manner.
Strategic Step #6: Develop and implement a tracking program so you can evaluate the effectiveness of your client/customer contact program.
Strategic Step #7: Commit to continuous improvement in your client/customer contact program. Review your efforts on a regular basis and adjust your program as needed.
Strategic Step #8: Seek outside advice and assistance from a business coach or marketing consultant to gain additional insights and to be sure you hold yourself accountable in this effort.
Your strategic thinking business coach encourages you to fully realize the benefits of business coaching to strategically market and grow a profitable business. If you would like to learn more about how a strategic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com
An 8Step Strategic Marketing Approach For New Business From Former Clients - To learn more about this author, visit Glenn Ebersole's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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