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Move from Mild Success to Wild Success

Written by: Mike LeMaster

Article Overview: Referrals, Repeat and Reactive new business is the revenue base that funds your current company. With that being the case, what is the funding mechanism that fuels your future growth potential?

Move from Mild Success to Wild Success

Discover how to extend your revenue stream...

Referrals, Repeat and Reactive new business is the revenue base that funds your current company. With that being the case, what is the funding mechanism that fuels your future growth potential?

We call it Incremental Revenue – the result of finding and securing new business that is not looking for you.

Future growth can be challenged if your company is limited to Referrals, Repeat and Reactive business opportunities. Proactive measures to secure incremental revenue will ensure the on-going viability and sustenance of your organization.

However, there are differences that need to be recognized and addressed to successfully secure incremental revenue.

Is all new business looking for you? If not, how are you going to find it…or help it find you? Here is a short list of considerations:

1. You need to define your ideal customer/client before you begin seeking them out.

2. You need to decide the best approach and message (value proposition) to get your prospect’s attention focused on your company’s products and/or services.

3. Your point(s)-of-contact should be highly personalized and customized to your targeted prospects.

4. A mindset change may be needed! Incremental new business may be a longer, more challenging sales/decision cycle. Remember - nobody referred these prospects to you…they don’t know you…and they didn’t contact you on their own initiative. That is why we say this sales/decision cycle might involve more steps, creativity, resourcefulness and patience. Thus, the importance of identifying ideal prospects before you invest the time and resources needed to secure this incremental revenue.

5. Do not let go with both hands to get a better grip! Integrating an approach to find incremental revenue along with Referrals, Repeat and Reactive business is a formula for lasting success. We are not suggesting you ignore or short change the building of referral relationships, or the continued nurturing of existing customers/clients.

This is not an either/or argument. This is simply a method to extend your success. We are suggesting that adding an approach to secure incremental revenue might be the difference that will move you from mildly successful to wildly successful!

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Article Tags: business opportunities, creativity, current company, decision cycle, incremental revenue, initiative, mindset change, new business, patience, proactive measures, prospects, referral, referrals, relationships, resourcefulness, revenue base, revenue stream, sustenance, value proposition, viability



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