Move from Mild Success to Wild Success
Move from Mild Success to Wild Success
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!
Move from Mild Success to Wild Success - To learn more about this author, visit Mike LeMaster's Website.
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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!
Move from Mild Success to Wild Success - To learn more about this author, visit Mike LeMaster's Website.
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton'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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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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