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!
Move from Mild Success to Wild Success - To learn more about this author, visit Mike LeMaster's Website.
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Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Mike LeMaster
(Visit Mike's Website)
Mike LeMaster, Revenue Coach, is President
and Founder of Sales Coaches
International, LLC. An innovator and
conceptual thinker, Mike has a Degree in
Economics from Denison University and
almost 30 years experience as a
strategist, coach, and leader to business
owners and other key decision makers. Mike
understands revenue acquisition to its
fullest and has a deep appreciation for
the value of institutional excellence. He
also knows the importance of designing and
implementing revenue-generation and
acceleration-supporting infrastructures
that drive immediate and sustainable
business results. Mike’s collaborative
approach is a winning formula that
identifies people, protocols, tools and
systems needed for businesses to achieve
full revenue potential. His vision,
experience, skills and abilities enabled
Mike to apply his concepts and strategies
to build a successful business of his own.
And, in doing so, has delivered on the
demands of business leaders who look to
achieve their own substantial business
growth. For more info, contact mikelemaster@salescoachesintl.com or visit www.sale
scoachesintl.com. Also, you can read
Mike’s Linkedin profile at
www.linkedin.com/in/revenuecoach.
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