Building Your Business - 3 Key Questions To Ask Yourself
Building Your Business - 3 Key Questions To Ask Yourself
Think of friends you might have inadvertently lost touch with. Or a relationship that’s not as good as it used to be. Both can be examples of a lack of true communication. As a manager or leader, you can’t simply leave your team to communicate with your Customers. It’s up to you as well
This obviously involves genuinely listening to what Customers have to say (is it the same as your people tell you these people are saying?)But, it’s also important that you communicate with your Customers about what you are trying to achieve through working with them. Also, let them know what’s happening within your business - and how that's of benefit to them
Do you make the effort to conduct “special” communications with them? This might involve congratulations for a successful sales promotion; or letting them know about special events within your organization which might be of interest to them
Years ago, the secret of the world’s most successful car salesman was revealed. He sent over 14,000 greetings cards per year to his “book of Customers”. All kind of public and private celebrations were included. And, whenever these people wanted to change their cars, for some reason they contacted their “friend” who kept in touch!
2. Are you an ace targeter?
How much junk mail do you receive per day – whether by post or through email? And how much of it bears any relevance to your needs or interests? It can be the same when trying to build an effective communication relationship with your Customers. Do they automatically receive a standard communication – about a feature or promotion, for example? Or, is the communication targeted specifically to meet their known business interests or needs? Which is more likely to be effective?
So, for example, from now on should it be:“Dr Mr XXX” - rather than – “To whom it may concern”
3. How hard do you work at “Customer- communicating”?
It’s easy to end up falling into the habits of a comfortable routine – or, as it’s called: “Doing the same-old same-old”. Here are a few thinking-points about your communications:
# Do you advertise in the media your competitors use - to try and “steal” Customers away from them? This is a way to be a part of the "same marketplace"
# Do you have a schedule of regular and interesting mail or electronic communications with both your current and your prospective Customers? How about the occasional, polite, reminder to lapsed Customers - showing them what they are missing out on?
# If you use field salespeople, have you ever introduced a “call next door” policy. From just one established call each day, your person must also call at the business next door. Even if they gain nothing more than a new piece of information, you are laying groundwork for the future!
# Do all your standard pro-forma (which Customers see) carry some relevant form of sales message? Even invoices can be selling implements!
Building Your Business 3 Key Questions To Ask Yourself - To learn more about this author, visit Gordon Veniard's Website.
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1. Are you a regular communicator?
Think of friends you might have inadvertently lost touch with. Or a relationship that’s not as good as it used to be. Both can be examples of a lack of true communication. As a manager or leader, you can’t simply leave your team to communicate with your Customers. It’s up to you as well
This obviously involves genuinely listening to what Customers have to say (is it the same as your people tell you these people are saying?)But, it’s also important that you communicate with your Customers about what you are trying to achieve through working with them. Also, let them know what’s happening within your business - and how that's of benefit to them
Do you make the effort to conduct “special” communications with them? This might involve congratulations for a successful sales promotion; or letting them know about special events within your organization which might be of interest to them
Years ago, the secret of the world’s most successful car salesman was revealed. He sent over 14,000 greetings cards per year to his “book of Customers”. All kind of public and private celebrations were included. And, whenever these people wanted to change their cars, for some reason they contacted their “friend” who kept in touch!
2. Are you an ace targeter?
How much junk mail do you receive per day – whether by post or through email? And how much of it bears any relevance to your needs or interests? It can be the same when trying to build an effective communication relationship with your Customers. Do they automatically receive a standard communication – about a feature or promotion, for example? Or, is the communication targeted specifically to meet their known business interests or needs? Which is more likely to be effective?
So, for example, from now on should it be:“Dr Mr XXX” - rather than – “To whom it may concern”
3. How hard do you work at “Customer- communicating”?
It’s easy to end up falling into the habits of a comfortable routine – or, as it’s called: “Doing the same-old same-old”. Here are a few thinking-points about your communications:
# Do you advertise in the media your competitors use - to try and “steal” Customers away from them? This is a way to be a part of the "same marketplace"
# Do you have a schedule of regular and interesting mail or electronic communications with both your current and your prospective Customers? How about the occasional, polite, reminder to lapsed Customers - showing them what they are missing out on?
# If you use field salespeople, have you ever introduced a “call next door” policy. From just one established call each day, your person must also call at the business next door. Even if they gain nothing more than a new piece of information, you are laying groundwork for the future!
# Do all your standard pro-forma (which Customers see) carry some relevant form of sales message? Even invoices can be selling implements!
Building Your Business 3 Key Questions To Ask Yourself - To learn more about this author, visit Gordon Veniard's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr'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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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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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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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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