In this post “Getting Results” part 4, we are going to discuss gaining new customers. As we grow our businesses it is important to understand that you can never let up on gaining new customers as you never know what will happen to the ones that you already have.
Not too long ago we were discussing this point with one of our clients and they boldly told us they would never lose a customer since they hadn’t in many years. Pretty egotistical, full of themselves and a few other choice words for this business is what you may be thinking right now (and you would be right).
We explained to them that because their business has been a “given” in the past doesn’t mean it will stay this way, they laughed. Guess what? It wasn’t even a month later the company brought in some new employees and these new employees had their favorites and tried to push our client out.
Talk about going from thinking you’re “it” to frightened for the life of their business, amazing to watch right before our eyes.
We worked through it and saved the customer but it lit a fire under these people to find more business – now!
If you already have customers, take a look at your top 5 customers and try to identify their best characteristics like:
- What type of business are they in?
- How many employees do they have?
- What is their gross revenue per year?
- What is their gross profit per year (if you can find out)?
- How much have they spent with you annually?
- How much profit did they generate for your business per year?
- Are they easy to work with?
- What makes them one of your best customers?
- Why do they like doing business with you?
- What have you done over the life of this customer to make them move closer to you?
- How can you move closer to them in the future?
- We have many more questions but this will get you started.
Now, go through this exercise for your top 5 customers and match up their top traits. Once you have done this you can now go into the marketplace and find those businesses that closely match these characteristics and go after them. Keep in mind you may not be able to match them exactly with your other customers but you can get close.
Of course before you contact these new prospects, get a written testimonial from your current customers so that you can show this to your prospects.
Also, and this is extremely important; make sure you know what you have done to help these other companies so that you can pass this information on to your prospects. They will see that you have brought them value they can immediately use to help them solve their problems.
If you want to get massively positive results, keep these tips in mind. In our next post about “Getting Results” we will dig into more of this and how you can use it to quickly grow your business.
If you want help “Getting Results” please feel free to contact us right away and reach your goals faster than you ever imagined!
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Until our next post – we wish you all success!
The Dean of Success! ©