How do you attract new business?
You can advertise, promote and shout your message as loudly as you want and spend a tonne of money in the process. You can design and promote a great website, take out print ads in different media and still not really connect with your prospects the way you really want to.
Yet right now, wherever your business is and what ever you do, the simplest way of gaining new revenue is to engage with the clients who already like what you do for them and ask them to become involved in the process of working with you effectively.
Here is a simple story from one of our clients.
Wealth Management Adviser
Based in rural offices and with a history of serving the accounting and tax interests of wealthy business owners, this sole trader was seeking new business but nervous of asking his clients in case they misunderstood his request.
“Thanks to the adviser who came to see us I have made some real in-roads into this process when I was initially unsure it would work. Each time I see an existing client for their annual audit or for a review of their inheritance tax situation, I take a few minutes to explain that I can continue to service them better if I can avoid the need for advertising. I show them a sheet that has been designed to capture contact information for five people and businesses they know and would willingly refer me to.
All I do now is call the first person and explain that they were referred to me by my client, and chat about my work and ways that I may be able to be of service. This process has greatly increased the number of people I am now seeing and a new client is typically worth £4,000 to £6,000 each year to my business, so the financial impact of the help of YBS has been amazing. I feel so much more confidence around this issue of asking for business and it is because I have a clear structure for doing so.”
We hope you will agree that this testimonial illustrates the power of implementing some simple strategies for attracting and winning new business. But the real power of this lies in the act of just ASKING for what you want. No more than that – asking.
You may well know this to be true, but when was the last time you sat down and wrote out a list of the things you really want for your business? When did you actually take the time to consider how you want the flow of business to look; or listed the target companies you wish to do business with, and yet have not yet called?
Something else that comes out of a story like this is the fact that the business owner knows clearly the value of a new introduction. What value can you attribute to a new client who engages with you, who buys your services over the normal history of transactions, and who has a certain number of transactions in a year?
Calculate this figure and then ask us to engage with you in turning this into a volume process that will drive net profit figures across your venture.
Call Yorkshire Business Services on 01943-607851 and visit our website and learn more at www.yorkshirebusinessservices.com for more news of what is happening in your own Yorkshire business community. |
