Tuesday, 19 February 2008

"How To Grow My Business?"

While in Mauritius I was asked to help a particular business, a professional service firm that felt that it’s growth had stalled.

I would like to paraphrase an hour’s conversation..., condense it into a few lines...:

  • Is there a market for your service?
  • Are there competitors doing better than you? Why? How?
  • Does your brand/message/website confirm that you should be chosen by customers? Do you look like you are really good at what you do? Do you look like 'the expert' in your field?
  • Can you answer the question, “Why should people bother to buy from you?”

  • What makes you different from the rest?
  • Are you a leader or a follower?
  • Do you use testimonials and endorsements to promote your business?
  • What is your ‘performance to date’ and your ‘potential to grow’?

  • Put together an aggressive, six-week, marketing/sales campaign focusing on 20 target potential clients – contact each and every target every 10 days with a specific/unique interaction (send some research, invite them for coffee, send your brochure/testimonial, get a colleague to mention you to them, send a newspaper cutting, send them a free sample, offer a ‘try before you buy’ or a free business surgery/audit…)
  • Invite/take out/host a private dinner for 10 target clients… present some research etc and get them to talk shop to each other…

  • Take massive action…
On reflection, this is exactly what I'd say to a similar business in the UK - so in this instance the culture/background/business environment did not affect the advice!


How Do I Grow This Business? - SME WEB blog
How To Energise Your Business – Start Your Business Magazine article
How Do We Grow This Business? – transcript from a telephone seminar

1 comment:

Jim H said...

Yes - this seems as applicable here in UK as it is overseas.