Tag Archives: increase sales

STRONG LEADS, REFERRALS, NEW BUSINESS, OH MY!

The Carol Stream Chamber kicks off ROCS! Leads Group this week, Jan 20th at Augustino’s.

A lead by any name is still a lead!

Or is it?

What do you do to get new business? How do you reach out to companies that could benefit from your products or services? Who is that ‘gatekeeper’ and why won’t she let you talk to the ‘Big Kahuna?’

It is definitely the challenge of most business professionals to reach way down, deep into their souls, down to their toes and come up with ways to grow their business.

What do you have to offer that sets you apart from others in your field? Be ‘known” as the one who goes that extra mile, offers a quirky item or service to your customers that endears you to them. A local auto business thanks their patrons with a note on the invoice, a thank you card, and candy with a giveaway — a holder for your auto documents in the glovebox that is easy to spot. It’s more than giveaways, which are also a plus to most — it’s the extra caring and kind words that bring repeat customers.

Do you help others? Are you able to connect business colleagues in another field with one in need? In “The Go-Giver”, Bob Burg and John David Mann tell a story of a man seeking success. He’s at a desperate point, the end of the quarter, and he needs to GET, GET, GET more sales–he’s a real ‘Go-Getter’. But when he happens upon a wise man who points out the benefits in giving, rather than receiving, he is in for a life-changing lesson.

Do people know how good your product is? Do you give ‘free samples’? Years ago, I was in local craft shows, selling home-cooked caramels. Making samples, however small, was nearly as time-consuming as cutting and wrapping the real thing. But people, who had no pre-conceived notion to buy, would happen upon my display, take a free sample (who can turn down a FREE SAMPLE??), and declare that they needed to buy a bag! Bingo! Does a free sample of your product reach out, draw in, tantalize, and seal the deal? For many, this is a successful venture.

Getting your business’ name ‘out there’ front-and-center to prospects can be key. Partnering with others in associated industries and joining in on cold-calling, presentations or even some forms of advertising can be a way to think outside the box to cut costs and open doors.

You’ve heard the list of groups to join — local business associations, your town’s chamber, the next town’s chamber, the gym. Being a part of an organization, even socially, brings you to meet others with whom you have a common bond. When you bond on a different level or subject matter other than business, relationships form, trust ‘happens’ and business can follow. Now, if you sell steel for a living, and you’ve joined a knitting club, you may be stretching it a bit, but you get my drift.

Your luncheon or “After Hours” events at the local chamber afford great, warm networking opportunities. More formal leads groups take the networking and kick it up a notch. Whether it be a national organization such as BNI or LeTip, or a group of community businesses who band together, focusing on quality leads for your group-mates helps grow their business, while they do the same for you. The frequent meetings — weekly or every other week — benefit all by the repetition of the ‘elevator speeches’. You get to know and understand exactly what the other members of the group have to offer and you are able to, pardon the term, regurgitate it, when you run across someone in need of their type of product or service. The one ‘in need’ is happy they have been helped; the group-mate is ecstatic that they receive a solid referral for business. Win, win, win! It is a reflection on you. You win, too.

Whatever your plan of attack, best of luck as you forge forward and do what needs to be done to grow YOUR business.

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