3/18/2023 0 Comments Growing client baseOne of the things that we’ve talked about a lot in the print and promotional products industries, where we do a lot of work, is that purchasing people seem to be generally less fun to deal with than people who are in sales and marketing or business owners, that type of thing. People with these particular titles within this type of industry seem to be more receptive. You say, okay, well I’ve found that if I’m selling business-to-business, for example, people in this particular industry seem to be more receptive. Then it does become a lot easier to do that. You know which ones are great to deal with and which ones aren’t. When you’ve got the benefit of having a customer base and you know which customers you like, and which ones you don’t. And how do you do that? I’m guessing some brainstorming? Taking a look at your current clientele, the customers that you really like working with compared to the ones that you really don’t like working with? Is that kind of the process?ĭavid: Yeah. So when I think in terms of building a client base proactively to me, that means deciding in advance, what types of clients do I want? What types of clients do I not want? And then really going about putting together the processes and strategies that are necessary to attract exactly that type of customer. Because it can lead us to establishing the type of client base that we might not want to interact with on an ongoing basis. Taking Just AnybodyĪgain, particularly in the early stages, if somebody is willing to pay us for what we do, we’re like, “okay, great, I’ll take it!” And I think that can really be a mistake. And a lot of times we don’t even think of that. They’re people who appreciate the value you bring to the table. They’re people who have money and aren’t afraid to spend it. By and large, these are going to be people who are pleasant to deal with. The types of customers that you enjoy interacting with. Where do you begin?ĭavid: Well, I think for a lot of people, if you want to take a strategic approach, you want to think in terms of the types of clients, you actually want to have. So where do you start? I mean, you know, so many ideas, you got social media, you’ve got all of these different tools available to you. They don’t know how to do it, which is the reason we’re having this conversation today. And from the standpoint of our topic today, in terms of growing proactively, a lot of business owners really don’t know how to go about that. I know how to do electrical work, but do I know how to find customers? Do I know how to find the right customers? Do I know how to handle the billing and do collections and hire and fire and do all the other things that become necessary when you have a business. Right? There’s More to Growing Your Client Base Proactively And we started talking about “what they don’t teach you in electrical school” essentially. Because he used to work for another electrical firm. And we were having exactly this conversation. So this is outside of anything they’ve been taught.ĭavid: It’s really funny because there was an electrician here earlier today at our house. Those people are not trained or taught how to grow their business. Or I’m an attorney even, and I’ve learned the law or a dentist or a doctor. They start a business because I have a great recipe and I’m going to put it in a food truck. Jay: Yeah, this is such important information because I think most people don’t start a business because they know how to grow a business. And they lose sight of the fact that if they aren’t proactive about it, you can really fall into bad patterns that can create problems and perpetuate a cycle where you’re not generating the revenue that you need to grow and scale. What a lot of people tend to do is they just sort of default to whatever it is that they think is going to bring in business. Particularly in the early stages of a business, when you don’t have as much business as you need, it can be really scary. How do you do that proactively? Overcoming the Day to Dayĭavid: It’s a great question because so often we get caught up in the day-to-day of what’s going on. “If you’re not growing, you’re dying” So growth is a constant thing that you have to be thinking about. And I know this is a big question for businesses. Today, co-host Jay McFarland and I will be discussing the topic of growing your client base proactively.
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