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Weekly Business Development Tip
Do You Have A Marketing Plan?
Trying to grow your business? Here are some questions that you might want to ask yourself if sales are not meeting expectations.
Do you have a written plan (a blueprint, a road map) to refer to which will help you build your business and profits? Can you clearly identify your target market (i.e. ideal client profile client industry, size of the company in revenues, geographical location, # of employees, and decision maker)? Do you know exactly how you are going to market your products and services? How are you going to let your perspective clients know you exist?
Are your marketing goals specific, measurable, attainable, realistic, timely and shared with a trusted other? Can you state your goals in the number of leads generated per week, percentage of leads converted to sales, appointments set, total revenue and profit per month. Do you have an operating budget for your business? Where are you on a year to date basis.actual sales vs. budget? If you cant answer these questions, it may be an indication that there is a problem now or will there be a problem in the not too distant future.
What is your marketing strategy? What is your overall approach and plan for positioning relative to the competition? How do you get the attention of your prospects and demonstrate value? How do you differentiate yourself from the competition?
Are you waiting for the phone to ring with the next referral or do you have a proactive marketing system? Do you have an action plan that you work on every day? If not, why not?
A marketing action plan might include a combination of outbound calls, regular communication with your current clients and prospects, obtaining referrals, networking, internet research, a pay- per-click program on the internet and written articles for publication on the internet. The plan needs to have a lot of flexibility. The important thing is that you have a plan and work the plan.
Here's an easy question. Who will be responsible for developing, implementing and maintaining an ongoing marketing program for your company? Easy answer IT'S YOU!!!
Do you have the right tools in place? Has your website been updated? Is your marketing message about you or about your prospect? How well prepared are you to answer the question Why should I do business with you? How about your outbound message on the phone? Do you sound like a telemarketer or are you able to easily get past the gatekeeper to the decision maker and deliver your message in a way that is non threatening, non salesy and focused on the problems, and challenges being faced by your prospect?
Finding new clients is a lot of work and comes with the added bonus of a lot of rejection along the way. Why would you want to go down this road and incur all of the associated rejection without a clear road map that will take you to the Promised Land (the bank)?
If your plan is not written down, and if it's not crystal clear, please call me and let's talk about how to create your personal marketing action plan so you can go to the bank more often.
Before everything else, getting ready is the secret of success. Henry Ford
P.S. Your e-mail address will never be shared. If, for any reason, you don't want to receive my weekly sales and business development tips, just let me know and the emails will vanish from your life immediately.
Good selling!!
Ken
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.impactbussolutions.com
Call toll free: 877-845-8849
