I don’t consider what I do typical. But then again, I’ve never been typical. What I do is make businesses and people more successful. I am successful only if you become more successful!
I start by ensuring everyone knows the company’s value proposition. Why should others do business with you? Does everyone at your company know it? A lot of times companies lead with the wrong message. After changing our value proposition to what our clients were saying, one of the companies I worked with grew 26% the first year and 63% the next. We stopped saying the same thing everyone else in our industry was saying.
I also look at any money you are leaving on the table or may be missing out on. Most businesses don’t see what they are missing out on because they are involved every day doing it.
One client had some customers that would call in when they needed their product. No one ever followed up with these people. They weren’t their main customers or the main part of their business, so they didn’t really think about them. I asked about it and showed them that by servicing these clients, it could add up to $400,000 per month or more. They were able to create a whole new business from it.
Most businesses can grow their revenue from customers over looked or from the fact that their staff does not have the training they need. This can have an immediate positive impact on a business’ bottom line. How much money is your business leaving on the table?
The next thing I look at is the sales process. Is it optimized? Do you have one? In three months of working with a client, I simplified their messaging and put in a sales process. They decreased their sales cycle 8-10 months and grew their client base 33%.
If you can step back from your business and take an impartial look at your business, you may be able to see this yourself. But most people cannot do that. It’s too close to you. And even the ones that can do it a little bit, miss some critical parts. It’s just too close to them.
Once we take care of the immediate fixes, then we can look at where you want to go and how to get there.
Other areas we’ll cover:
Who is your ideal client?
What CRM system do you have in place?
How much competition do you have? Where do you fit among them?
How are you different, i.e. what do you do that they don’t?
Does your marketing tie into your sales model?
What is your pricing? Why?
Do you have the right people?