Emma Jones
More work for existing customers
Make contact - start with your existing customers by contacting them to check they are happy with your service and products. Offer to conduct a review of their requirements and ask if there is anything more you can be doing for them. Do they expect their needs to change over the next 6 months and are there new ideas you can take to them that will mean an improved service for them and new business for you? You can find out all this – and more – through scheduled catch-up calls with your most long-standing customers.
Refer a friend - develop a promotion that invites customers to refer their friends and family to you. Can you offer a discount or incentive to make this happen?
New work for new customers
It’s more expensive to attract new customers but they cannot be ignored – there could be a whole new marketplace out there, waiting for you to arrive!
New markets - have you ever thought about selling to the public sector? It's a sector that's still spending and the criteria to apply for projects are not as onerous as you might think. There is a useful feature on this topic on www.enterprisenation.com/detail/How_and_why_to_tender_for_public_sector_contracts/2622/1.aspx that refers to sites where you can search for contracts and tenders - they are www.supply2.gov.uk and www.competefor.com.
New products – partner with other companies to offer a new range or bundle of products and services. If you are a web designer, how about partnering up with a print designer so you can offer an online and offline service. You reap the benefits of doubling up on business development effort and the client wins as they receive a full and complete service.
New work for all customers
An effective way to generate new sales leads – and goodwill – is to bring your customers together and make introductions. Bonding your customers to each other at an event or gathering will bond them ever closer to you. Everyone wins; you secure new work and deeper relationships and your customers have the opportunity to do their own bit of business development too!
*Emma's opinions are her own and for general information only. Always seek independent advice. Emma is the founder of Enterprise Nation and author of 'Spare Room Start Up – how to start a business from home' - published by Harriman House.