Officially, we’re just a bit more than 1/3 of the way through 2017. You should have your profit and loss (P&L) statement through April in your hands by now.
Yes?
Did you achieve your January through April revenue goal?
Or do you have a gap to close over your remaining eight months (or fewer if you’re not on a calendar year for your business…I’m talking to you, Australia).
Whether you’re on track, off a little, or staring into an abyss, put these 5 ways to boost your revenue into play immediately and your results will begin to change:
- Make a list of every prospect you haven’t spoken to in way too long. Call them. Revive them. Make them a warm lead again. Then stay on top of the opportunity and close them. Remember the average number of “touches” to close a client hovers between 8 and 20. You are NOT bothering them. You are removing a problem they don’t want any more.
- Put time on your calendar every day to make sales calls (or at least a couple of times each week if you’re in your business part-time). If you’re not making enough time for sales, this might be why you’re behind in the revenue department. Ya think??
- Make time for marketing. Don’t have enough prospects to talk to? If too few people are on your call list (see #1 above), the culprit is you’re not marketing enough. Marketing creates prospects. Check your calendar for April. Now much time did you spend marketing to create prospects? Not much? That’s why you have no one to call.
- Put at least 5 different marketing programs in action at all times…in places where your Ideal Customer ‘hangs out.’ Determine where your Ideal Customer ‘hangs out,’ and market there and only there. Are they on Facebook, LinkedIn, Twitter or Pinterest? In the hands of a colleague you could approach for referrals? Part of an association you can join? A member of a company you could do an affiliation with? Attendees of a church, conference or organization you can speak at? They are out there. Find them.
- Put aside everything else you are doing, and concentrate on business development…that’s marketing for new prospects and sales to turn them into happy customers. Stop working on your logo, even your next new product. Stop planning and planning…and planning the plan. Stop focusing on “I have no idea.” These simple steps will give you some. Just concentrate on marketing and selling. Do it for May and June. Your results will change.
Each of these adjustments will boost your business, put more money in your bank account and likely put more time back in your day.
And one other thing’s for sure…you’ll be a happier person.
Go forth and do great things,
Martha Hanlon and Chris Williams