3) Ensure you have robust sales systems and process. James Whittall, founder and MD of agency Influx Digital “It is key to keep the calls casual, allowing time to get to know the client, understand the inner workings of their business and what it is they want to achieve. At The Drum’s annual Pitch Perfect conference, leading industry figures all offered advice on how to overcome these hurdles to win new business. Referrals and testimonials from any existing customers you have are also important in generating new business leads, as is word-of-mouth recommendations. What a waste of all that resource and effort so far! They have already... 3. The recent Public Relations Global Network meetings in Toronto featured a presentation by Jody Sutter, author of The Small Agency’s Guide To Winning New Business.. Jody’s company, The Sutter Company, is a new business consultancy that specializes in working with leadership at small agencies and creative services firms. they have generated a new qualified lead) - what happens next? Implementing the strategies help your business to build trust with clients and prove winning in business. Clearly, I am not advocating that a huge global economic downturn is a great thing for the whole business community. This might be a secret game plan or hidden DNA within your business that has been built up and refined over years, but you know it works! How to win new business – Q&A roundup Find the talent you need and learn it fast: . Last week’s event focused on winning new business in this current climate. Every sales enquiry must be recorded, respected, and actioned - sales enquiries are the life-blood of the business. A concise statement describing your offering, why that is relevant to customers' needs and improves their situations, and how you will deliver that promise. Stay iterative, be flexible and keep improving. Right now, prioritize reaching out to current clients before new clients. Without sales, we haven't got a business. off the conveyor and into the 'bin'! Whether you’re 500 strong or two people in a spare bedroom it’s no secret that winning new business is becoming harder and harder for agencies of all shapes and sizes. In the twenty-first century the competition between companies for new customers is intense and the ability to win new business is perhaps the most important skill that any sales-oriented leader or manager can possess. 5 Ways to Win New Business. Ensure your marketing team has clear targets and KPIs for the number of qualified leads they need to generate, particularly for new business, and ensure this target is enough to hit your new business sales goal. Four Key Ways To Win New Business Any company lives or dies on its ability to bring in new business. Then there are lots of factors that influence sales success - for example, you need the right team, the right KPIs, the right tracking measures and accountability in place, the right marketing and sales process, and a whole lot of other important components. This article focusses on how to generate more leads and win new business - this might be either new customers or new projects. Follow these tips for a well-planned and professional approach to help you … We find in many businesses, that in reality, the marketing efforts are all about making things 'look nice'! A strong value proposition is the core of your competitive advantage, and we know from working with hundreds of businesses over the years, that it can be the difference between losing a sale - and closing it. You need a regular stream of leads and opportunities every day, week and month flowing into your business and this will not just happen automatically - it needs strategies! You need a regular stream of leads and opportunities every day, week and month flowing … Tell your business story – capture the prospect’s attention with a short history of your business. As we know, sales is the engine of success in your business. Incentivize existing customers. It is then vitally important for this to be tracked on a regular basis, and the team to be held accountable to the whole business on this key number. Use powerful sales presentations when in front of potential new customers, communicate a clear honed sales message, provide value through the process, and ensure you demonstrate that you can resolve their problems and meet their needs. Your team must be perceived as being innovative, trustworthy and devoted to keeping their clients happy. Find new business opportunities Win business from big clients: eight top tips. You can’t be a savvy entrepreneur or negotiator and not follow the facts and figures. 1. Do reduce their stress by minimizing the work they will have to do to assist you so they can run the business Make it relevant to your target customer (only), ensure it is easy to understand, communicate outcomes and value for the customers, and explain how you are different and better than your competition. There are many ways to win new clients as a freelancer, but you’re more than likely to come up against a new business pitch process as one of them at some point in your freelance life. 13/08/2015. Go back through any interest you have had from both potential and existing clients. Offering amazing products and services is obviously a great way to win customers. Without enquiries and leads coming in, your business will starve, and eventually shrink. By GENERATING LEADS. Let the conversation flow naturally and give everyone the chance to introduce themselves. As an entrepreneur or business owner, that planning should include methods to attract new clients. Let us discuss some of the customer oriented marketing strategies to win customers for your business. You need an immensely robust sales process to ensure that none of these apples fall off the conveyor at any point. The best ambassadors for your business are existing customers. To grow sales you can increase volume through existing customers, or bring new customers on board or secure new projects and contracts. 2) Set up your marketing team to generate leads. Here are nine tips to help you win new business. Sales is the lifeblood of every business. It's easy to book an initial consultation - just provide some brief details, and your preferred date and time, and we'll reply by email to confirm your appointment. 3807369. In the twenty-first century the competition between companies for new customers is intense and the ability to win new business is perhaps the most important skill that any sales-oriented leader or manager can possess. Networking. Winning new business today also means being able to show a potential client that your firm is as agile as it is thoughtful. Know your customer. Whilst in many businesses there is massive potential to grow existing customers, through lots of different ways, a vital ingredient to business growth is NEW BUSINESS! Win New Business by Taking Advantage of Social Media Social media is one of the most important tools you can use to get your business off the ground. We give up too early most of the time. Please see our, How to get formidable sales momentum in 2018, 5 secrets to a compelling value proposition, How to boost profit through awesome differentiation. It’s not enough to just ‘call them back’ a few months ahead of a review. To gain a real head start over your competition you can obtain all of the knowledge and beneficial strategies of 'Winning New Business' by accessing it as an online training course through our easy to use and convenient E-learning system. Registered Office: Santis House, Curriers Close, Coventry, CV4 8AW, I agree to allow Oldfield Advisory to store and process my personal data. You’re name is added to a shortlist of freelancers or small agencies that a client wants to see about a new project or campaign. Please get in touch. Making decisions in business obviously relies heavily on logic. By consistently making an effort to bring in new business, you'll reduce your risk of failure and grow your business in a sustainable way. Or you might have to devise a different strategy for a particular lead/opportunity to secure the order. So, the question comes - how do we generate more sales? If you’re a true fan you may well know that ESP hold a virtual meet up fortnightly. The Sales Shake-Up: How to exploit your online presence to win new business Jeff Beals December 28, 2020 Share on Facebook Share on Twitter Share on LinkedIn Share via email 1. 12 strategies to win customers for your business. Think like … There are several ways that small businesses can increase their chances of winning large customers. To help you get started straight away, here Maguire Training lists seven useful ideas that could help you to find new business: These ideas only scratch the surface of what Maguire Training can teach you about winning new business. After winning new business, so many things could go wrong during the retention process that customer retention becomes daunting for the business owner. Strategy The 7 Simplest and Smartest Ways to Create a Winning Business Individually they are vitally important, together they are the recipe to hit the business jackpot. The post-lockdown period could be the best time to win new business, writes Ben Paul. How to win new business: live Q&A ... For Lambros Atteshlis, it was a mentor who helped him to target priority markets - bringing in new business for his media company during the recession. Here are 5 key strategies to generate leads, and WIN new business and new customers: 1) Define a ultra-clear value proposition. Whatever your business, it is essential that you focus on winning new customers and new business as part of your sales plan and strategy. If you aren't focussed on new customers and new business, you are really going backwards - so how do we win this new business? However, retaining customers is extremely crucial to the health of your business, even though it’s not as easy as winning them. Referrals. Keep following up, until they literally tell you to go away! Developing a standard sales motion and sales playbook for your small business is about more than just strategy for winning customers, however. 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