Want New Business? Get Off The Rollercoaster!


© Heike Brauer | Dreamstime.com

Okay. I am not anti-roller coasters by any means. In fact, not too long ago, I had a blast with my 12-year-old son on some amazing coasters in Myrtle Beach. The ups and downs, the twists and turns are great and that initial drop down at the beginning of a coaster always catches me off guard.

But unless there is something I am unaware of, being caught off guard in business is never a good thing. So, if one has to prepare for a business presentation, get ready for a job interview, and going back to childhood, think of what we would say when mom and dad got home after breaking something extremely valuable, it seems logical that trying to win new business needs a bit of preparation and planning as well.

Getting Started

Someone must be in charge: New business decisions should not be random. Someone needs to maintain a list of potential customers and provide information on the customer’s business, possible marketing opportunities your agency can provide, discern who the gate keeper is (often an administrative assistant or an executive reporting to the decision maker) and who the decision maker is (the person who determines who the marketing resource his/her company will hire.) There are many more responsibilities for the person maintaining all new business information as well. This grazes the surface.

New business is a year round job: When your agency starts to see some new business roll in, it’s not time to stop searching for more. In fact, new business is an ongoing, year round job. It is the source of fresh opportunities and the home of continual growth.

It’s all about ‘What’s in it for me?’: No matter how many awards your firm has won, how amazing your website design is and how much information you supply on each employee’s years of experience, in new business it’s all about ‘what’s in it for me, the customer?’ Remember to think about this when considering the design of new business materials as well as re-designing your Internet and social media resources.


Advertisements

Leave a comment

No comments yet.

Comments RSS TrackBack Identifier URI

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s