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.


Social Media – A New Way to Improve or Damage Your Business


Social media has a lot to offer businesses. But it can sure provide your company with a big black eye if you don’t take the time to think through how to use it. For instance, if in marketing our goal is to focus on the brand image and speak clear and concise key messages, why would you:

  • Allow your Facebook page to have misspellings and poor grammar?
  • Have a clever and interesting Facebook page and not offer a ‘next step’ or a connection to interest your target to contact you for business?
  • Even begin a Facebook page without thinking things through, like what you want to say or how often you plan to update your page?

Ready to get started? Let me know.

By the way, a good place to get familiar with social media is through the site,
Social Media Examiner. I encourage you to check it out to become more social!