Most business owners and CEOs go to sleep these days with one thought weighing very heavily on their minds:
How do we increase Revenue?
As if this isn’t always a difficult question even in the best of times, in our “recovering” economy this is an even more challenging and elusive issue. Among a few other books, I’m currently working my way through “Guerrilla Marketing for Consultants” by Jay Conrad Levison and Michael W. McLaughlin. Following are two powerful thoughts from the book on both “New” client acquisition as well as “Existing” client growth.
Here is something to think about the next time you approach a New client opportunity:
- “I don’t know who you are.
- I don’t know your company.
- I don’t know your company’s product.
- I don’t know what your company stands for.
- I don’t know your company’s customers.
- I don’t know your company’s record.
- I don’t know your company’s reputation.
- Now – what was it you wanted to sell me?”
If these thoughts might be running through your prospect’s mind, then you have some work to do.
And a perspective for Existing clients:
“Your marketing program may get you an audience and your analytical and selling skills may land the project. But delivering consistently stunning results is the only way to keep clients coming back for more and praising you to others.”
In other words, never be content doing the same job for a client whose business you’ve already won. In other words – don’t accept the status quo!
Status Not Quo