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Attract Clients During A Recession
Joanne Black 
Have your phones stopped ringing yet? The economy is lagging and dragging.
We've felt the effects in the United States. Now we're seeing global implications.
So, how do you tackle economic uncertainty? Cut advertising, travel, training,
marketing, and discretionary expense line items? Cut purchasing? Ouch!
The pipeline starts to dry up and the anxiety level goes through the roof.
Many people think that since there's nothing they can do, they should
just do nothing. But "nothing" is futile thinking.
What If You Could Reach Your Market Without Incurring Any Hard
Costs?
The only budget you need to worry about is your simply your time. your
time to ask for referrals! You know about referrals. When a qualified
prospect is referredthe chances of that prospect becoming a client is
between 70 and 90 percent. Additionally, we are pre-sold. Selling time
decreases. Credibility increases. And, we ace out the competition.
Results are the only thing that matters. And, now you will be able to
achieve results simply by implementing the following 8 "Killer"
strategies.
8 "Killer Steps" to Attracting New Business in a Lagging
Economy
1. Broaden Your Perspective What business are you in? Redefine and reinvent
yourself. Determine how you can create a leap in demand for your products
and services. Build new alliances and consider alternate distribution
channels. Don't go solo. It's important to assemble a group of advisors
and get their input and creative ideas. Include people who have differing
points of view from you. Not easy, but critical.
2. Be Nimble and Innovative You'll never have all the facts. Make quick
decisions. Be fearless and make tough choices. Create new uses for your
products. Why not a new business model?
3. Dazzle Your Current Customers Your current customers need care and
feeding. Don't ignore them at the expense of new business, because they
are your best source for new business.
4. Prioritize Wisely The most important activity for any salesperson
is to do what's "closest to cash" the first thing every single
day-whether it's following up with a prospect, writing a proposal, or
closing a deal.
5. Become an Expert Companies hire experts because they can't afford
to make mistakes. Position your company as the expert with a specific
product or in a specific market niche. Become an expert and people will
be more likely to refer you.
6. Stay Connected If you want to get more referrals you have to network
like crazy. Attend a minimum of one event a week. You never know who you
will meet and what you will learn. Never let your network go down. Networking
is an essential referral marketing activity. So go make connections and
build your business. Talk to people and find out how you can help them.
How is their business doing? Are they impacted by the lagging economy?
How? Don't email, call. You make connections by talking to people and
by spending the time to have a robust conversation.
7. Don't Cut Prices, Increase Value There's a lot of chatter about cutting
prices in a lagging economy. Many small business owners think businesses
are cutting back, so prospects don't have money for their projects. But,
by cutting prices, you're cutting your profits even further. Instead,
consider how to "get in and get started." Divide your offering
into smaller chunks, get results, and create traction. Or, give more value.
When you offer high-value products and services, people will refer you
and you will get more sales, even in a recession economy.
8. Commit to Building Your Referral Business Referrals are always terrific,
but they mean even more in a lagging economy. Don't let the lagging economy
trickle down on you. Take charge and make your phone ring again! Let your
prospects know how much you care about them. Tell and show just how much
you appreciate their business. Inform them that you'd like to help people
just like them. And, don't forget to thank your prospects and clients
for their referral.
Follow these tips and you will get more referrals. You will attract new
business. You will get more clients. You will accelerate your sales. And,
you will achieve higher results without increasing your cost of sales.
In fact, there's a great chance that you will decrease your costs!
***************************
America's leading authority on referral selling and founder
of No More Cold Calling, Joanne Black helps salespeople, sales teams,
and business owners get more referrals and attract more business fast
without increasing costs. Now, discover how to turn prospects into clients
more than 50 percent of the time even during a down economy with her Recession-Proof
Your Business Emergency Kit at: http://www.nomorecoldcalling.com/products.html
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