When you first opened your business, growth seemed inevitable, right? You found a recipe for success and you stuck to it. You advertised, you networked and you worked very hard to produce a quality product or service that people need.
So why does it seem that while your efforts haven’t changed your business isn’t growing? Whenever entrepreneurs feel caught in a rut, they should take that feeling as a call to action.
I’m going to share two ways you can kick start growth into your business.
First, write down your top 10 customers. Now pick up a phone to interview them.
Ask them the following:
- Why did you choose my business to serve you?
- What do you like about my business?
- What do you not like?
- What are some issues or obstacles are you concerned about and how can I help you overcome those things?
After you’ve spoken to them, go over your notes. What are their backgrounds? Do they have similarities beyond the surface? How did they find you?
Determine from these interviews something about their demographic and why they need your business. Once you know these factors, brainstorm ways to clone these kinds of customers. In other words, figure out how to reach prospects that are just like your best customers.
Second, repeat this process with your top 10 referral sources. Who sends you new prospects? Who sends you the most? Who sends you the most profitable ones? If you aren’t already tracking such things, do yourself a good service and start now.
Ask your referral sources the following:
- Why do you send your clients to my business?
- What benefits do you get out of our relationship?
- Is there anything I can do to make your job easier?
- Tell me about your average customer and their needs.
Whenever you offer to help a current customer or a referral source with a problem, you are more likely to pick up new work from them. This isn’t always the case, but more often than not, it does happen.
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