Part One
Do you have a written strategy document and marketing plan?
Do you have a measurable New Customer Acquisition plan?
Do you have an Elevator pitch?
Do you know the lifetime value of an average customer?
Do you know your true cost per lead/sale?
Have you created a profile of your ideal client?
Are you able to qualify prospects in advance of speaking to them?
Do you receive referrals from every client you meet?
Do your ads, sales letters and emails generate the response you want?
Do 80%+ of your sales proposals get accepted?
Do you know the Key Performance Indicators your prospects use?
Do you know your prospects information needs?
Do you know how many prospects visit your website and that you could be losing as many as 75% of them every day?
Do you make the most of the latest technologies available such as blogging, webinars and podcasts?
Do you currently sell to more than one prospect at a time? (ie; in groups)
Do you know how much the intellectual property you possess is really worth?
Will you be happy to survive at your current income levels for the next 12 months?
Part Two
What business are you really in? What is the result of what you do?
Why do people need your product or service at all? Why do they need it now?
Why should they buy it from you rather than someone else?
What do you do differently from other businesses? What is your edge?
What do your clients/staff think of you?
What client problems are you solving?
What is your "value proposition" to clients so they can’t go anywhere else?
Part Three
How many hours per week do you spend online marketing, LinkedIn, Facebook, sending and receiving Emails?
How many hours on bids, proposals, tenders, quotes and letters?
How many hours on the phone, mobile, cold calling, skype, teleconferencing?
How many hours in appointments and 1 on 1 face to face meetings including travel?
How many hours do you spend networking? Breakfast, lunch & evenings?
Add up the total then multiply times four for a month. _________HOURS
Multiply by 12 to project this for the Year. __________HOURS
Multiply this by what you consider to be your hourly rate. £ _________
Are you getting a good return on your investment?
How do you feel about the results? What are going to do to get different results?
To double your business can you double your effort? No.
Get away from Price, Quality and worst of all Service argument.
To get a different result you must change what you do. Why expect a different result from doing the same thing?
Consider Strategise, Systemise, Delegate & Outsource.
Successful organisations are obsessed with Strategy, marketing and Team ethic.
They often also have a totally different relationship with time.
Final thought for a Great 1st Impression. Your Business card or an Autographed copy of your latest book? You choose.
