The end of the year is typically a time when business owners step back and slow down. I think it’s the best time of year to spend time planning for the new year ahead. Many individuals and entrepreneurs look at January 1 of any year as that magical time to put resolutions into place. If you wait until then and if your plans take time to bring to fruition, you may be missing out on valuable opportunities.
I take time on or around December 1 to look at what I did last year and then plan for next year. That way when January 1 rolls around I am armed with fresh ideas and a great way to kick off the new year.
Here are some of the steps I take to form my strategies:
Look at what worked. You need to have metrics in place to help you understand whether you’ve met goals you’ve set. Look at what didn’t work. If something didn’t work could it have simply been bad timing? Was it a strategy that just isn’t right for your industry? Was the execution of it just a bit “off”? Don’t completely discard an idea, it just might need to be on the back burner.
Look at ways to generate new leads and thereby generating more income. Again, what methods of lead generation are you applying currently that are working, what aren’t? Tweak them and have a new plan moving forward.
Look at your marketing plan. Analyze your results. Measure whether the effort is worth the money realized. Revamp if necessary.
When do you set your business resolutions? What works in your industry?
Growing your business is all about networking events and handing out business cards, right? Actually, no. Growing your business — one that is sustainable — is more about growing a community. Change your mindset on networking and instead think of it in terms of “building your community.” In a community those who “live” there help each other out, provide referrals and are generally there if you need a helping hand.
How can you build your community?: Here are my thoughts:
When you meet new people aka prospects, be engaging and engage with them. If you’re meeting people you already know you also want to make sure you are at the top of your game. Ask how they are, how the family is, how their business is and if there’s anything you can do to help them thrive.
Don’t isolate yourself. The more people you know, the larger your community. When you look at the numbers on LinkedIn that show you how many people you’re connected to because of your individual connections, you can see how easy it is to actually build a community.
Be a volunteer. Not all networking events need to be about sharing what your business does. If you volunteer your time with groups that support the missions and visions you believe in you will become known as a giver and will also grow your community of like minded individuals.
Whether you’re a job seeker or an entrepreneur, there are effective ways in which to network and there are ways in which your networking efforts will falter. Once you’ve honed your elevator speech, shaken hands and exchanged business cards, what next? Do you talk about the weather? Politics (not usually a good idea)? What comes next? Having some conversation starters can certainly keep the networking efforts moving along and here are a few tips for your next meet-and-greet:
Understand your reasons for having attended the networking event. Is it to find a job? Uncover new opportunities for your business? Simply to get out of the office and see new/different people? Hone your personal and professional skills? Once you know the reasons you can formulate a plan.
What kind of topics do you want to discuss? If you’re meeting someone one on one, why did you plan the meeting? Was it information gathering? To use their service? To offer yours? Also, don’t forget to have some ice breakers on hand. Consider talking about books, movies, sports or even just asking them why they are attending this event, what they hope to get out of it. Ask the person with whom you’re speaking what they like best about the work that they do. Be genuine in your interest.
Make certain the conversation is a give and take. You don’t want to monopolize the entire conversation but then again you don’t want to walk away having said nothing about who you are and what you do.
What are your best tips for making the most of networking events?
Did you know that your best source of “advertising” for your business is word-of-mouth? It is. It’s been shown that business owners and individuals would prefer to do business with someone they “know, like and trust.” This doesn’t necessarily mean you need to personally interact with everyone in order to draw them into your network, but it does mean you need to learn how to ask your satisfied clients for a referral.
It may take you a bit to work up your nerve to make this request, but when you consider that your current clients enjoy working with you, the “ask” should be easier. Here are my tips for requesting a referral:
Be bold and simply ask. If you don’t ask, they won’t know you’d like one and you won’t receive one. Simple as that.
If you receive a referral, respond to the referral partner and the prospect on the same day if possible. Make certain you are also responding personally to a referral, don’t hand it off to an employee.
Once you’ve received a referral and have connected, let your referral partner know how it went. Thank them again.
Saying thank you by sending a gift is generally considered good form, especially if the referral leads to business (and money in your bank account)
Do you have an on-going referral program that your current clients know about? Create a program and announce it to your current clients. Offer incentives for referrals.
Do you provide great customer service? On a scale of 1 to 10, honestly rate yourself and the service you provide your customers. Stop again and rate your customer service to your clients based on how long they’ve been with you – does the customer service you provide diminish over time?
Do you think that your clients will speak up if they feel they were slighted? Chances are they won’t. They will simply go to another service provider and you will lose the client and you probably won’t even know why. It could all boil down to customer service – or lack of it.
How can you treat every customer with the care and consideration you did when they first signed on? Here are a few tips:
Check in with them on a regular basis. Why not pick up the phone and call them every other week – or every week? Make the time to touch base and gauge their happiness with your service.
Send them email newsletters so that your company stays front of mind.
Drop postcards in the mail when you have an anniversary sale or offer a coupon or discount simply as a way to thank them for their loyalty.
Send them a card on the anniversary of when they became your customer and include a free gift or a discount for a month for the service fee they pay.
If they are local, drop by and see them in person.
Keeping clients is much more cost effective than seeking out and nurturing new clients. What are your strategies for providing the best customer service that you can?
Your parents likely tossed around cliches and their “words of wisdom” which, chances are, you didn’t pay much heed to. When I think back though, my parents were the first teachers I ever had and as I get older I realize that some of their words ring true in both my business and my personal life.
Here are a few of the old adages I remember:
If it’s worth doing, it’s worth doing well. There is no denying that this should be true in your dealings with clients and people with whom you interact
You catch more flies with honey than vinegar. Surround yourself with positive people and be positive yourself. Even when you’re having a bad day, try not to “share” it with others.
Everyone has something to contribute. While not every person in your organization is a good fit for every task that needs to be completed, chances are, every person on your team brings his or her own unique take to a project — tap into his unique talent.
Do you have any mottos or words of wisdom that you live by on a daily basis?
