We find in many businesses, that in reality, the marketing efforts are all about making things 'look nice'! You’re name is added to a shortlist of freelancers or small agencies that a client wants to see about a new project or campaign. Sounds obvious, but we often see it - there is a weak link in the sales process, and apples are just slipping (or even might be pouring!) Find new business opportunities Win business from big clients: eight top tips. Your team must be perceived as being innovative, trustworthy and devoted to keeping their clients happy. By consistently making an effort to bring in new business, you'll reduce your risk of failure and grow your business in a sustainable way. There are several ways that small businesses can increase their chances of winning large customers. Please get in touch. What a waste of all that resource and effort so far! Some business owners are more ambitious than others, but at the end of the day growth won't just happen by itself. 1. Registered Office: Santis House, Curriers Close, Coventry, CV4 8AW, I agree to allow Oldfield Advisory to store and process my personal data. As an entrepreneur or business owner, that planning should include methods to attract new clients. Incentivize existing customers. Here are 5 key strategies to generate leads, and WIN new business and new customers: 1) Define a ultra-clear value proposition. 12 Tips That Can Help You To Win Business Contracts Without Hassles. 2) Set up your marketing team to generate leads. 12 strategies to win customers for your business. Get emotional. Networking. If you’re a true fan you may well know that ESP hold a virtual meet up fortnightly. James Whittall, founder and MD of agency Influx Digital “It is key to keep the calls casual, allowing time to get to know the client, understand the inner workings of their business and what it is they want to achieve. © 2021 Oldfield Advisory Oldfield Advisory LLP is registered in England and Wales under Company Number OC431162. The below strategies and tips are the best answer about how to get clients for new business. Look after them, educate them … 1. Know your customer. We'd love to hear from you. Whilst in many businesses there is massive potential to grow existing customers, through lots of different ways, a vital ingredient to business growth is NEW BUSINESS! Or you might have to devise a different strategy for a particular lead/opportunity to secure the order. Winning new business doesn’t mean winning new clients. Whether you’re 500 strong or two people in a spare bedroom it’s no secret that winning new business is becoming harder and harder for agencies of all shapes and sizes. You need a strong sales strategy behind your sales process, that delivers results. If you aren't focussed on new customers and new business, you are really going backwards - so how do we win this new business? Growth is what every business needs - and it's the fundamental goal of every successful business and entrepreneur. Create a simplified version of what your agency would usually offer new clients at the beginning of a contract, such as keyword research, buyer persona development, an educational worksh op, or even a brief brand audit. Keep following up, until they literally tell you to go away! How to win new business – Q&A roundup Find the talent you need and learn it fast: . Your current clients already know, like you, and trust you. At The Drum’s annual Pitch Perfect conference, leading industry figures all offered advice on how to overcome these hurdles to win new business. Without enquiries and leads coming in, your business will starve, and eventually shrink. Referrals and testimonials from any existing customers you have are also important in generating new business leads, as is word-of-mouth recommendations. You need a regular stream of leads and opportunities every day, week and month flowing into your business and this will not just happen automatically - it needs strategies! Every sales enquiry must be recorded, respected, and actioned - sales enquiries are the life-blood of the business. It is then vitally important for this to be tracked on a regular basis, and the team to be held accountable to the whole business on this key number. But equally as important as what you sell, however, is how you sell it. A company that consistently fails to win new business isn't destined for long-term survival. Imagine leads were like apples on a conveyor belt. Right now, prioritize reaching out to current clients before new clients. In the twenty-first century the competition between companies for new customers is intense and the ability to win new business is perhaps the most important skill that any sales-oriented leader or manager can possess. A sales playbook documents your organization’s approach to sales. Then there are lots of factors that influence sales success - for example, you need the right team, the right KPIs, the right tracking measures and accountability in place, the right marketing and sales process, and a whole lot of other important components. Whilst your brand and image is very important, and needs to link with your value proposition and market positioning, we strongly believe that the main goal of any marketing department, should be to generate qualified leads. Four Key Ways To Win New Business Any company lives or dies on its ability to bring in new business. The best way to arm yourself and your team with the knowledge, skills and strategies required to win new customers in the challenging environment of modern business is to obtain quality professional training. This might be a secret game plan or hidden DNA within your business that has been built up and refined over years, but you know it works! New recruiters should be given the warmest introduction possible, so needless to say, a greta balance needs to be struck between careful coaching and letting them get a feel for things themselves. 3) Ensure you have robust sales systems and process. We recruited our panel of industry experts to offer their advice to new recruiters tackling new business … Know your customer. Referrals. Strong business growth also comes from the marketing and sales teams being clearly aligned, focussed on generating leads and winning new business, and have got clear-cut targets, KPIs and strategies to get there. 5 Ways to Win New Business. Last week’s event focused on winning new business in this current climate. How To Win New Business Old leads. All it takes is the right approach, service innovation, and a positive attitude. A concise statement describing your offering, why that is relevant to customers' needs and improves their situations, and how you will deliver that promise. A strong value proposition is the core of your competitive advantage, and we know from working with hundreds of businesses over the years, that it can be the difference between losing a sale - and closing it. It's easy to book an initial consultation - just provide some brief details, and your preferred date and time, and we'll reply by email to confirm your appointment. As we know, sales is the engine of success in your business. How can we help you and your business? Think like … Virtual Meet Up: How to Win New Business. The Sales Shake-Up: How to exploit your online presence to win new business Jeff Beals December 28, 2020 Share on Facebook Share on Twitter Share on LinkedIn Share via email Offering amazing products and services is obviously a great way to win customers. So, the question comes - how do we generate more sales? Tell your business story – capture the prospect’s attention with a short history of your business. If you'd like to find out more about our formula for success, please get in touch with us. Sales is the lifeblood of every business. off the conveyor and into the 'bin'! Use powerful sales presentations when in front of potential new customers, communicate a clear honed sales message, provide value through the process, and ensure you demonstrate that you can resolve their problems and meet their needs. Be passionate about business growth, and be zealous in going after new business! 6. How to win new business: live Q&A ... For Lambros Atteshlis, it was a mentor who helped him to target priority markets - bringing in new business for his media company during the recession. By GENERATING LEADS. Without sales, we haven't got a business. Keep it relevant to what the potential client is looking for, and keep it short. However, retaining customers is extremely crucial to the health of your business, even though it’s not as easy as winning them. The post-lockdown period could be the best time to win new business, writes Ben Paul. You need an immensely robust sales process to ensure that none of these apples fall off the conveyor at any point. The recent Public Relations Global Network meetings in Toronto featured a presentation by Jody Sutter, author of The Small Agency’s Guide To Winning New Business.. Jody’s company, The Sutter Company, is a new business consultancy that specializes in working with leadership at small agencies and creative services firms. 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