How can you take advantage of the economic downturn to increase your business? There are 5 methods you can use to generate new business now.
1. Instead of selling your product or service, consider a lease agreement. If you sell software, try a Saas model: Use a free trial period to hook new business.
2. Mop up the wreckage. Many companies have gone out of business in the past two years. Which of your prospects and customers moved to a competitor during the past two years?contact them now and see if they are happy or if they are looking due to increased pricing or having lost features or support.
3. Understand why your customers use you! By asking your customers why they really use you, you will discover your true value. You may be trying to sell based on quicker response time when most of your customers use you because you are reliable. Position your product or service on these new-found values.
4. Consider selling in a new geographic area. The use of the internet allows sales to come from any part of the globe. Learn how to market to a new sector or area. You may find that the need for your product or service is not being met in a particular area of the world or business sector.
5. Review what worked in the past. If your company is ten years old or older, you’ve weathered other downturns. Review techniques you have used in the past and apply them today.
The key to grabbing business today lies in understanding why you got business in the past. It is of utmost importance to look at your past sales techniques and see how they could be used today and to talk to your customers to see what they like. By using those two techniques to approach customers of other companies, you will be able to get their attention. Then offer them a free trial or a lease instead of sales situation.
Filed under: Field Service Management Tagged: | customer service, customer support, Help Desk Software
