Here are five tips to ensure 2012 is a winning year.
Think positive. Other Canadians are. While the global economy is in peril, according to the Grant Thornton 2011 International Business Report (IBR) global business optimism dropped in the third quarter of 2011 from 31% to just 3%. While the results of the survey reveal that uncertainty is constraining growth across the globe, the feeling among many Canadian businesses, from a wide range of industry sectors, is that we may be able to dodge yet another bullet. Canada is now ranked as the sixth most optimistic in the 39 country survey and well ahead of the US.- Get specific about the goal. More so than ever, micro-economies are the norm. If your business sells overseas, don’t treat a country as one entity. Conduct enlightened research to find out which provinces in that country are doing well and then, to the exclusion of other geographic territories, put your limited resources there.
- Think of creative ways to capture your clients-to-be’s attention. The flyer in mail just doesn’t cut it anymore. Finding more creative, high level, out-of-the-ordinary, but completely acceptable ways of getting in front of business buyers is essential. Use your contacts. Use Linked In, and other social media to find out what the Players like to do and where they plan to hang out. If they just went to a cooking class, then send them a cookbook with an invitation for a “cook-off” in their office. If they plan to attend a conference, send them an audio book from the keynote speaker. Whatever you send, via email or Canada Post, follow up within 3 business days and invite them to meet.
- Be clear about what you charge. In January people are always budget conscious. Suggest a price range for your solutions. For example, “Our solutions range from 500 to 5000 dollars.” The narrower the better. This way they can tell you whether or not your product or service fits within their budget parameters right up front. You can always adjust your offer to fit their spending budget. Or, get them thinking about spending more as you prove your worth in other ways.
- Never sell from your own pocket. Yes money is tight, but that has nothing to do with what business buyers need to purchase in order to keep their businesses thriving. Price is not a focus. Quality in exchange for money is. Demonstrate a return on investment visually, (pretty graphs and charts) backed up with short case studies. Then ask for the order.
