Recently, I gave a workshop on how to generate more customers and revenue. Since not everyone could be there, I want to share my top tips with you here as well:
- Choose your customer! Create a clear profile of who your ideal customer is. So, not just anyone who can buy from you – anyone with money can do that – but rather, who will you spend your marketing time and/or budget on. For example, we primarily serve freelancers and SME entrepreneurs in Gelderland and Overijssel, and that’s who we focus our marketing on. But if a client from North Holland or Switzerland comes along and wants to pay us, of course, that’s fine too.
- Make sure you’re attractive to the customer. What do you do differently or better than your competitor? Or what’s better about your product or service than the alternative? For instance, my colleagues and I rarely need to demonstrate that we’re better for the client than another coaching/consulting firm. In our case, the competition is almost always that the client does nothing at all.
- Write down how you’re different and include that in all your marketing materials, like your website. Practice these sentences and make sure you can say them easily, so they roll off the tongue.
- Where are your potential customers? What do they read? Who do they talk to? Where do they go? If you know that, you can tailor your marketing much better. For example, we primarily serve freelancers and SME entrepreneurs in Gelderland and Overijssel.
- Take a good look at your current and former customers. Could they buy more? The same product, or a different one you can supply? Or do they have other customers they can connect you with?
- Make a plan! How often will you do what, or by what date? With what budget?
- Put all the actions you want to take in your a calendar and stick to them.
- Evaluate! After a month, quarter, or half-year, see what’s working and what isn’t.
Hopefully, these tips will set you on your way. If you still want help creating such a sales and marketing plan and fine-tuning what makes your company unique so you can generate more revenue, please contact us. Besides helping you write your plans, we’ll (if you wish) follow up to see what parts of your plan succeeded, what didn’t, and where you could use further assistance. This is because implementation is often where things get stuck. Brilliant Work consists of a team of experienced business coaches and advisors who can provide excellent support. And for freelancers and SMEs, our help is usually 50%, 80%, or even 100% subsidized by the province and government.
Lizanne Jakobs, info@brilliantwork.nl, 0262130704
