fbpx

Interview Patty

3 Tips for Innovative Customer Acquisition

Houston Financial Strategies for Small Business

1. - Become engaged in your prospect’s context. - Trigger events usually have really large contexts.

If you find out that Company X is moving to larger office spaces, consider what situation prompted that move in the first place. Was the move in response to a competitor entering the region, to a merger and acquisition which increased company size, or perhaps in response to a new product or service offering requiring more space so your customer can become more competitive? Here are three different scenarios which are not addressed by a “one size fits all” sales solution. Use your creativity, and innovation, in considering solutions for your prospects’ context.

2. - Think more strategically. - If your company has mandated that the average close for a sale is 60 days, you end up prospecting companies that will close within your company’s time frame. Would you call 60 days strategic thinking? Neither would I. You end up ignoring companies that have a buying cycle longer than 60 days. If you want to create an account base of loyal and retained customers, think strategically. Their larger business contexts allow you to be innovative. How can you leverage small tactical closes throughout your sales year that provide forward strategic momentum in meeting your customers’ business goals?

3. - Create a support strategy for new customers. - Instead of leaving new customers to the Customer Service department post-sale, think about maintaining your touch with that customer throughout the duration of each contract. You will end up learning far more about that customer than you did in your initial selling experience. The relationship you build and sustain may result in defining new, and larger, opportunities for the future. Once your own sales vision matches your customer’s strategic vision, you provide innovative and sustainable solutions as a partner instead of pigeon-holed as your company’s local sales rep.

Source: SalesForce

Patty Block, President and Founder of The Block Group, established her company to advocate for women-owned businesses, helping them position their companies for strategic growth. Charting the course for impactful, sustainable, profitable businesses, the beacon is control: of your strategic direction, your money, your time, your staffing, and your ability to bring in business. The Block Group brings together the people, resources and ideas that build results.

11-Houston-Financial-Strategies-for-Small-Business

Houston Financial Strategies for Small Business.

Business consulting for women entrepreneurs in Houston, Advice for women entrepreneurs, Business Coach in Houston, Growth strategies for small business, Business coaching for women, Growth for women-owned businesses, Houston business coaching, Financial strategies for small business, Small business consulting in Houston, Business management consultant, Business, Consulting, Women, Entrepreneurs, Houston, Coach, Growth, Strategies, Coaching, Owned, Owner, Financial, Consulting, Management.

Building Blocks

7941 Katy Fwy. #414
Houston, TX 77024 USA

© 2024 The Block Group Inc. All rights reserved.  Terms of Use | Privacy Policy | Disclaimer