Alison Edgar, managing director at Sales Coaching Solutions, shares her top tips for business growth.
“How has your business grown so much in such a short space of time? Is it luck?”
“Wow – you’re so lucky that all this has happened to you and your business?”
“This time last year your business was nothing like it is now, you must really have luck on your side?”
The above are just some of the questions and comments I have received recently as people ask whether my business’ success has been down to luck. But my answer is always the same: no, it’s not!
If you have a clear vision of where you want your business to go, you can put a plan and a strategy in place to ensure you get there.
Here are my top tips to achieve success:
1. Build a brand
Every business needs a strong brand, big or small. But don’t just build any brand; build a brand that reflects you. By doing this, you can create a look and feel that you believe in. Make the persona of your brand natural to you to help keep the continuity of your message natural, which is crucial for developing a strong and memorable brand.
Start utilising social media to get your brand out there! The trick is not to just post about your own business; instead share, retweet and publicise other business’ content. This will help you build online relationships, cultivate a friendly image and increase the chances of others sharing your posts.
2. Broadcast yourself
Make sure you’re good at telling people what it is that you do. It’s much easier to sell yourself when people know who you are and trust you as a business. Don’t be scared to shout about your achievements by making use of PR techniques, including press releases, opinion pieces and profiling pieces. Finally, try and find strategic partners and associate yourself with the ‘movers and shakers’ in your industry.
3. Sell, Sell, Sell!
The key to effective selling is following a process: build a relationship, ask the right questions, listen and match product benefits to identified needs – all the while adapting your behaviour and process to your customer. A simple, yet greatly successful concept. And one which, if you follow effectively, will help make closing sales a far less daunting task. During your next sales prospect conversation, try asking open-ended questions instead of closed ones and observe just how much information you acquire about their needs.
It’s time to go and grow!