Wisdom from Women Business Leaders
Five Things You Must Do to Grow Your Business
by Lois Bradley
The biggest challenge for any business owner looking to grow is understanding that just being an expert in a product or service isn’t enough to generate revenue.
You have to do something to be the rainmaker. And, if you haven’t sold before, you have to understand some basic sales principles to grow your business. Here are the top five lessons that I’ve learned in my ten years of running a successful business:
Stay true to yourself. There’s no sense pretending you’re something that you’re not. If you know how to deliver human resource services and develop custom training programs, do that. Don’t start another business line just to have another product to offer. Focus on what you are good at.
Understand your client. Building a relationship with a client begins with connecting. You need to learn about them, their background, and their business. Once you understand their pains in business, then you can provide the right mix of your products or services to address those needs. It’s all about solving their problems.
Go to trade shows and speaking events. If you have a product to sell, go to the trade shows. If you’re selling a service, speak at business events. Find out about them through your Chamber of Commerce, business networking groups, or professional associations. Don’t talk too much. Spend time listening to them. Not only will you make valuable contacts and build your marketing list, you will also learn about your audience and their needs.
Make sure you propose the right solution. The only way to prepare and deliver a competitive proposal is to ask the right questions and learn what they want. What do they have in mind for deliverables? Do they want on- or off-site services? Do they have a deadline? A budget cap? Are they considering other options? You want to know if you will have other entities competing for the same business so you know how to make yourself stand out.
Make a plan and stick to it. Every business owner should have a business plan that details core values, goals, and strategies. That plan should be reviewed annually to evaluate what is needed to increase revenue and add value to the business. It’s your compass, your roadmap for success.
As the saying goes “If you don’t know where you are going, any road will get you there.” Chart your course, and lay out the roadmap for success.
About the Author: Lois Bradley, is a motivational speaker on the topic of Women’s Leadership, and Founder and CEO of The Bradley Partnerships, Inc.(TBP), a human resource consulting firm providing customized training programs and executive coaching services. Lois can be reached at lois@bradleypartnerships.com
