Diary Filling Ideas for the New Year

Looking at all the things that we could do to fill your diary this year, there are a number of ideas that have proven themselves over the years and certainly what we’re looking to do to really kick the year off.

Revisit Past Clients: So many things change - you’ve improved, they have changed, the economy has definitely changed as has the market place. Because of that it is absolutely worth revisiting your past clients. Look at those that have not used you for years, or those who have dropped the amount they order, or stopped entirely. It is time you knocked on their door to find out why.

Sometimes it is worthwhile sending a reintroduction email letting them know that you have noticed the change in business or that you have not connected for some time as a way of breaking the ice. We are finding a 30%+ rebooking rate from past clients that remember our services kindly.

Swap Hard Clients: If you are part of a team take the two or three clients from the team members that have spent all year trying to get across the line and give them to someone else. Sometimes it is a mismatch of personalities or it may be a weakness that you have in a particular closing technique, or some other thing that is very hard to put your thumb on.

We have found by swapping our three most frustrating potential clients over, the new person that got them would often convert two out of three. Just the different approach made the difference.

Try your message on a new target client/audience: Instead of trying to sell something to somebody, what about a conversation? Approach them; ask if they could critique your offering to see if it is applicable to their industry.This also works really well with existing clients where you want to have a conversation about a different product. It is somewhat similar to the ‘back door’ approach where you begin by saying “who do you think could use one of these?”  It’s amazing how often the answer is “we could!”

Make a List: this one was a good short, sharp reminder from an absolute expert in generating business, Winston Marsh of  winstonmarsh.com.au.

Seriously – when was the last time you made a list of people that you wanted to go and talk to and simply knock on the door to see if there was interest?

Take the time to fine tune your message: This was the biggest key to our success last year. By having a crystal clear offering to a defined market the business started to fall into place. We knew where we wanted to be and the client knew we were right for them. We have yet to launch the new website for ‘3 Piece Sales” but success came simply from articulating the new message – more on this in a couple of months.

When was the last time that you stood back and made sure that your message has not grown extra arms and legs that has diluted its real purpose and drive? Is it still current with market demand? If you can be specific about how you help a specific group, you will attract that group to you.

 Go fill that diary!

If you’ve been reading these information bulletins then you will have seen many ways to create an effective approach - but we’re happy to help. If you’d like a hand with an approach drop us an email at info@inspiredlearning.co.nz and let’s see what we can do.

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