Here’s a great marketing idea. In the next two weeks, talk with at
least 20 of your clients, either on the phone, via e-mail, or in
person. Ask them this question, “Why do you choose to work with our
company?” Once you find that out, see what you learn from it and see if
there is not some marketing you can do that focuses on that.

For example, let’s say you talk to 3 clients in a particular
neighborhood that tell you they do business with you because their
neighbor started using you and they assumed you must be good. Upon
further review, you only have 5 clients in this neighborhood and you
should have 35. Ask those happy clients if they would help you gain
more market share by writing a letter on your behalf and sending it to
the neighbors in return for some discounted services.

Or, if you own a restaurant and your clients tell you they come to your
place because they love the atmosphere and the desserts, I would say
you need to make sure you are always putting out new, creative desserts
and market that accordingly.

Ask your clients why they do business with you and do more of that and
you are more than likely to find success.

It’s tough right now. I run a small business and I can see it firsthand. Those who play this smart will be just fine. Here are 4 quick tips to help you right now.

1) Take care of your best clients right now. They are the reason you have a business in the first place; don’t neglect them. Spoil them with service; let them know from your actions that you appreciate them.

2) On the other hand, jettison those clients who are difficult to work with and you don’t make money from. You really can’t afford to work with them right now and trust me, you won’t miss them. If you don’t know who your best clients are or who you don’t make money from, then you need to figure that out ASAP.

3) Hustle. Get out there and look for work and look for clients. I have found a lot of people are depressed and sitting around complaining; that doesn’t do a darn thing; get out and get to work. You’ll be surprised what you find.

4) Do some marketing. Send out a postcard, do a newsletter, have an open house. Show your marketplace you are alive and well and keep your name out there. Not only will that help you right now, but it will also help you once the economy picks up!

Gotta run….I’ve got to get to work myself!

Sometimes a little self-assessment is time well spent. Please take a few moments and take this test I found in Selling Power a couple years ago. I believe you will find it helps you see some things you might be able to work on.

I give it to my salespeople once a year and ask them how they think they’re doing, and I take it myself and refer to it often. Please do the same and see if you can’t find some things to work on. Speaking of working on things, I highly recommend Selling Power, the magazine. You can subscribe to Selling Power by clicking here.

Click to download a printable version of the Sales Quiz!

Also, for details on GROW! 2009, please click here.

How much money do you spend a year with your attorney? Your accountant? What about the vendor that you spend the most with? Do you do work for them? Do they know people you could get as clients?

I’m not a big fan of making it mandatory for anyone with whom I spend money to spend money with me. But I do expect a little help – a referral, a suggestion, a lead, some type of help growing my business.

In the coming weeks, go see your accountant, your attorney, your vendors. Tell them you are looking for some business and ask them if they know anyone who could use your products or services. If they truly value your business and respect your talents, they will help you. Give it a try; it will work; it works for Grunder Landscaping Co.!