It’s a given that a primary driver for all small businesses regardless of the service or product on offer is to preserve or expand reach and in turn; maintain and increase revenue.
Maybe you’re at a crossroads in developing your business; sales aren’t all you’d hoped they might be, or acquiring new business and customers has become increasingly difficult, or perhaps you’re missing out to competitors and progress is difficult to quantify? If any of these scenarios are resonating with you – regardless of the product or service you are offering, it’s important to start asking yourselves the right questions to recognize the problems your business is facing.
Even if you are unaware how to solve problems you might face, you probably have a pretty good idea of what those problems might be. I’ve put together a simple checklist below, outlining key questions – and solutions, which can be used as a guide for any SME owner/manager. By using the checklist to ask the right type of questions around your business – you will begin to develop a clear idea of the problems you are facing and this can really help you build a narrative about solutions required that are relevant to your business with its own very specific problem areas.
- Have you fallen out of love with your business or lost the passion you once had for it?
- Do you feel like you’re treading water without following any set plan?
- Do you feel you have a scattergun approach to your marketing efforts?
- Do you have a good sense of why you do what you do?
- Do you have a 12 month vision for your business?
- Do you have a 12 month revenue goal?
- Do you feel like you’re not sure who you’re trying to sell to?
- Do you feel like your business is a commodity?
- Does your pricing structure seem problematical to your clients?
- Are you happy that you are working with the client base you really want?
- Are you struggling to stand out from the competition?
- Do you have a regular client base?
- Do you know who would be the best client for your business?
- Do you have a unique message that sums up your proposition?”
- Do you understand the greatest problems your clients face?
- Do you have a logo or identity that appeals to your clients?
- Do you have a complete view of your competitive landscape?
Lead generation problems
- Do you have any strategy to generate leads or do you feel it’s largely ad hoc?
- Do you wonder what it would take to consistently generate the kind of leads you are really looking for?
- Have you ever felt you were wasting money on ineffective lead generation tactics?
- Do you find the technical aspects of online advertising a bit intimidating?
Lead generation solutions
- Do you know the best place to generate leads for your business?
- Do you have a means to attract your perfect client leads?
- Do you follow up leads in a consistent manner?
Lead conversion problems
- Do you feel comfortable selling?
- Do you find it difficult to speak to the right prospects?
- Do you spend a great deal of time scheduling meetings, or putting together proposals?
- Do you sometimes miss the opportunity when it comes to working with a new?
- Do you feel you’re losing clients as quickly as you can generate new ones?
Lead conversion solutions
- Do you have a consistent process in place to respond to leads?
- Do you have a set presentation for potential new clients?
- Do you have any practices in place to cultivate leads before they commit?
- Do you need a proposal process for your type of business?
- Do you have a consistent procedure to position new customers?
- Do you have a process to revisit previous inactive customers?
Use the above to help define problem areas more clearly and to develop clear strategies and solutions for overcoming them. I hope you find them useful. If you do need further help and guidance on this please do get in touch – I’ll be very happy to talk this approach through in more detail.