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The most powerful way to grow your revenue is by communicating the value you provide to others. The best technique you can use to do this is by leveraging the relationships you have built with your current clients. If you are faced with the goal of growing your revenue in a short period of time, follow these four steps: |
1) Ask your current clients what they like most about working with you. Then ask them to tell you how you have improved their lives or business. What was their issue before working with you, and what were the results after? Here you want answers like how much money your work has saved or made for them, how their productivity has improved, how their stress levels have decreased, or something along those lines.
2) Use this information to document your clients’ testimonials and then create high-impact, one-page case studies that tell a story of how you improved their situation. Put these on your website, and on a word document or PowerPoint slide – something that you can use to easily share these stories with others.
3) Then ask them to introduce you to someone else that may need similar help. How you ask this determines how successful you’ll be in achieving strong referrals. Remember, you aren’t asking for a favour, you are asking your current clients to introduce you to their peers that may be looking for similar results. To your current client, that should be positioned as if he is doing his peer a favour by introducing him to you.
4) Send these peers the testimonials and case studies you have just created. The beauty of this part is that you aren’t saying how great you are. It’s your clients that are saying it.
Carry out these four simple steps and there is no way that your business cannot grow. All you are doing is communicating the value that you already provide, and doing it in the quickest and most effective way possible.
♦ Ahmed al-Akber is the managing director of ACK Solutions, a firm that helps companies to improve their marketing and sales results by offering more effective ways of attracting customers and significantly better products and services. Ahmed has worked internationally in marketing, sales, and strategic planning at companies such as the Coca-Cola Company, Philip Morris International and Dell. Questions or comments can be sent to Ahmed on [email protected]