Benchmark Business Group

Prospecting

Does your business have all the sales, leads, and prospects it needs?  Rarely does a business say yes to this question.   Most businesses are always looking to grow, which means they're always looking for new ways to prospect.   Below are a collection of articles on prospecting from our weekly Business Owner Insights.

September 27, 2016

This month we are setting you up to be refer-able. We looked at why you want to be pro-active in planning a referral strategy. Also, we shared ideas to implement a better, consistent experience to your customers. Basically, setting the groundwork so your business is refer-able. Finally this month we want to discuss what to do after a customer refers yo

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September 20, 2016

"Do what you do so well that they will want to see it again and bring their friends."  ~Walt Disney

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September 13, 2016

Last week we explained the necessity in having a referral strategyWe also introduced you to three reasons a customer refers your business to others. And, we challenged you to think like your customers and experience why you would refer your business to others. The next step, and what we are covering this week, is starting to make the necessary changes so you are more referable.

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September 6, 2016

Personal introduction, referral, recommendation - whatever the word or phrase you use, it can be defined as "your current customers bringing others to your business to also be customers." All businesses want their customers to have a remarkable experience. Even better, is a customer having such a remarkable experience, they want to share that experience with others.

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July 22, 2015

This month we've challenged you to work on creating a three month rolling prospect plan for your business. We've looked at the elements needed to create a prospecting plan and the resources you need to pull together for your team. This week we've got a few more tips to implementing your prospecting plan, but the most important step is to get started. Here are a few tips to get your business started:

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July 21, 2015

Quote: Take more chances than you dare. You'll make more sales than you expect. That's the formula. - Jeffrey Gitomer
Question: What chances are you taking in your prospecting?

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July 14, 2015

Last week we discussed the importance of having a rolling three month prospecting plan. You might be tempted to jump right in and start your plan, but we've found it's helpful to first take a look at your resources. Having your resources in place will allow your prospecting plan to come together with ease and ensure that it is implemented and consistent.

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July 7, 2015

Prospecting has a huge impact on any business. The problem in many businesses is that prospecting is not done consistently and is often done as a last moment reaction to a problem. A business realizes it needs more cash flow or sales to meet its goals and suddenly there is a mad dash to prospect. Unfortunately, most businesses prospecting activities don't go from Zero to Sixty easily. It's a process of building trust, feeding information, and slowly building a relationship that takes time.

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December 1, 2014

 

The holiday season is in full swing with Thanksgiving here in the United States being celebrated this past Thursday and the unofficial/official shopping season kicking off with Black Friday, Small Business Saturday, and Cyber Monday. There is no question that there is a lot happening during the next month; we do not believe the question is whether or not you will be busy during the season, rather, will you be busy doing what is needed to help grow your business?

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July 29, 2014

Community involvement is something we see a lot of business owners do when they first get started. We mentioned it in the tried and true article because the activity typically wanes as a business matures. Why? You get busy. You get older. Your kids get older and have fewer activities. The reasons are many, but our focus is not just how "you" can be involved in the community, but how your "business" needs to be involved in the community. Once again, this is a team activity and these ideas should be shared and discussed with your staff.

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