Now is not the time to sit back & wait for clients to come to you…

Most of us our feeling the economic challenges of the times, but it seems as if some small businesses are doing better than ever.

The one thing that seems to separate them from the rest is that they are extremely proactive and strategic in the area of business development. Contrary to many small business owners that are almost frozen from fear.

The opportunities arise when business owners that are used to sitting back and waiting for business come to them, start to proactively market their business – and end up generating more business than they ever had before.

The opportunities are compounded by the fact that there is less competition during a recession since more and more companies are closing their doors. A recession acts as a weeding process in the business world.

In many cases the strong businesses survive recessions and recessions also have the potential to make businesses strong. That strength isn’t necessarily based on your skills and abilities or even in the quality of your service or product- but the strength is derived from the practice of putting yourself out there- often in ways that are uncomfortable and unfamiliar. Many consider this to be a universal law – that when energy is expressed in an area that there is a return on that investment of energy.

If you find that your business is struggling this would be a perfect time to incorporate at least one new proactive marketing technique. Here are some ideas that you could incorporate immediately:

1. Develop a Strong Referral Program- Many companies get the majority of their clients from referrals. You can bet that that they don’t just sit back and wait for their clients to refer them. They ask… Getting in the habit of regularly asking for referrals is the best way to get referrals. If you can go a step further and incentivize those that refer you, it will most likely be even more effective.
2. Presentations- One of the more uncomfortable ways to put yourself out there is by going to organizations and corporations to give presentations on a educational topics relative to your product or service. That being said, it is usually only uncomfortable for the first few times and then the discomfort is replaced by the rewarding experience that it was masking. If you put together an enticing topic you will be surprised at how many organizations will be willing to give you access to their members/employees/clients in order to present – A great way to have direct exposure to large numbers.
3. Join a Networking Group- There is tremendous power in numbers and it is not always what you know, but who you know…
4. Email Marketing- Email marketing is probably one of the most cost effective forms of marketing ever. You could send out thousands of emails directly to your prospects for less than $50. It is amazing that more people don’t do it… Email Marketing and sending out email newsletters is an incredible way to get yourself in front of your prospects on a regular basis to brand your business.
5. Follow Up- It takes on average 7 contacts to convert a prospect into a client and most people give up after only 1 or 2 attempts. It’s no wonder that most small business owners are struggling to get business. Especially now, each business lead you receive is like gold. A prospective client is the only thing in the world that you can convert into a client. As a responsible business owner, it is your responsibility to follow up with your prospects regularly, to build credibility and to educate them on what you offer.

Now is not the time to sit back and wait for business to come to you. Consumers are much less likely to look for and find you, but it does not mean that there is no need for your product or service. It is a matter of timing and if you are not in front of your client at the right time it will probably be a missed opportunity.

Mikel Bruce
Tinyfrog Technologies
San Diego Web Design & SEO