10
Tips To Grow Your Business in a Recession or Depression
|
Unemployment is increasing, business funding and credit is
evaporating, there are increased bankruptcy
filings and buyers are
holding back and
conserving their business funds. So, what are you doing
different in 2009 . . . to grow your business in a
recession or depression?
In an
economic downturn, you must do
something different to succeed.
If you are waiting for the business climate to change or for
your existing customers to buy more . . . you have made
a mistake. In this market you need to hunt for new
business.
You
must hunt now, or be eaten later!™
Our firm specializes in helping growth-directed companies
increase their revenues through our copyrighted
techniques of business improvement called the Value
Forward® method. Through our approach, we integrate
corporate sales, marketing methodology, strategic
positioning and company financial management into one
outbound revenue capture program where the company as a
whole becomes responsible for top line revenue growth.
We
offer a 100% written guarantee.
We work with CEOs and their management teams to develop a
systematic, replicable revenue improvement process
linking all of their departments together, giving them
specific recommendations and actions steps
that need to be taken immediately, and then coaching
them on their implementation.
We
are Business Performance Improvement Specialists.
If you are seeking a proven process to increase your company’s
performance in any market condition, then we should
speak. Please click this link to learn about
our
360°
Business Model Success Program
or call me personally at (972) 727-6880 and let’s chat about the
Value Forward® method and our written guarantee.
10 Tips To Grow Your
Business in a Recession or Depression
|
[
Home ] [
Subscribe ] [
Previous Newsletters ]
10 Tips To Grow Your Business in a Recession /
Depression
10
Sales and Marketing Tips To
Grow
Your Business in a Recession or Depression
Wherever you are in the world reading this, you are exposed to
a recessionary financial time that is slowly affecting everyone.
So, what are you going to do?
Let employees go?
Cut back on marketing?
Squeeze your current clients for more money?
Yes, you can do all of this, but is that going to help? What
can you specifically do during a recession to grow you business
profitability?
10 Recession Sales and
Marketing Success Tips You Can Implement Right Now To
Grow Your Business
1. Spend more on marketing for lead generation but
force your team to quantify your ROI.
During a recession, many companies cut back on marketing
expenditures. This is a strategic mistake. During a recession,
marketing is cheaper to buy and lead generation becomes more
important because you need to find buyers who are in a buying
cycle now. But any investment, including marketing, must have a
definable Return on Investment.
2. Don't blame the sales team.
When sales are down, it is easy to blame the sales team because
it's their job to generate revenue. However, revenue capture is
a company responsibility -- not just the sales team. During a
stable recovery, there are always buyers who may buy anything
because they are flush with cash -- even if they never use your
offering in detail, but in an unstable economy, the true value
of your product or service is tested and if there are no buyers,
it may be that your offering strategy is wrong.
3. Hire slow, terminate fast.
Less professional salespeople move prospects freely between
their sales pipeline and their sales forecasts co-mingling who
is qualified and who is not qualified and inflate their sales
revenue capture success. During a recession, you cannot afford
to carry salespeople who are not hunters. During a recession,
hire slow and terminate unproductive salespeople fast.
4. Don't waste marketing expenditures on branding
ads.
In the business to business marketplace, branding is hard to
quantify. Focus your marketing budgets on tactical marketing
programs that can create leads (direct mail, thought leadership
educational events, email campaigns, etc.).
5. Make salespeople cold call.
To increase sales success and reduce sales capture costs --
salespeople must cold call new prospects. It is the cheapest and
most direct way to find buying prospects.
6. Create new product or service offerings (and
packaging) with recession pricing.
To help maintain cash flow, re-name, re-package and re-price
your offerings to give your targeted prospects multiple price
options to buy from you. Make your prospects choose between your
options rather than seek an alternative vendor.
7. Use webinars to reduce travel costs -- and to cut
sales steps.
Review your current sales cycle and marketing steps and use
webinars on the Internet as a tool to communicate your value
three dimensionally. To increase year webinar success, add audio
testimonials and customer video to your presentation.
8. Cut travel expenses by having your prospects come
to you.
To have your prospects prove to you they are qualified buyers
and not professional lookers, make them come to your office to
view your offerings. If they are traveling from out of state,
reimburse them up to a fixed amount of their first invoice if
they buy.
9. Focus on no more than three business industry
verticals.
To succeed in a recession times, focus on less industries not
more. Don't chase rainbows, instead more opportunists. To
increase your sales success and reduce your sales and marketing
costs, verticalize your sales approaches and sell three business
markets or less. Horizontal marketing is an antiquated approach
to new business capture.
10. Train your sales team better -- invest in your
sales team (and your business).
It is estimated that only 14% of companies invest in organized
team sales training. Why? Do you believe that your team is too
experienced that they cannot learn at least one new sales
technique or marketing technique? Do you think that you pay your
sales team so much money that they should just know how to sell?
Your sales team is part of your company assets and intellectual
property. Invest in your sales team and help them sell more.
"A recession is when your neighbor is out of work. A
depression is when you are out of work."
Rick Erling - President
The CxO Group, LLC and
Publisher of The CxO News
www.thecxogroup.com
info@thecxogroup.com
(972) 727-6880
Recommendations provided are to be used at your
discretion and are provided solely as an independent
opinion.
|
FREE WORKSHOP GUIDE
Sales, Marketing and Strategies Coaching
Workshops
Click here!
FREE WHITE PAPER
6 Reasons Why CEOs Need to Use a CEO
Coach to Help Grow Their Business
Profitably
Welcome,
In this issue, we look at 10 Recession Sales and
Marketing Success Tips You Can Implement Right Now To
Grow Your Business. I look
forward to your comments.
P.S. I always like hearing
from you! Send me your ideas for the
newsletter - or anything else to do with The
CxO Group - at
rerling@thecxogroup.com
Sincerely,
Rick Erling, President The CxO Group, LLC
Rick Erling is the
President of
The CxO
Group, LLC., a
management consulting firm that
specializes in integrating sales,
marketing, financial metrics and
strategic planning to maximize corporate
revenue growth.
Located at the firms Dallas, Texas
headquarters, Rick is a certified
executive coach, business strategist and
the firm's senior practice executive
working with start-ups, privately held
companies and Fortune 1000 companies in
both the public and private sector.
The
CxO Group is a
managing consulting partner of the Value
Forward Network.
With consulting partners in four
countries, it is one of the world's
largest
management consulting
groups focused on helping companies
increase corporate revenue capture.
Using the
copyrighted Value Forward method, we
integrate financial metrics, marketing
methodology, sales process and corporate
strategy and operations into one
outbound revenue capture program to help
companies grow.
We
advise CEOs on action steps to take to
grow revenues, consultant with
management staff on best practices and
train sales, sales management and
marketing teams
on tactics and strategies that work.
|
You are receiving this email because you expressed an interest
in our services...
Unsubscribe *|EMAIL|* from this list.
Our mailing address is:
The CxO Group, LLC
811 Clearlake Drive
Allen, Texas 75002
Our telephone:
(972) 727-6880
Copyright (C) 2008 The CxO Group, LLC All rights reserved.
Forward this email to a friend |
Business Growth U.S. specializes in recession / depression and economic
downturn business performance
improvement by integrating sales, marketing, business
strategies and Financial Performance to maximize
corporate revenue growth.
Our CxO advisors facilitate long distance and onsite sales, marketing and
strategy workshops, seminars and training nationwide
including New York, Orlando, Chicago, Dallas, Houston, Austin, Las Vegas, Los Angeles, San Francisco, Denver, Salt Lake City, Tulsa, Buffalo, Philadelphia, Phoenix, San Diego, San Antonio, Detroit, Miami, Washington DC, Boston, San Jose, Jacksonville, Albuquerque, Oklahoma City, Raleigh.
|
 |
 |
 |
|
|
10 Tips To Grow Your Business in a
Recession or Economic Downturn
Are you missing
out on valuable information that can
help your business get ahead in today's
recession?
Sign-up for The
CxO News, a FREE e-Newsletter with Tips
and Tactics on Sales, Marketing and
Business Strategies to Improve Revenue
in a recession or depression.
Click now to
download a one page
|
LATEST CxO OFFERS AND EVENTS |
|
|
|
 |
 |
 |
|
