Don’t get stuck in the “everything slows down in the summer” syndrome. Use the slower pace and the extra time to cash in and get a head start for fall. If you wait until September to “pick-up the pace” it will be the end of the year before you see any results.
Increasing revenue is not only selling more. It is also about doing your due diligence on your current offerings. Here are five things you can do right now that will get your revenue flowing in no time.
1. Pick up the phone
I’m not sure why but people seem to have more time for conversations in the summer. So pick up the phone. Don’t default to email. Let people hear the warmth in your voice.
Take 10 minutes and watch this webinar on building your Top 20. Then make it happen! Make 5 calls a day. If someone isn’t available, leave a message and follow-up with an email to schedule time to talk. The more people you call, the more activity you will generate and the more likely you are to increase your revenue. It’s as simple as that. They will love hearing from you!
2. Sell more to existing clients
You don’t have to get new customers to increase revenue. Often the best way to get more money flowing is simply by letting existing customers know how you might be able to help them. Your job is to let them know what you have to offer. How will they know you provide training or support programs if you don’t tell them?
Let your customers know what else you do through a quick call or a summer visit. Needs are constantly changing. It’s up to you to find out what your customers need and show them how you can service them.
3. Look for “diamonds in your own backyard”
Another great way to generate more revenue this summer is by connecting with people who were close to buying previously and they just weren’t ready yet. Because they didn’t buy before doesn’t mean the prospect never wanted to work with you. Circumstances change. They may have an even greater need or a new budget for your service now. You never know unless you reconnect with them and ask.
You invested time and money in building this relationship. You don’t have to start from scratch with these contacts. They already know you. This is a great place to focus your attention if you want to generate more revenue right now without having to go through a long sales cycle.
4. When did you last increase your prices?
Often small business owners are afraid to raise their prices in case they lose existing customers and close doors on new opportunities. Keeping your prices down isn’t doing you or your customers any favours. You want to run a profitable business and deliver quality work at a fair price.
Take time this summer to evaluate your pricing structure. Define your new pricing model and then get together with existing customers to let them know why you are increasing prices and when it will take effect. Thank them for their business.
5. Stop giving time away for free
We all do it … an email question here and a quick call there. It’s a fine line; is it good customer service or is it free added value? Call it what you may … Are you guilty of not get getting paid for work you do?
Start tracking your time so you know what you are giving away and you can implement the necessary charges.
Establish your client boundaries and be really clear in communicating the scope of your support to your clients. This is your responsibility not theirs.
When you deliver value and have open communication with your clients you don’t have to be afraid to charge for work done.
These are five effective ways to increase your revenue. Take action now and reap benefits in the next 90 days.
What are you going to do to take advantage of the “summer slowdown”?
Judi Hughes, Partner