When TBSI Consulting first launched, I could not understand why no one was calling to use our products or services. We had a website, social media, and all the right marketing collateral, but no one was calling. How could this be? After all, we had a great business and provided services that every business needs. That was true, but who knew? It took me a while to figure out that maybe, just maybe, I was not spending enough time letting people know the lights were on.
I had a very wise client who told me he spent as much time telling people about what he did as he spent actually doing it. My client correctly concluded that if customers were not walking through his door, his time had to be spent reaching out to prospects, telling them how he could meet their needs. In other words, he made sure prospects knew his lights were on. It was one of those aha moments for me as a new business owner, and it is still true for every business. Making sure your prospects know you are open for business and have products and services to meet their needs is as important to your success as being able to deliver those products and services to your customers.
If you are interested in growing your customer base, you may be wondering how much time and money one should invest in contacting prospects and in turning prospects into customers. While there is no absolute right answer, you have to begin by identifying potential customers and talking about your business, the services you provide, and what you can do to help meet their needs. Understand that you will not do this once or twice, but rather over and over and over. Customers generally do not make a “buy decision” based on the first or second contact, and it is fair to say that it may take five to twelve contacts before you can turn a prospect into a customer! But always remember this—if you do not let prospects know your lights are on and that you are open for business, can you really expect them to find and use your products and services? Stated another way, are you expecting your prospects to grow your business, or are you taking responsibility for that as a business owner?
By the way, this communication is our way of saying that TBSI Consulting’s lights are on and that we have services that can help you grow, groom, and capture the value of your business. Watch for more to come, and if you need help developing or implementing a marketing plan, contact us.