5 Oct 2017
There are 12 Strategies for Sales Hyper Growth to employ for your organisation (just like there are 7 Business Leadership Styles, 12 Business Hyper Growth principles and 12 Cultural Growth qualities).
The tenth being “Be pre-emptive and pro-active with your top clientele”. Once you have segmented, analysed and evaluated your core clientele, current market and future markets. It’s an imperative you keep your top clientele close. The evaluation of these clients can be done with a simple rating system of profit per client, ease of dealings, ease of work-job, future potential profit and future referral potential.
Then, begin a project that systematically aligns your business culture, marketing and services provided for this tier-type of clientele. This will harness and utilise your resources more efficiently (human, technological and financial).
From this you can design and formulate your strategy going forward. Utilising the right resources for the right project is also an imperative for this new more focused and streamlined target marketing strategy. Who is the best person to look after a particular account or client? Will you be relationship based or role based for interaction with your top clientele. Have you positioned your product and service for this style of clientele or account?
If its high touch and boutique relationship, have you recorded key information about their personal interests and hobbies to make effective “touch point” strategies (like subjects and topics that of personal interest to them). If it’s a large company account, what are the company’s core competencies and challenges ahead for its industry? Can you be pre-emptive and solution focused for them?
Being, knowing, thinking and doing are the core characteristics that have to be in play for keeping your top clientele in the forefront of your mind to ensure greater profit potential and future prosperity. You’re the owner, so lead the relationship!