Your 'inner buccaneer' is letting you down

There are always months where sales are slow...

Where it seems crazy hard to find new clients, where you just wish you had an extra $10k. Yeah?

The typical business owner will drown a stiff cup of coffee, don their proverbial captains hat and embrace their inner treasure-hunting buccaneer.

Have you ever done that?

You start the day with your gaze to yon horizon...

Then you say, “Aaargg! Where shall I hunt for new prospects today!” (Say it now, in your best pirate voice. Tee hee!)

That way of thinking has helped you a lot.

It’s your inner buccaneer that that gave you the courage to start your business in the first place.

It helped you ride through many a storm.

And big breakthroughs often happen when that side of your self is manning the helm. “Aaaaargh!”

But that’s not how to make cash quickly.

That’s because you work in B2B.

Decisions are?not?made quickly.

They require a higher amount of trust than most deals.

You are selling bigger ticket, outcome focussed, complex products or services. This takes time.

When seeking a quick win...

Where are most most likely to find hidden treasure?

Right under your nose!

Did you know that...

"It’s 16 times cheaper to re-sign a past client or sell something extra to an existing client than it is to find and sign a brand new client."

Of course you knew that!

But it’s not nearly as fun as chasing new prospects. And it sometimes feels awkward reaching out to people who once left you stranded. (Pirates often get ghosted.)

So, here’s a map to consistently unlock the treasures that are already in your business...

?Manage your data intelligently

We are all constantly engaging with current clients, future clients and some of us even regularly engage with past clients.

But what systems do you have in place to manage who’s who in the zoo? We use a tool that’s funnel builder, sales pipeline manager and CRM all built into one.

More importantly, we TAG our contacts, so we know things like the SOURCE of the lead and the STAGE of the lead and the QUALITY of the lead.

ACTION:?If you’d like some help with this, jump across to your Facebook Group here.

1. ?Prepare a Schedule of Rituals

What’s that? It’s a document that tells you what your clients (current, past and future) are likely to be thinking at different times of year.

For example, we know that in Australia, our B2B clients often spend December in a desperate scramble to close deals before half the country disappears for a month.

A similar thing happens in the US in June/July.

Maybe budgets are allocated in your industry at a certain time of year?

Are there periods when members of your target audience have a particular stress or need?

Most people assemble a marketing schedule by asking themselves, “What can we do throughout the year.”

That’s wrong.

The best way to start is by asking, “What are our clients thinking about at different times throughout the year.

ACTION:?If you’d like to see our ‘SCHEDULE OF RITUALS, go here.

1. ?Reach out regularly to past/present clients...

And make this a habit!

Do it every month, or once a quarter as a bare minimum! If it’s habit, it becomes a process.

The first time you do this, there’s a red hot chance that you will get a spike in sales.

And if you do it often, you are less likely to need a quick hit of cash, or have those bad months that we talked about at the top of this post.

Existing clients, past client, aging prospects don’t need the same level of education that a new lead will need to ‘get them across the line’.

But as I said above...

Engaging with existing audiences is not always as exciting and sometimes somehow feels more dangerous. Yeah?

ACTION:?Over coming days, I plan to share some insights and templates for re-engaging with cold and stale audiences. If you’d like that, go here and type TEMPLATES.

"Yaaaaarrrh!"?