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So here are the top five methods for
business development using your existing client traffic
this is Dave at AFX one of the things we look at in evaluating a business and doing business
development is
how to get more growth from
your existing client traffic we’ll talk later about getting more traffic in marketing
but how can you get the most from
the traffic you have now first of all is closing ratio if you have a sales department you
wanna make sure that all the
sales skills and resources at your disposal are being used to convert the
highest number of
incoming inquiries if it’s phone calls you want to close those phone calls if it’s walk-in traffic
you wanna make sure that your sales staff is doing everything to close
those deals we’re not talking about selling
we’re talking about closing so that's the first step is to make sure your closing
the clients that are in front of you
number two is you wanna clone your
buyers what does that mean well if you know that certain types of
individuals companies appear be the a/c company
are valuable to your enterprise
you want to find more like that if you have let's say insurance companies as a
large client base for you find more companies exactly like your existing
clients
by cloning your buyers you can grow your business through your existing
client traffic number three is you want to round out your accounts
make sure that the accounts you do have and the sales you have are buying
anything that they need that you have access to through you so if you sell a
product and you have related products they're getting somewhere else you want to
round out your accounts
to make sure you're handling those transactions directly
and they're not going somewhere else for something that you could provide
number four is pricing
making sure that your pricing is in line with the client's needs
we’re not talking about discounting we're not talking about cutting prices
we want to make sure that your price structure
is set up so that the client buys from you
at the maximum price for the maximum amount of product
that they need to get number five is margin making sure that
the efficiency of your delivery of that product or service whatever it is
you sell
is maximized so that for certain price you have the maximum margin
built into your system you don’t wanna be selling things one at a time when you
can sell in bulk for example or
that your internal operations don't have too many people
that are not providing value for that client
those the top five methods closing ratio cloning your buyers
rounding out accounts making sure your pricing is good maximizing the margin
these are ways you can get more business more net profit from your existing client traffic