As time goes on in the growth of your business, you will
find new products and services to offer clients and customers which fit their
needs, and they are looking for them. This is great for your business, because you can increase the revenue per customer, and it is great for the customer because you can make it easier for them to get what they need, and you can show them added value which separates you from your industry counterparts.
For example, for many years, Kinkos simply had a counter
where you could get special services like large quantity copying done, binding,
and signage. They also had a bunch of copiers and computers that one could come
in and use.
It took quite some time for them to start stocking office
supplies and books – such a “no-brainer” to know that people rushing
in for last-minute copying might also need file folders and a
“how-to” book to read. Their revenue per customer is much higher margin now, I predict – because of all the add-ons and occasional impulse purchases.
What products and services are your customers in need of?
You can have a brainstorming session to come up with ideas, or even better, you
can ASK them. Think of the services that come before and after what your
company does. Is there an alliance you can put into place?
Do some market research. At the least, see what those in your industry are doing in your community and on the Internet. How are they differentiating themselves?
With my clients, I can offer all of the tactical ideas and train sales team members – however,
if they do not articulate their company’s value well, all bets are off. I need
partners who offer branding, marketing, advertising, and PR to help my clients
win. How about you?
Is your business growing, or floundering? Get help on
writing a very comprehensive business plan, and create both a marketing plan as
well as a sales plan.
me your ideas on resources, and I’ll post them.