Strive to be the best in your niche. Let's face it - the ones who are considered pillars in the industry are the ones who get more business. These people, however did not just take a nap and find their expertise on their laps - they worked hard to get it. They took courses and attended seminars that helped fuel, not just their enthusiasm, but their excellence in their job as well. Work towards being an expert. More people will patronize your business if and when they find out that it's the best of the best at the helm of the company. Enhance knowledge, work hard, sacrifice more. Attend webinars - and chose the best ones to listen to.
Try to specialize. Don't try to cover all bases. Focus on one field of specialization and concentrate on it. If you open a fitness club, your niche could be your field of interest, like weight loss, or it could be an under-served niche, like physical training for the elderly. Your business could offer everything related to training, but it would really be to your advantage if you have a special field, and concentrate on it. Being specialized may result in losing customers which may not exactly be your target market, but it allows you the unique opportunity to be an expert in your niche. Try to be the master of one, and not the jack of all trades.
Capture more leads. Your goal is get more clients, so be as visible as possible. Partner with the social media experts and get your keywords into various blogs, search engines and facebook pages to increase your chances of being chosen by potential clients. Employ both the offline and online forms of marketing. Offline, through flyers, billboards, commercials and events - although your message may fall on the ears of people which are not exactly in your target market. And online - through a good website, social media exposure, and search engine visibility.
Maintain relationships. This simply means that you must try everything you can to get your existing clients to come back for a 2nd, 3rd and 4th purchase. It's easy to make that initial sale, but to get them to come back is something you must work at. Make your products hard to resist, that they come back for more, even if you don't encourage them to. You must also maintain a good business relationship with suppliers, manufacturers, partners and customers - because you need them to survive also. Remember that one bad relationship is enough to ruin a dozen good ones. People talk - and they talk more when you do something unacceptable. Maintain an attitude of gratitude, dignity, honesty and genuine concern. Sometimes, people come back not because your products are the best - but because they love the business owner.
Be accessible. Keep the phone lines free, and your website updated. You'll never know when and who just might come knocking at your door - ordering a year's supply of your products. If you cannot be reached, then you lose out on this opportunity. Be ready to answer questions, and train your people to be mini experts too. No client wants to see a salesperson who is at a loss for words when he or she asks how your products work. Yikes, what a turn-off.
Cover all your bases. Leave nothing to be desired. Sometimes, businesses fail because the owner failed to notice a problem at its onset. If you sell hardware goods and fail to see those initial termites gnawing at your good lumber, then that's the end of your business. Sometimes, it's your own problematic staff member who causes some problems which are hard to undo. His being scatter-brained as a result of his unhappy home life may be the reason why he failed to call in a loyal client's order, or even just failing to inform you about an important business call which could make or break your business. Cover all your bases. Develop order and peace within your company. Hold weekly meetings to keep yourself abreast of developments (or the lack of it).
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