‘…most people never direct their focus, never concentrate their power. Most people dabble their way through ...’
We don’t dabble, we focus on three key areas as these are at the heart of delivering controlled and profitable growth:
1. Sources of Business
2. Lead Conversion
3. Customer Maximisation
Our focus involves a forensic analysis of each.
1. Sources of Business:
New clients… Additional revenue… The fuel needed to help a business grow and so often the area where the least amount of analysis is expended.
We are consistently surprised by how little, in comparison to the importance of the area, some companies know about their current and potential customers. How sketchy their knowledge is of their wants, needs, likes and dislikes. What their drivers are. Understanding where their business sits in the customers’ competitive set.
These are just a few of the points that we look at given knowing your target market is a key element in any growth strategy.
SmartGrowth has considerable experience in increasing the amount of leads generated which includes: identifying the core Target Market, understanding what makes them ‘tick’ and developing insight driven propositions and offers which will best appeal, having a call to action that is compelling and gets responses…
2. Lead Conversion
After spending time and no doubt a sizeable amount of the marketing budget trying to attract new customers how efficient are you at converting them?
How many prospects have slipped through the net in the last 6 months? Do you know why? As importantly do you know at which point in the customer sales journey did they escape?
How does your competition present themselves and what does their sales journey look and feel like? Is it better than yours? Are you losing business to one particular company? What do they do or say that is so much more compelling?
The opportunity cost of not having the most efficient and effective conversion programme is not just measured in the loss of revenue but also in the wastage of the marketing budget set aside for recruiting new customers.
SmartGrowth is a specialist in developing sales scripts, using ‘social proof’ to its best advantage and understanding the Customer’s Moments of Truth that significantly increase the rate of conversion from an enquiry to a sale…
3. Customer Maximisation
In our experience the most overlooked source of additional revenue in any business. The expression ‘sweating the assets’, when it refers to the existing base is not, in our experience, commonplace.
We make this a priority area….
SmartGrowth has worked on numerous databases, cleaning, segmenting and prioritising in order to help realise the financial value for the business.