In the first in a new series of articles focusing on real challenges faced by real entrepreneurs, small business expert Edward Bodiam explains the solution he offered to a client looking to boost sales without taking on a sales team.
Customer:
ICT services and support company
Challenge:
How do we increase sales without employing a sales and telemarketing team?
Solution overview:
This is a problem which many companies experience. We have found that many organisations struggle to close business and in a lot of cases to find the "right customer".
A good place to start is to look at your current customer base and answer these questions:
- Who are the most profitable customers?
- What did they buy from you?
- What do they say they like about you and your services?
- How did they buy from you? (i.e. internet, telephone, email)
Look at your routes to market:
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