Your business is stagnant. You’re not growing, and yet you don’t have enough hours in the day to get everything done. Your revenues aren’t enough to afford more help and you can’t take on any more. It’s not that you don’t want to grow—you do. You fear you’ll eventually fail without growth. Your fears are well-founded. It’s time to take on more. It’s time to offer additional services and products to your existing customers. Wait—hear me out… I know YOU can’t take on more, and I’m not insane.
Not Enough Hours in the Day
How much of your time is spent prospecting, selling, and finding new clients—twenty, thirty, or forty percent of your time? What if you could free up some of that time and use it more productively? More time to do the things you love. May I share a story?
I was VP of operations for a remodeling company doing a modest volume of business. In just a few short years, the company doubled in size, then doubled again. When the company was smaller, the owner worked in the business. After it had grown, he worked on the business. When it was smaller, he worked 12-16 hours every day, except Sunday, but as it grew, he worked less. He eventually worked regular business hours and was able to spend one or two weekends every month in Florida. How did he accomplish this? He added products to serve his satisfied, loyal, and happy customers. Granted, he started by offering one superior product and great service to build a loyal customer base, but once established, he looked for other ways to help his customers. He found it was less expensive and less time consuming to reach out to customers who already trusted his company.
How Else Can You Help YOUR Customers?
What other products or services could you offer your customers? Don’t get me wrong—you can’t do it all yourself, but if the demand is there, you can outsource or hire help. And the beauty is it takes very little advertising or marketing to make your customers aware of your added services.
Tell them about it – When you talk to customers face-to-face, or by phone, let them know what you’ve added. “By the way, Bob, we offer widgets now, so if you ever have the need, let me know.”
Add it to your email signature – Keep it simple: “Ask us about our new product—widgets.” Send an email blast. Explain that you’ve added widgets to better serve your loyal customers. You could even add an introductory offer. “Order widgets from us before the end of the year, and save 10%.”
Add it to mail and shipping – Add a note or card to anything you ship or mail. “Did you know we now offer widgets?”
If you want to grow your business, start by adding products and/or services that help your existing customers. The more problems you can solve and the more services you offer, the more loyal your customer base will become. Have you grown a business? How did you do it?