Here is a helpful post from our archives.
Many years ago I received some BRUTAL news. One of my main clients had just undergone a financial review. The solid financial footing they had thought they were on…. was gone! All spending was halted. Only business crucial to core survival was continued. My role, at that time, was not core.
After the initial shock, there was no time to waste. I sent out a note to key clients who had clearly expressed their appreciation for the value received from the work I had completed. I appropriately and clearly let them know about my situation and asked if they knew of anyone in their network who would benefit from working with me.
“Humility is trusting others with who I am and being willing to ask for help!”
One of them quickly responded and offered to set up a meeting with some key business owners. Years later, that one meeting continues to produce ongoing business and relational fruit for Chip and me.
Although not an excuse for poor leadership of people and the processes they manage, revenue pressure can be a very, very helpful opportunity for the growth of the Maverick leader and their team.
“And we know that in all things God causes everything to work together for the good of those who love God and are called according to his purpose for them.” Romans 8:28 NLT
Here are 7 strategies Chip and I use and share with fellow Maverick leaders to help boost revenue and make it more predictable.
1. Pray for maturity and provision!
Pressure has a way of making us either trust more in ourselves or more in God. Be willing to ask the hard questions regarding your personal disciplines as you lead the business. Prayerfully ponder if the pending cash crisis is a product of factors attributed to by gaps in your leadership? James 1:2-4 NLT
2. Identify and plug the leaks in your sales pipeline.
We often spend so much time and money on leads, only to have them disappear. We can be unaware of the reasons why. Do you know where the leaks are and why? First fix the ones requiring the least amount of time and money, yet producing the biggest results.
3. Be ready – dial up or down as needed.
When you are seeing a cash flow crunch coming, have proven short-term strategies to generate more leads. This will be a combination of compelling, high value marketing and sales tactics that will appeal to your ideal client.
4. Time to call a friend!
Contact every customer from the past year. Ask them for feedback on the work previously done. Genuinely find out if they are still delighted (if not fix it). If so, ask them for 2 things: a testimonial regarding the value of the work you have done; and a referral to family, friends or colleagues who have similar needs and would find this experience valuable.
5. Remarkable! There is no other word!
Pursuing anything else but a remarkable experience for your clients will have you settling for 2nd best. Delighted clients tell their friends, as do those who are seriously disappointed; just-satisfied clients often tell no one. How easy is it for your clients to do business with you? Are they delighted or just satisfied?
6. The easiest client to get is the one you already have.
Is there an opportunity to sell something else to past or existing customers? Have you added new products and or services since you last worked with them? Have their needs changed, providing another opportunity to add value?
7. Ask for help!
Get input from someone who can objectively help diagnose and put a plan in place to make your sales more predictable. This could be someone on your team or an outside voice. The point here is to not wait – unless you have a wealthy benefactor.
These 7 Strategies are powerful tools to boosting revenue when needed. Having a healthy sales pipeline is a key leadership responsibility for every Maverick business owner.
How healthy is your pipeline?
A Maverick Application:
- What is your answer to the above question regarding your leadership?
- Galatians 6:7 NLT is clear about “cause and effect” – we reap what we sow. What is God teaching you about the sales and marketing leadership of your business?
- What changes do you need to make?
- Who will help you be accountable?
