If you can't paint a clear an accurate picture of where you want to go, you can't get there.
There are a lot of different avenues to the same outcome. Define what success means to you, what you want and what you do not want. Ask yourselves these questions:
Your Goals and Vision
- What got you started? What was the reason? What's the goal?
- What's your true market potential?
- What is your USP and is it a consistent theme throughout all your different communications?
Your Business
- Describe completely what your business or career does.
- What were the things that initially drove your success?
- Excluding yourself, your family and your clients, Who else will benefit from your success?
- How many of your suppliers could be motivated to grow your business?
- Can you barter any of your services or assets with other companies?
- How has your products/services or methods of doing business changed since you started doing business?
Your Clients and Prospects
- What is your business philosophy with regards to your clients?
- Why did clients buy from you in the beginning?
- Why do they buy from you now?
- What primary method of generating clients do you use?
- Where do your clients come from today?
- How well connected are you with your clients on the ground?
- What do your clients really want (be very specific)?
- What are the biggest client complaints you receive and how do you resolve them?
- Do you know your client attriction rate? What can you do to reduce the problem?
- How do you currently capture prospect's information and what do you do with them? Have you ever analysed them?
- How much is your average initial sale to a new client?
- Is there a system for you to consistently communicate with your client after the initial sale?
- Do you make consistent efforts to communicate to your clients what your company is doing for them?
- Do you have an adequate number of client testimonials in various formats?
- What does it cost you now to get a new client? If you know this and also the correlation between a prospect and a client (percentage of prospects that convert to clients), you can afford to buy leads all day long.
Your Marketing
- Which of your marketing efforts bought you the most amount in revenue?
- Do you test the various aspects of your marketing activities and processes to optimize their yield?
- What is your single and most successful marketing campaign?
- What is your biggest and best source of new business?
- In what ways do you try to upsell your clients?
- Do you need to make money on the first sale or can you just break even?
- Do you actively solicit referral business?
Your Competitors
- Who are your biggest competitors and what do they do differently from you?
- What are your competitors biggest failings?
- Do your clients buy only from you or from your competitors as well?
- Have you tried selling your lists of unconverted prospects to your competitors?
- Why are your clients buying from you and not your competitors?
Joint Ventures
- Do you have strategic joint ventures with other people?
- When you create a new client, who else have you created a new client for?
Risk Reversal
- What kind of a gurantee do you give your clients and how does it compare with your competitors?
- How many better and more effective ways could you reduce the risk of the transaction for a prospective client?
Orignal From: Critical Questions for the Successful Entrepreneur
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