If You’re Not Getting Enough Business It’s Your Own Fault

August 27, 2010

This may sound harsh, but it’s a fact. If your business doesn’t have enough work coming in, it’s most likely your own fault.

If you’re sure your pricing is realistic, and you’re targeting the right customers, there has to be another problem. And I’m betting you’re just not taking your business seriously enough.

Maybe it isn’t entirely your fault. You might have underestimated the amount of marketing that you need to do, to get your business off the ground. People tell you to do a lot of marketing – but how much do they mean by a lot?

Well, here’s the truth. When you launch a new business, there are two things you should focus all your energy on:

1) Doing the paid work that brings money into your business.

2) Finding customers who want what you’re offering.

- Did you spend every spare hour last week, trying to find new customers?
- How many did you approach?
- How many potential customers would you speak to, before you gave up trying?
- Or would you keep going indefinitely until you made a sale?

You can’t afford to give up, if you want your business to be a success. And you should never stop marketing, no matter how busy you are. You can always outsource some of your routine tasks, to free up your time to market your business.

I’ve launched four completely different businesses. And each one had plenty of work coming in, within the first couple of weeks of trading. I’m not telling you this to brag – because it certainly didn’t take any special skill or talent.

If you saw some of my botched marketing campaigns, you would probably laugh your ass off. Of course, I’ve ran excellent campaigns and mediocre ones too. And the truth is, bad marketing is better than no marketing.

And if I can do it, you can too. Aside from my focus on marketing, the only things that helped me were:

You have to keep trying, no matter what. If someone rejects you, don’t let it get to you. Just move right on to the next potential customer.

It is difficult at first, but you’ve got to understand that rejection is rarely personal. Perhaps they just don’t want what you have to offer, or they don’t want it right now. And if they don’t give you a definite no, keep in touch with them, because one day they might need your product or service.

Hard Work:
When you launch a new business, you’ve got to ditch the 9-5 mentality. I know that a work/life balance is important, but in the early days, most of your waking hours should be spent working on your business, if you truly want to succeed.

Caring About Customers: Running a business isn’t just about making money. You’ve got to genuinely care about helping your customers get what they want, and be willing to go the extra mile for them.

A Strong Desire To Build Relationships With Awesome Clients: Not all of your clients will be awesome. But when you find a great client, do everything you can to make sure they want to work with you again. And focus on building a relationship, not just making a fast sale.

Not Being Plastic: There are way too many fake people in business. And some folk speak to their customers like they’re reading off a prewritten script. If you’re a genuinely nice person, just be yourself. It’s easier to build lasting relationships that way. And you’re more likely to attract customers you’ll get on well with.

Have you struggled to get enough business? Have these points helped, or do you think there might be another problem? Please share your thoughts in the comments section.

Related Reading

Is Your Fear Of Sales Suffocating Your Business?
Are You Wasting Your Most Valuable Asset?
What Your Customers Really Want
How I Made My Knowledge Sell And You Can Too

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