How they knew
As a buyer, we resent being made to work too hard by our suppliers, when they squeeze us for every variation, when they make us wait,…
When a potential customer contacts us out of the blue there’s the obvious thrill of learning about and dealing with someone new. Then there’s the benefit of doing the work; the uptick in our skill set, adding another war story, gaining a new reference, the opportunity of extra referrals, the value added to our bottom line.
All that from a single inbound enquiry. Be nice to have some more.
What you can to cultivate more inbound work?
It starts with doing great work – we hope the work will speak for itself and be spoken about by others – and the word of mouth snowball will roll. Then there’s asking for referrals, advertising, marketing, we might get out there, we may even polish our SEO.
What works?
No guessing needed. When you get that inbound enquiry, ask them how they knew to call.
Skippy strategy: Ask … How did you hear about us?
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Category:
Skippiness
The things about appraisals:
- Not just annual. The discipline of going through what is and isn’t working should be an as-often-as-useful coffee-shop conversation. Don’t wait for…