Jim Cathcart shares a few ideas to help you grow your professional services business.
1. Notice More. Grow your awareness (of money, needs, expenses, what’s coming, what’s working, where gaps are…). Know where you stand.
2. Give More Than You Have To. Practice up-serving not just “up-selling,” (exceed your client’s expectations). Grow your impact on clients. The quickest way to get a raise is to give your clients and your firm a raise through your performance.
3. Grow Your Profit Per Sale/Account. Provide more value to the client at an even lower cost to your company. Clients are assets, invest in them constantly.
4. Grow Your Ability To Deliver Value. Increase your possibilities (available credit, experts, investors, colleagues, partners, advisors, connections and ways to connect). Grow your technology. The better your tools are, the better your results. Seek resources which can speed or refine your ability to deliver value.
5. Grow Your Freedom And Flexibility. Stay financially light on your feet. Grow your savings and investments.
6. Grow Your Existing Markets. Do more business with current clients and further penetrate each market.
7. Grow Your Image And Market Presence. Gain more share of mind. Improve and enhance your reputation as a true professional.
8. Grow Your Pipeline. Build a larger and better reservoir of future clients. Do next year’s prospecting now. Identify more qualified buyers.
9. Grow Your Inner Circle. (your closest contacts). Take extra good care of the primary people in your career. Help them grow. Acknowledge them often. They’ll become even better resources for you.
10. Grow Your Virtual Work Force. Find talent that can expand your capabilities without increasing your payroll expenses. Form strategic alliances and connect with expert vendors and colleagues.
11. Grow New Markets. Get outside your usual channels. Ask, “Who else could benefit from what we do?” Expand your thinking.
12. Let Others Sell For You. Grow your referrals. Seek new testimonials and endorsements. Capture examples of how others have benefited from what you do.
13. Serve Your Community. Be a responsible citizen. Make the places where you live and work better because you and your business are there.
14. Grow Your Industry. Advance the craft in what you do. Join your industry association. Write articles, teach others, and support your profession.
15. Grow Your Caring, Compassion And Sensitivity. Become known as someone who genuinely cares about making a difference. If you don’t care about others, why should they care about or listen to you?
______________________________________________________________________
Jim Cathcart, CSP, CPAE is a Motivation Expert, founder and president of Cathcart Institute, Inc., Advisor to the Schools of Business at Pepperdine University and California Lutheran University and one of the most widely recognized professional speakers in the world. As the author of 15 books and scores of recorded programs, his students number in the hundreds of thousands. See him on video at http://cathcart.com/.