May 19, 2020

Are you in the business of growing?

Business
Marketing
business growth
Customers
Tristan Anwyn
3 min
Are you in the business of growing?

Are you paying attention to how your company is growing?

In order to keep thriving, your business needs to keep growing. Growing your company means finding ways to reach out to new customers and explore ways of generating more revenue.

Related: Five ways to attract new customers and grow your business

 

Taking some time to focus on growth means you're future proofing your business by keeping your income stream strong.

So just how can you ensure your company grows in 2015 and beyond?

Increasing your company’s growth steps takes planning and careful execution. As pointed out in this article, it is important to schedule regular time for seeking out new prospects. Plan for prospecting time the same way you would plan for sales meetings or budget reviews, by setting aside specific times just for working on business growth.

The latest edition of Business Review USA is now live! Check it out here!

 

Write a plan outlining what you hope to achieve and how you plan to achieve it. Get the relevant team members together to make sure you're all working towards the same goals and everyone knows what role they are going to play.

Make Use of Your Existing Customers

Referrals are typically quicker to close than cold leads, and your customers will do some of the leg work for you, making referrals a stalwart when it comes to growing your business. Referrals can come from two main sources: customers and colleagues.

Take the time to actively nurture customer referrals. You can do this in two ways: by actively asking for referrals, and by making it worth your customers' time to refer someone new to you.

Consider offering incentives for referrals such as a discount on their next purchase, and don't let your team forget about the importance of getting referrals from colleagues both within your company and outside. Anyone who works in a similar field but isn't a direct competitor could be a potential source of referrals. Again, nurturing referrals is key. Encourage your team to network with possible sources.

Related: Best practices for business-to-business customer experience

 

Explore Variety of Sources for New Customers

New customers can come to your company in a variety of ways. As well as referrals, consider:

  • Cold calling. To make the most of cold calling, make sure your team is doing research first to identify the most likely prospects and understand what the people they're calling want and need, and how your company can provide that.
  • Exploring new markets. Does your product or service have benefits that a different group of people than your current customers could benefit from? Let them know about it.
  • Diversifying your offerings. Listen carefully to what your customers say they want and need, both to you and in places such as social media. Is there a way your company could diversify to offer them more of what they want?

Related: Insider lessons for building a social media strategy 

 

Raise Your Visibility

Make sure potential new customers can see you and know what you can do for them. Planning and executing marketing campaigns is one way of doing this, but have you considered:

  • Community involvement? Getting involved with or sponsoring community events is an effective way to get your name seen while showing that your business cares about its local community.
  • Networking? As well as networking events in your industry, consider trade shows or relevant association meetings as potential places to raise your visibility.
  • Getting in touch? Sometimes finding new leads is as simple as letting someone know you're there. If you see a company advertising for a role that your services could fill, get in touch and let them know what you do.

 

Make a plan for growth today, and benefit from an increased client base and increased revenue tomorrow.

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About the Author: Tristan Anwyn writes on a wide variety of topics, including social media, SEO, business growth and exploring new markets.

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Jun 14, 2021

Giving efficiency the full throttle at NASCAR

CDW
NASCAR
3 min
CDW is a leading provider of information technology solutions, optimized business workflow and data capture systems for the auto racing company.

The NASCAR organization has long been synonymous with speed, agility and innovation. And so by extension, partnerships at NASCAR hold a similar reputation. One such partner for the organization has been CDW – a leading multi-brand provider of information technology solutions to businesses, government, education and healthcare customers in the United States, the United Kingdom and Canada. CDW provides a broad array of products and services ranging from hardware and software to integrated IT solutions such as security cloud hybrid infrastructure and digital experience. Customer need is the driving force at CDW, and the company helps clients by delivering integrated services solutions that maximize their technology investment. So how does CDW help their customers achieve their business goals? Troy Okerberg, Field Sales Manager - North Florida at CDW adds “We strive to provide our customers with full stack expertise, helping them design, orchestrate and manage technologies that drive their business outcomes.” 

NASCAR acquired International Speedway Corporation (ISC) in 2019, merging its operations into one, new company moving forward. The merger represents an important step forward for NASCAR as the sport creates a unified vision to embrace its long history of exciting, family-oriented racing experiences while developing strategic growth initiatives that will drive the passion of core fans and attract the next generation of race fans. CDW has been instrumental in bringing the two technology environments together to enable collaboration and efficiency as one organization. Starting with a comprehensive analysis of all of NASCAR’s vendors, CDW created a uniform data platform for the data center environment across the NASCAR-ISC organization. The IT partner has also successfully merged the two native infrastructure systems together, while analyzing, consulting and providing an opportunity to merge Microsoft software licenses as well. 

2020 turned into a tactical year for both organizations with the onset of the pandemic and CDW has had to react quickly to the changing scenario. Most of the initial change included building efficiencies around logistics, like equipment needing to be delivered into the hands of end users who switched to a virtual working environment almost overnight. CDW’s distribution team worked tirelessly to ensure that all customers could still access the products that they were purchasing and needed for their organizations throughout the COVID timeframe. Okerberg adds that today, CDW continues to optimize their offering by hyper-localizing resources as well as providing need-based support based on the size and complexity of their accounts. Although CDW still operates remotely, the company commits to adapting to the changing needs of their clients, NASCAR in particular. Apart from the challenges that COVID-19 brought to the organization, another task that CDW had been handed was to identify gaps and duplicates in vendor agreements that the two former single-entity organizations had in place and align them based on services offered. CDW further helps identify and provide the best solution from a consolidation standpoint of both hardware and software clients so that the new merged organization is equipped with the best of what the industry has to offer. 

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