Updated: May 14
This text is from our consulting firm's latest 321 Biz Development episode found on 18 podcast platforms like Spotify, iTunes, Pandora and iHeart Radio. There is too much content to write for this article, so readers are referred to the podcast for the complete story. 321 Biz Dev supports supporting attorneys, CPAs, corporate dental franchisers, independent dentists, home health providers, homebuilders, medical groups, plastic surgeons, insurance brokers, real estate brokers, restaurants, tattoo shops, boutique shops, hair stylists, HVAC companies, and plumbers.
Certain arrangements and combinations just make perfect sense. Combinations-like a hamburger with fries, a hotdog and Pepsi at a baseball game, a shot of tequila, lemon, and salt combinations, a new pair of shoes with that new suit or dress, and tortilla chips with guacamole-all make sense.
By the end of 2021, 321 Biz Dev will have lots of new clients based on recent findings and feedback that small business owners are feeling the need to take control of their businesses more than ever before. 321 Biz Dev hopes small business owners follow the path of their feelings.
As I am writing this content for the blog and upcoming podcast episode, CPAs are seeing ads from online tax preparation companies attempting to take tax business. Independent dentists, for the last 10 years, are losing patients to big dental franchisers.
Same thing for life insurance agents. Independent life insurance agents are seeing ads on television telling people to go online to apply for life insurance. Real estate agents are seeing their business models disrupted by online real estate companies like Zillow. Amazon has begun their campaign to shift consumer shopping away from mom and pop small business owners running bookstores, grocery stores, electronics stores, etc.
But this barrage of disruption does not need to happen nor become an increasing trend.
And, if this disruption continues, big corporate interests will be on the path to take even more customers and clients from small business owners!
Here's at least one thing in favor for small business owners. Big corporations spend a ton of money investing in marketing campaigns to take try to take small business owners' customers and clients.
Small business owners need to make it a bad business decision for big corporations to take market shares.
The initial ROI for big corporations when shifting customers and clients from small business owners are huge losses for the first few years.
Big corporations have millions of dollars to lose in the first few years so that they keep new customers and clients (taken from small business owners) and show profitability after the first two years and beyond.
Small business owners need to make one important decision, right now.
Small business owners need to make the decision to take control of their industries by being proactive in finding new customers and clients. If small business owners do not take control of their organizations, many will see their operations shut down. I hate to be so blunt about this topic...but this situation is also inevitable...especially right now after hundreds of thousands of small businesses have been decimated in the year 2020.
Being proactive is defined as taking control of five, front-end sales activities, which are: contacting, prospecting, appointment setting, closing and getting zero-cost referrals.
Many small business owners have little to no proactive ability or training to make contact with potential clients, prospect potential clients, make professional appointments with potential clients, close potential clients with an 80% closing probability and deliver great sales experience to potential clients to receive zero-cost referrals.
The number one obstacle to learning how to master the five, front-end sales activities is, mainly, pride. The cost of 321 Biz Dev LLC sales system training is not the obstacle. Many small business lose 10 times or more the cost of 321 Biz Dev training on unpredictable, unreliable, no to low ROI marketing campaigns.
If small business owners do not believe me, just look at your P & L statements. I have seen the P & L statements. I have seen the empty waiting rooms. I have seen small business owners go ballistic about small matters elevated to urgency levels because making enough money is so great.
I have seen hair stylists go into severe panic mode because of no-shows hurting their cash flows. In essence, hair stylist are not generating a good supply of new clients. Thus a few no-shows per week hurt their incomes.
Many small business owners cannot come to the conclusion that they lack the talent, skill and expertise to manage an effective sales pipeline. A healthy sales pipeline is the lifeline of a small business. Keeping the sales pipeline full of contacts, prospects, appointments, closes and referrals is the definition of a healthy sales pipeline.
If this episode/article provoked some deep thought about improving your sales performance, please do not hesitate to contact me, Rick Nappier, at 726-999-0999.
Interested parties can click here to visit our website. Then, click the Questionnaire tab to complete the 5-minute questionnaire so 321 Biz Dev can learn more about your current sales situation or learn about your current or past experiences with trying to improve sales performance. A 321 Biz Dev specialist will contact you within two business days to review your responses.
We hope your enjoyed today’s post and linked podcast episode. Please check out the 321 Biz Development podcast for a lot more content on this subject matter.