 | PLANNING FOR SUCCESS IN 2012 | | | | | Growing your slice of the pie ... | Posted by Kirsty Parris on 14/02/2012 @ 08:30 |
In tough economic times such as these, finding an edge over your competition is very challenging. Do you follow the herd, just doing what everyone else is doing - keeping your fingers crossed that it will produce results - or should you try something different to allow you to stand out from the crowd?
 how big a slice would you like in 2012?
At Ad Valorem we work closely with our clients to develop sales and marketing strategies that help them to stand out. If everyone in a specific industry looks and acts the same, then they're all going to get the same results and a smaller slice of the same pie. From experience, we know that being a little different really works and it allows you to grow your income without having to compromise on your margins.
Here are a few tips we use with our own clients that you could try yourself:
Take it offline
We are all aware of the importance of e-commerce, online marketing and the business development possibilities opened up to us via the internet. The online business environment is a powerful tool but it is nothing more than that: a tool. As businesses become increasingly web-dependent, an opportunity exists to differentiate your firm by meeting people in person. This is a powerful business development strategy - "people buy people" after all. Meeting in person will allow you to develop long-term business relationships which can lead to long-term sales success and growth for your business. Online has its place - set up your meetings via email or Linkedin - but then take the time to get to know your prospects face to face, develop relationships and win their business. Experiment
The business environment is constantly evolving and opportunities are created on an almost daily basis. For instance, its very difficult to get a mortgage these days and as a result many people are renting. Therefore an opportunity exists for landlords to make some money renting out their properties. Try new things in your business and evaluate the results. Measuring what happens is the key - even if you don't get the results you want. Keep what works and throw away what doesn't. Don't be afraid to fail. You might surprise yourself with the results. Be mobile friendly
People are becoming more reliant on mobile technology. Many of your customers will have received a smartphone or tablet PC for Christmas. People - your customers - are constantly using mobile devices to get online. As such, make sure your business is mobile friendly. If these mobile users can't find what they want when they want it, your business could lose out. If your website is specifically optimised to work with mobile devices, your email and social media links should be too. Test this out - send test messages to yourself using your mobile device. If it doesn't work then you should address any issues as soon as possible in order to avoid missing out on potential sales. Be yourself
Why not become the face of your business? Be yourself, avoid buzz-words and industry "lingo". Instead, interact with people on their level - in plain English. This will help you to break down barriers between people and allows for genuine, authentic business relationships to develop. You can even do this through press releases, business journal articles or blogs (like ours!). Write in a conversational tone, not in the way that you would write a brochure. Become a "voice" of your industry - a person whose opinion matters in their specific business world.
Follow these top tips and you could really see a difference in the number of enquries you receive, your sales margins and ultimately your bottom line. It's always a good idea to try new things and it certainly makes sense to stand apart from the crowd doesn't it?
If you're just doing what everyone else is doing in the hope of sustaining your piece of the pie, why not try something different and get a bigger slice?
Until next time ... 
KIRSTY PARRIS
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 | Kirsty is Partner of Ad Valorem Sales & Marketing LLP, a sister company of Chartered Certified Accountants, Ad Valorem.
Within Ad Valorem Sales & Marketing, Kirsty works very closely with clients on a consultancy basis, helping them grow and develop their business. By focusing on marketing, systems, people and processes Kirsty enables clients to achieve both their personal and business goals.
Anything you want to know about Ad Valorem Kirsty is the person to speak to its a case of dont ask Jeeves ask Kirsty! Kirsty is a good listener; with excellent communication skills. She prides herself on her swift response to all client queries, either offering clear, concise advice or ensuring that any issue is dealt with promptly.
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