With summer out of the way business is now heading well and truly into the final quarter of 2016, and with that in mind, it’s a good time to reflect on your year to date’s work. More often than not, businesses experience a ‘summer slump’ throughout the summer months. Decision makers are on holidays, staff absence is high due to annual leave and school holidays and the warm weather perhaps affects the normally strong working mind-set of your staff. If your business has come out of summer in a slump, it could be time to ignite a bit of fire back into your company and reboot your business growth.
Here’s how to do it!
- Figure out why growth has halted
Analysing previous work is always a good place to start when you are thinking of changing something. What has worked and what hasn’t? It could be down to your staff enjoying the summer, or is it down to your marketing efforts? Are your sales staff hitting targets? Are they motivated? It could be worth doing a quick staff survey to find out how your staff are feeling and how they think they are progressing. If you find a problem within your company as the reason why growth has halted, work from the inside out to fix it.
- Monitor your marketing and make relevant changes
Analyse previous marketing campaigns and the ROI you had from them. It’s worth noting that these campaigns can be recycled if tweaked slightly and you don’t need to spend hours and hours coming up with new ground breaking ideas. Try new platforms, for example if you have tried email marketing in the past, try a social media campaign. Find different ways to reach your audience and try to keep your messaging consistent across all platforms. Analysing your customer base can also give you new insight into who your target market is. Are there odd customers from a certain industry in your customer base that you haven’t targeted yet? Regular monitoring of your customer base can help you keep your prospecting updated and your targeting niche.
- Bring in fresh data
Investing in data is always a risk, especially if you’re buying a large amount of data. Unfortunately, data is only as fresh as the day it’s sent to you if it’s on a spreadsheet, people change jobs, numbers and email addresses all the time so it’s a race against time to get campaigns out to the right people before the data becomes invalid. This also means that any previous data you have used for marketing campaigns could well be out of date, so it may be time to bring in fresh data. A better way of bringing in fresh data is by using a sales management tool that is cloud based and constantly updated, this way you can be assured that you are sending your marketing efforts to the relevant people via the relevant information. If you deal with B2B businesses, Sales Joe is a good tool to use. Sales Joe is updated every single day and comes pre-loaded with over 12 million decision makers’ contact details within every business in the UK. Tools like this can help you work seamlessly through prospects and target specific audiences with individual campaigns.
- Follow up campaigns
Following up campaigns is the best way to get ROI. Making it as easy as you possibly can for your prospect to buy something from you is where you are going to see growth in your business. Not everyone who receives your email campaign will click on the call to action, some are just too busy or they could open the email at the wrong time. If this campaign is followed up with a phone call, you have more chance of speaking to a prospect who will have a more positive attitude towards you as they would have already received some form of communication from you. Motivate your staff to be the three P’s- positive, polite and pleasant whilst they are on the phone following up a campaign.
Hopefully these simple steps can help you to boost growth in your company and finish the year off with a bang in the final quarter!