How do you
intend to develop your business? Which is the most useful tool you work with?
I found an
easy one - Offering/Customer Matrix - these days on Tim Brown, CEO of IDEO, website: http://www.ideo.com/by-ideo/change-by-design?cbd
1. Manage your current business: find out why your
current customers buy your current offer and promote these reasons as your core
promise to the market. Identify your
core customers (I prefer to measure it by the amount of money spent for our
services/truck/year – because it gives me a good image about our offer’s
potential). Then invest your effort on transforming as many current customers as
possible into core customers – they represent the low hanging fruit.
2. Adapt your business: once you got the low hanging fruits think how you can persuade more
customers to buy your offer. One of the effective ways is described by Tony
Robbins , communication metaprogram #1: moving
towards something or moving away (http://www.linkedin.com/today/post/article/20121204003551-101706366-the-secret-to-communicating-more-effectively-metaprogram-1?trk=mp-author-card). Address the right side of the customer’s
brain – this will be the next topic I’ll address – and promote your offer in
the most effective way.
3. Extend your business: use your core customers for
developing new offerings. It will strengthen your relationship with your most
important customers and it will help you to invest your creative resources
wisely.
A business is successful when you find the optimum between pushing two
pedals: short term results (keeps you in the market) and long term results
(gives a clear direction to your employees and creates THE Image on the
market). First three steps allow you to survive in the market. The 4th one will put your business on
the top:
4. Create new business line: use your creativity resource to the fullest. “Sky is the limit”. Push
hard and enlarge your horizon as much as possible.
Where are you or the business your work for now?
What do you intend to do?
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