Finding and winning new customers
Customers are the most important people in our business. But how do we find and retain customers to ensure growth and sustainability of our business? We have helped numerous businesses to do exactly this:
In Martin’s 14-year career he'd built solid relationships and networks that encouraged him to go on his own and start a business. These relationships formed his first clients and the business grew impressively for the next 7 years. He then he hit a ceiling. He needed new markets and new customers, but he had no relationships in these markets.
Working with Aurik, Martin was able to build out marketing and sales systems that stretched into new markets. In addition, he found the right people to deploy the systems that today have seen his business enjoy a revenue spread across 3 new segments with a further 2 under development. The growth in sales, reduction in revenue risk and systematised approach helped Martin build a selling system instead of his original relationship system.
This business had one great corporate client that took care of 68% of turnover. Jeffrey knew he shouldn’t be so reliant on this customer but no matter what he did he couldn’t extract himself from the demands of the customer.
Working with Aurik, Jeffrey completed an extensive market evaluation, customer development and promotional plan to reach and secure new customers. Today that corporate client makes up less than 10% of revenue.
Jerome’s growing annual turnover was generated by a single product. Past attempts at finding an alternative had cost him dearly and he had sleepless nights worrying about the sustainability of his business.
Working with Aurik, Jerome redesigned his entire business to focus on customers and not a product which then gave light to a new set of services and ancillary products that spoke directly to their needs.
Today revenue is made up of a number of products as well as annuity revenues from the same customer.
WHERE PRICE IS EVERYTHING
Discounting had always worked for Vish to kick-start sales and generate cash flow. But while sales were high, profits were very low.
Vish worked with Aurik to discover who his customers were and what they wanted. By putting systems in place to enhance the customer experience he didn’t have to offer the lowest price. Margins improved by over 5% as he became a value player in his market.