16Choreographing Your Revenue Growth Dance
This part of the book contains 22 techniques to grow your business.
Some of them are designed to be implemented one-on-one by your customer-facing people, and some of them are to be communicated by the company, to your list. And some techniques, like communicating testimonials and case studies, can be done on either track.
Your job as the implementer of this process at your company is choreography.
You want every dancer taking the right steps, moving in the right direction, synchronized with everybody else.
So, here is some detail on the organization and order of execution:
- First, review the various one-on-one techniques with your colleagues, and let people select what they'd like to do. We don't care what they do, as long as they execute one of the one-on-one techniques in this section daily.
- Think about what one-on-one communication you can automate. For example, can you add testimonials to your quotes or proposals, so they appear automatically? Can you have your IT person add testimonials or a “did you know question” to your email signature? The more one-on-one communication is automated, the more of it gets out.
- Next, gather or review your list, and make sure it's in good shape.
- Your first company-to-many action will be to send a good newsletter, as discussed in Chapter 30. This should go out every two weeks.
- It's important to start the newsletter at about the same time your people start their one-on-one actions, because we want ...