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How to Accelerate Business When Things Are Slow

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  • Richard Martin
  • September 15, 2010
  • 4:00 pm
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Richard Martin

Richard Martin empowers leaders to outmaneuver uncertainty and drive change through strategic insight and transformative thinking.
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1. The quickest way to get business is with existing or past clients. Most of your business should be repeat in any case. These people have already bought from you, so there is no reason they wouldn’t do so again. Make sure to ask for referrals.

2. Write to all your past clients and send them something of value. Also include a bit of what you’ve accomplished in the last year. Give an idea of the type of clients you’ve been working with and update them on your value proposition. Tell them you will follow up within a week by phone. Do so at the appointed time.

3. Do the same thing with your top 10 prospects. Don’t forget to follow up by phone. Keep adding as you develop more prospects. Try to get an introduction or a referral.

4. Contact everyone you know and tell them what you’ve accomplished in the past year. You could do this in an email, and include links to something of value, such as an article you’ve written, or a decision-making checklist. Ask them to contact you if they have any questions or referrals.

© 2010 Richard Martin. Reproduction and quotes authorized with proper attribution.


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Richard Martin, President of Alcera Consulting Inc.

Richard Martin

Richard Martin is the President of Alcera Consulting Inc., a strategic advisory firm collaborating with top-level leaders to provide strategic insight, navigate uncertainty, and drive transformative change, ensuring market dominance and excellence in public governance. He is the author of Brilliant Manoeuvres: How to Use Military Wisdom to Win Business Battles and the creator of the blog ExploitingChange.com. Richard is also the developer of Strategic Epistemology, a groundbreaking theory that focuses on winning the battle for minds in a world of conflict by dismantling opposing worldviews and ideologies through strategic narrative and archetypal awareness.

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