New Business DevelopmentFOCUS, FOCUS, FOCUS!

1. Strategy for Growth - Select a target revenue segment from one of the four strategies to increase business and develop a successful game plan. Each of the following strategies will have a different focus, target audience, and execution plan.

The four strategies to increase revenue are:

1. More revenue from your existing customers2. Grow your customer base by targeting your top two competitors customers

3. Grow your customer base by targeting customers that are within your category but are NOT your or your top two competitors customers

4. Go completely outside your category and pull in non- traditional customers

2. Buyer Personas - Know, understand, and relate to your target audience. Develop and use Buyer Personas that help you develop long term relationships. Demographics, interest, buying behavior, media usage, values and beliefs. Any other items that impact or influence the decision making process. Also included is how they use social media.

3. Social Media - Use Social Media to target your audience and present information to them that they value! Let the Buyer Persona be your beacon for what your audience values and how and when to reach them. The targeting options available via Social Media are amazing and will be a key to your new business development. This is especially true for B2B customers. With LinkedIn and Facebook you can target selected companies, titles, interest, zip codes, etc.

4. Sales Funnel Metrics - Know your numbers. Review your numbers weekly. Set weekly goals for new leads, conversations, “value” posts, etc. Your entire sales funnel needs to be your focus and success metrics developed and measured for each stage of the funnel.

5. REV/DEV - Develop a culture that has everyone in your organization setting aside 90 minutes each day devoted to nothing but New Business Development. We call this process “REV/DEV.” Ideally this should be the first 90 minutes of every day. The benefits include sending a message to everyone in your organization that New Business Development is the responsibility of everyone and each person has a role in that process.

We at ACR Strategies hope you found this valuable. If you have any questions, please contact us and we would be more than happy to assist you.