Tuesday, 11 September 2012

Saturated Markets vs "New" New Clients

To SME Owners

In South Africa, we know that most markets have many, many players, but every month new businesses open and close for a number of reasons, all wanting to make it big, or should it be to MAKE a Difference!
Most markets have 4 major players, then there are the marginal players and losers.

Whether you have been in business for 3 years or ten, your business will still need to seek out and engage New New clients, remember attract the right clients upfront( it takes discipline)

So the best place to go find new clients is from the BIG players, they are so big they will
 not miss this client and that client, most of the time they are complacent/arrogant,
( okay there are exceptions to the rule)

I am working with a client, and 75% of the reps time( prospecting) etc is focused on the 2 main players. sales have gone up 24% in 6 months, margins are good, of the new clients taken on in
this period the competitors have not fought back, the new clients are good payers, INTERESTING.

So it can be done, with good research, focus and discipline, and some micro managing, which
in this case is important. Wishing you success in implementation.

Till next time may the Force be with you, I am your silent partner helping you work on your business.
Send me a Cheque!

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