The document outlines strategies for business growth amidst varying conditions, emphasizing the importance of persistent follow-up with customers, as 80% of sales occur after the 5th to 12th contact. Key reasons for customer attrition include perceived indifference, competition, and pricing, while repeat customers provide higher long-term value. It also highlights the need for utilizing technology, enhancing customer experience, and employing effective sales and marketing tactics to foster relationships and drive growth.

1. 10 Steps to Grow your Business in Good or Bad Times

2. 48% of Sales people never follow up 25% of Sales people make a 2nd touch 12% of Sales people make 3 touches and quit 10% of Sales people make more than 3 touches 2% of Sales are made on the 1st touch 3% of Sales are made on the 2nd touch 5% of Sales are made on the 3rd touch 10% of Sales are made on the 4th touch 80% of Sales are made on the 5th-12th touch

3. Why do customers leave? 1% will die 3% will move away 5% will buy from a friend 9% will buy from a competitor 14% will buy from another for product price 68% will leave due to perceived indifference What about continued relationships? Repeat customers spend 33% more than new Referrals from repeat customers are 107% greater Cost 6 times as much to sell to new customers

4. Are you doing what it takes? 5% of Sales are made on the 3rd touch 10% of Sales are made on the 4th touch 80% of Sales are made on the 5th-12th touch What do you do about it? 5% will buy from a friend 9% will buy from a competitor 14% will buy from another for product price 68% will leave due to perceived indifference

5. Current Status Get Efficient w/Technology Enhance Customer Experience Cozy Up With Vendors Maximize Your Niche Develop New Channels Acquire Growth Capital Create a Culture Ramp Up Awareness & Demand Improve Sales Techniques

6. Measure and Analyze Establish Key Metrics Understand Your Financials – Review Margins, Cash Flow Review the Competitive Landscape Consider Customer Surveys Use Online Analytics Revisit Assumptions from Your Business Plan

7. Computers Gadgets Software Online Tools

8. Formalize a Customer Relationship Management (CRM) Strategy Create a Culture Provide Incentives for Return/Repeat Business Offer Bonuses to Reward Loyalty Cultivate Passionate, Engaged Employees

9. Advantageous Payment Terms Volume Discounts Know Upcoming Products

10. Expand What You Offer Enter a New Niche

11. Tap the Web Create a Catalog Use Sales Reps Go Global Add Wholesale Try Brick-and-Mortar Add New Locations Weigh the Franchise Opportunity

12. Vendor and Customer Financing Debt Financing Angel Investors Sophisticated Financial Partners Initial Public Offering (IPO)

13. Define and Display Your End Goals Have All Team Members Take Ownership Find and Apply “Best Practices” Create a Social Agenda

14. Promotions Creative Advertising Ideas Campaigns and Continuity Narrowcasting (vs. Broadcasting) Types of People to Target Networking

15. Segue to proactive mode Identify prospects Lean on loyals for referrals Create a strong pitch Cross-sell and up-sell existing customers Get partners to sell for you Follow up (with thanks) after the sale

16. The Hook Short – Impactful Elevator Pitch Create Urgency - Draw Attention Timely Piece Tie-in to Current Events Time of Year Explain Your Topic in a ‘Media’ Way One-sheet impactful presentation – Why? Be Entertaining – Delightful – Real Create Relationships w/ Local Media Newspaper, Television. Radio, Internet Hosts