Why do you need to get new customers? Is it because your business is poorly run and you keep losing the ones you have? Are you ready to fill the capacity of your plant or establish a new location? Do you want to get more volume for economies of scale or replace the natural attrition that all businesses experience?
Hopefully, it's because you want your business to grow.
If growth is your objective, remember what a huge opportunity educating prospects and customers can produce for you. One of my favorite quotes is: “Your business must grow for people to grow, and people must grow for your business to grow.” Think about how the explosion of technology can help you make education a cornerstone of your prospecting efforts. As William Arthur Ward said: “The mediocre teacher tells, the good teacher explains, the superior teacher demonstrates, and the great teacher inspires.” Remember those words when developing your own educational program. Smart associates make smart decisions, which can help you develop a better business.
ACTION ITEM
Examine your sales team and workforce. Evaluate their skills and explore educational or training opportunities to increase their skills. Then examine current technologies that can be harnessed to help you sell and create relationships with customers.
Examine the finances of any major university and you will find that its alumni are the driving force behind its success. Universities harness the power of their former students and their educations.
TAKEAWAY
Never overlook the power of education for your
employees if you want to enhance your business.