A written marketing plan helps you keep focus on the key activities that need to be performed in order to deliver on your marketing goals. Develop a concise plan that is action-orientated. Set targets and assign actions so that progress toward the plan can be measured on a regular basis.

Noticeably, there are certain sales people who consistently outperform the rest. By observing what they do and how they do it, then documenting the systems they use and training your entire sales team in the use of those systems you can see a dramatic increase in your sales conversion rates. Develop a system to ensure you are maximizing potential revenue from referral sources.

In any service business, time is money. Yet in many such businesses, much time is wasted dealing with clients who are not ideal for the firm’s position and growth plans. Worse still, clients can eat into your emotional capital – who wants to work with people they don’t like? Yet often, that’s what happens. By defining a clear set of client selection protocols and then implementing systems to ensure the protocols are followed, you’ll have more time to focus on the clients you really want to serve…and more time to focus on developing your business.

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