Ways to Grow a Business Liverpool NY

Source: REMODELING Magazine
Publication date: November 1, 2005

By Mark Richardson

If you ask a remodeler -- or any businessperson, really -- if he or she would like business to grow without having to spend a fortune on more marketing, few will decline. The real question isn't whether or not to grow your business, it's how to do it.

Recently I was listening to an interview with a marketing and sales guru who provided a simple answer, one that I think has a lot of relevance to any business, but especially to remodeling. He said that there are three ways to dramatically increase your business:

1. Increase your close rate -- that is, increase the number of people who move from inquiry to contract.

2. Increase the average sale -- the amount of money that the typical client spends with you.

3. Increase repeat business -- particularly the frequency with which you do business with clients.

On the surface, this answer seems almost too basic. But if you look a little closer, the numbers can be dramatic. Take increased close rate, for example. If you do, say, $1 million in annual sales closing half your leads, an increase of 10% in closings would bump sales to $1.1 million -- a very respectable increase in most industries.

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