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5 Problems When You Get Too Much Business

By jimsym on Dec 3, 2007 in Business Growth, Marketing Strategies, Money making

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Most businesses are busy getting as much business as they can possibly cram in. However, too much business can be worse than too little from your clients point of view. And the reasons are:

Your attention is distracted by too many different jobs.
If delivery slips it becomes more difficult to decide where to allocate priorities
Complacency sets in to the detriment of the customer
Prices go up as the business uses prices to manage the fast flood of business
Clients may get less expert individual attention on their job

So how do you make sure you don’t fall into the traps that await the unwary business?

Escaping The Trap Of Too Much Business

The first one is to work on the process you use to get business so that you can make sure customer expectations are managed correctly. So that if they’re not willing to wait for the service you provide there are joint venture partners you can allocate them to.

For those that say this is a high risk strategy and that you might lose your client to your competition I would point out that you’ve delivered a service above and beyond the call of duty. That is, you’ve been completely honest with the client - you can’t deliver to their timescale. However, you’ve not left them wondering what to do next you’ve pointed out someone else who can help them. Will they mention this to people who aren’t even your clients? You can bet they will! Word of mouth testimonials can be very strong.

The second is don’t sleep walk into providing a service or product to your clients. That means manage each job so that when someone is doing their part of it they concentrate on that customer.

Thirdly where experts have previously delivered everything make sure they work out how the work can be done by someone less expert. Then they can act as an internal consultant if things go wrong.

Finally prices should be fair and a reflection of the value to the buyer, rather than a stick to beat them off with. Otherwise your customer loyalty will evaporate quicker then rain from a flash flood in the Sahara!

IceRocket tags: Business Growth, Business Development, Business Strategy