No matter how well a business has been planned, things rarely proceed according to that plan. After the business begins operating, entrepreneurs generally face one of two problems: growing too slowly or growing too quickly.
If the business is growing too slowly, you should consider the following tips:
• Evaluate your salespeople and sales process to ensure that both are able to close sales rather than just generate interest. New businesses need “missionaries” and “rainmakers”—enthusiastic people who can close sales.
• Adjust your marketing message by examining each of the Five P’s, which I covered in Chapter 19, and experimenting with different combinations.
• If you have a new product, be sure you’ve identified and reached the ...