a:26:{s:9:"weblog_id";s:1:"5";s:8:"entry_id";s:0:"";s:6:"sticky";s:0:"";s:14:"allow_comments";s:1:"n";s:16:"allow_trackbacks";s:1:"n";s:10:"entry_date";s:19:"2009-07-27 07:54 AM";s:15:"expiration_date";s:0:"";s:23:"comment_expiration_date";s:0:"";s:8:"category";a:2:{i:0;s:2:"12";i:1;s:2:"64";}s:9:"author_id";s:1:"2";s:6:"status";s:4:"open";s:14:"trackback_urls";s:0:"";s:18:"versioning_enabled";s:1:"y";s:5:"title";s:16:"Expand Your Base";s:9:"url_title";s:16:"expand_your_base";s:6:"submit";s:6:"Submit";s:11:"field_id_20";s:16:"Expand Your Base";s:11:"field_ft_20";s:4:"none";s:11:"field_id_25";s:1:"7";s:11:"field_id_45";s:95:"Tom Woodcock says that now is the time to look to more prospects and non-traditional customers.";s:11:"field_ft_45";s:4:"none";s:11:"field_id_22";s:30:"sales, expanded base, Woodcock";s:11:"field_ft_22";s:4:"none";s:11:"field_id_23";s:1699:"<p>The easy thing to do when markets get tight and business slows is to blame the economy or external factors.&nbsp; As your traditional customer base slows down, you slow down,&nbsp; causing you to struggle to maintain revenue levels.</p>
<p><img alt=\"expanded base\" class=\"image-left\" height=\"190\" src=\"/images/uploads/expanded-base.jpg\" style=\"float: left;\" width=\"244\" />Unfortunately, this is simply an excuse.&nbsp; When we aren\'t challenged to expand our customer base we usually don\'t.&nbsp; As I travel around the country I hear people talk about pricing competition, dwindling demand or the lack of financing available.&nbsp;</p>
<p>Let me give you a very simple solution: <em>expand your customer base.</em></p>
<p>Though this may seem elementary, few actually apply it.&nbsp; Expanding your base can occur in two fashions:</p>
<ol>
<li>Going to non-traditional customers. </li>
</ol><ol>
<li>Iincreasing the number of clients.&nbsp; </li>
</ol>
<p>There is no such thing as a finite pool of business opportunity, merely the limitations of our own efforts.&nbsp; Setting sales strategies to aggressively approach these business pools is essential to success.&nbsp;</p>
<p>Doing the basic research necessary by reviewing websites, past projects, network connections or marketing materials can give you a leg up in qualifying the new clients you will approach.</p>
<p>Doing nothing is a guarantee of lesser results than previous years.&nbsp; Not having a plan is conducive to failure.&nbsp;</p>
<p>Spreading your base will also solidify your market position and financial health when the economy rights itself. All in all, widen that business backside as much as possible!</p>";s:10:"category_0";s:2:"12";s:10:"category_1";s:2:"64";}