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Is everyone on the same page?

Fast food models work because you know what you can order, and what you can’t order. Likewise, a lack of clarity around what your business does and doesn’t do, can often be the biggest obstacle between you and growth. Most product and sales problems can be addressed by asking the same three questions – what do we sell, how do we sell it, and who’s going to buy it? It sounds simple, but devil lives in the detail, and the theory is always easier than reality. We can help you figure out why you’re not selling enough, why you’re selling too much of the wrong thing, or, what the next product is that you should add to the ‘menu’.

What’s on the ‘menu’?

When a customer approaches your business, they should already know what service you provide. When they engage with you, they should be able to quickly figure out what they can buy, how much it costs, and how you’ll deliver it to them.

Think of it like a menu in a fast food restaurant – there’s a list of clearly defined products available to buy.

If customers approach your business and there’s no clear set of services or products (the ‘menu’), they’re likely to get confused, take up a lot of time trying to establish what they can buy, and then take more time customising it.

Get your menu right and you’ll attract more customers, who you can serve in less time, while increasing your margin and delivering a high quality, repeatable, scalable product. 

 

What sells?

You probably have a product list (menu), but how many things are you selling straight from that list without customising first?

How many things are you selling that you’re spending time recreating for every customer, and how many things are you selling that you just made up or mashed together on the spot, just to win the sale? Be honest – we’ve all done it.

Small and medium businesses often fall prey to the idea that clawing in any and all revenue is key to survival and end up going out of their way – and their pocket – to deliver bespoke, highly customised one-off products to a very small group of customers.

The key to growth is scalability – what you do once, you should be able to do ten times.

Grabbing any and all work so you can grab the revenue is necessary sometimes, but usually, it’s not sustainable, and it’s low margin. High effort means high cost. 

What don’t you sell?

Probably seems obvious – you don’t call a hairdresser when you need a plumber, and you don’t call a software company when you need marketing. But, we’ve all done it – that moment when someone says “I see that you do X, but can you just add in Y for me?”

You’re defined by what you say no to, and without a clear definition of what’s in the “no man’s sales land” for your sales people, and you, it’s easier to just do everything. Before you know it, you’re doing plumbing, hairdressing and software engineering, when all you were trying to do was sell some bread ????