5 Marketing Strategies to Grow your Business for Sale (fast)

After setting your objectives (see my blog: 4 focus areas); you need to build strategies- how you are going to achieve the goals you just set.

Here are 5 Key ones to start:


1.    Focus: Target more narrowly and more accurately 

The # of buyers will increase when your growth plan delineates more accurate targeting on the 80/20 rule or using a balanced scorecard. You should rank in descending order of where you are going to get the best ROI of spending time servicing this client or customer.

For example: One of our customers, a Sailing company, realized he was totally targeting the wrong market- he was targeting individual sailors, who were in any case habitual buyers, when actually the corporate market was of much higher value. By altering where he spent his funds, he increased sales by 48% in a year.

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Focus on these 4 areas to Grow your Business for Sale

Hi again, this is a case of thinking like your prospective buyer. To grow your sale price, quite simply you need to grow in ways that is going to be important to the prospective buyer, why he/she will pay more your biz vs. for any other similar biz on the market. There is no silver bullet in this one guys, your business value will grow when the current and the perceived future value grows.

Where to start? Well, in order to grow the topline sales value you need first a written plan

(Goals with practical detailed strategies)  that you then follow (implement). 


Believe me people, it wont just happen organically, you have to be disciplined in thinking it up, committing it to writing, and then manifesting it.  Of course you can ‘wing it’, but your results will be at least less than half of the sale price you could get with a good plan. If I were you, I would start 2-3 years in advance at least, to give yourself a chance to manifest the growth that will come from following a well-balanced and creative marketing and business plan. A Plan is crucial if you ever want to raise money to expand – as a prospectus to hand over to. Of course, there are tons of people who do ‘plans’ that are virtually cut and paste descriptions of your current business. This wont help you do squat.(sorry). This is not what you need. You need a business growth plan or marketing growth plan. A plan that will show you HOW to grow, and not just who you are or what you need to do. You should expect actual examples or how to do things in a cost efficient and creative way.

In your planning, I recommend you focus on the following 4 areas, or objectives, from which the strategies are derived.

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5 Winning Sales Strategies for Business to Business- Case Study and Cheat Sheet

Hi there, take a look at this LinkedIn testimonial we received from one of our Finservices clients which outlines their exponential growth. Then I will tell you how it was achieved, and give you a cheat sheet to follow for yourselves.

We engaged Total Potential because we were having difficulty closing on our opportunities. Tess did a wonderful job simplifying our service and in particular focusing on the real expertise our customers wanted. Tess was easy to work with but at same time directed us to be able to communicate clearly our value. Result was we successfully closed 75% of all opportunities instead of 10% prior to working with Total Potential. I would recommend Tess to any organisation who needs to simplify their message and be able to clearly articulate the must have benefits of engaging with you.” September 7, 2011

Top qualities: Great Results, Good Value, Creative

1st Joe Boyd hired Tessa as a marketing in 2011, and hired Tessa more than once

This client was able to more than quadruple their sales performance in one month. Here are the 5 ways they achieved the outcome that you could apply to your business.
  1. Optimise prospect list
  2.  Disqualify prospects early- ready to buy?
  3. Check prospects able to buy
  4. Sell benefits
  5. Structure your offer professionally