2020 Growth Hack 1: Target 20 Dear John,
In about 2 weeks (right after Thanksgiving) entrepreneurs and professionals begin to think about the new year and their business growth. Many of them even set goals for growth in the upcoming year. These are both good things.
The challenge comes when the new year begins. The day-to-day business demands overwhelm you and your focus strays from your goals to just surviving the day, week, month. The next thing you know, it's June and you have not made any progress toward your goals. Your revenue is flat and you're working twice as hard to keep it that way.
That's why I'm sending you these articles this week. I want to challenge your current thinking about revenue growth in general but your business in particular. If your thinking stays the same, your behavior stays the same and that means your business stays the same.
Each of these growth hacks I'm sharing with you has worked for me and for my clients - both in businesses and in law firms. In fact, there are only two conditions under which they don't work:
First: When you don't implement them correctly (or modify them based upon what you THINK will work).
Second: When you give up too soon.
This stuff has been tested over the past 20 years and it has proven successful time and again.
(By the way, there is no charge for this advice so you can unsubscribe if you'd like, but why wouldn't you just give it a shot?)
Growth Hack 1: Target 20 New Clients for 2020
Most business owners and professionals wander through their days waiting for the phone to ring. Some are proactive and they try advertising or PR and they think that will make a difference. The error in this strategy is in the targeting. Most people think ANYONE can be their client, so they wind up targeting NOBODY.
I want you to spend 15 minutes each day this week and write down the names of your BEST clients over the years. Write down what industry they are in. Write down how they found you. After you do those things, look into other companies who are just like them. Checkout their competitors. Then do research into their industry. Do they have a trade organization? Is there an industry publication?
As you are doing this research, you'll get excited. You will begin to find problems you can solve for these folks.
Then comes the difficult part: Pick 20 companies from this research you want to do business with in 2020. Find out who the decision-makers are. And come up with a new way to reach out to them each month. Hint: Start with an introduction from someone who you know, who also knows them. LinkedIn is great for this. Once you have this intro, you won't be soliciting them cold.
Making this list involves a few criteria:
1). A company that has a problem you can solve - based upon your experience with a similar company in this industry/sector.
2). Finding someone who can introduce you to a leader within that organization. No cold calls.
3). Developing a monthly outreach plan that includes delivering value to that person.
4). Being so entertaining and compelling that this person will eventually invite you in to see how you can help them.
Think about this for a minute: When you complete this exercise you'll have a target list of 20 prospective clients who look just like your best client. You will be devoting your time and energy to delivering value to them each month.
This is a focused plan for growth. And it is only the beginning.
If you have questions, reach out to me directly. 888.444.5150
Also check out my daily business growth videos: https://YouTube.com/DaveLorenzo
See you tomorrow.
Regards,
Dave | 
