Class Details:

NextStep Business Growth is a cycle of 5 one-day intensive courses that help small business owners improve critical business operations for existing businesses. NextStep Business Growth courses focus on better business practices that yield sustainable business success, better results from internal operations, growth of near-term revenues, improvements to near-term profitability, and effective management of the growing enterprise.

This is one of five intensive days in the NextStep Business Growth series.

Expanding Your Customer Base: Adding New Customers Overview

Every small business loses customers that need to be replaced. Every growing small business wants more customers to fuel desired growth. Consequently, every small business needs to devise affordable and effective tactics to expand their customer base so that:
• business does not shrink due to normal attrition
• they have a larger revenue base across which to spread core costs
• they can buy materials at larger volumes and reduce unit costs
• they can diversify their business to profitably include premium and introductory services or products
• they can become a market leader by commanding more market share

Best practices learning objectives:

• Reviewing/revising business model to identify extended target market segments.
• Creating/extending multi-tier services or products.
• Positioning via differentiated, value-based offers readily perceived by customer prospects.
• Targeting “life time” customers motivated by value _ service rather than price.
• Leveraging competitive strength based on differentiated products, services and business model(s).
• Devising marketing messages that hook awareness, evoke connections and impute value.
• Designing content marketing that combines what you want to say and what others want to hear.
• Leveraging existing advocate customers.
• Devising effective and measurable marketing campaigns

Sign up for 4 and get your 5th one FREE! 

How to get the course for free: 50% is paid on initial registration of both course 1 and 2 and 50% paid both course 3 and 4 within 60 days or before that start of the 3rd course.
September 24, 2014 - Navigating Business Growth: Business Opportunities, Targets _ Challenges
May 14, 2014 - Preparing Operations to Serve More Customers: Improving Processes, Methods _ Systems
June 11, 2014 - Growing Results From Current Customers: Increasing Retention, Repeat Buying, and Recurring Revenues
July 09 - Expanding Your Customer Base: Adding New Customers
September 10, 2014 - Building Durable Success: Company Management Practices For Sustainable Satisfying Results

About the facilitator:

Bob Dunn’s focus and passion is defining, spreading the word and increasing adoption of effective practices for Durable Success for small business. He has been building businesses and advising investors and entrepreneurs since the mid-1970s. Today, after building other people's businesses and his own previous companies, he is operating Enterprise Solutions International LLC as a vehicle to offer specialized business services (i.e. BizCrafting, ESI Advisors, ESI Coaching) to existing business ready to grow revenues and scale-up operations to their next level. He captured some of his experiences in two recent books: "Durable Success and the Business of Business" (for entrepreneurs) and "3E Power Coaching: Guiding Entrepreneurs Beyond Strategy _ Plans to Durable Success" (for advisors to entrepreneurs).

Educated as a mathematician and computer system engineer, his early work included developing communication systems, software technologies, man-machine interface design and software tools for computer-aided design, engineering and manufacturing companies. In 1982, he turned towards serving entrepreneurs, business owners, corporate executives, investors and economic development interests across a wide variety of industries including: telecommunications, information technology, business services, retail services, food services, food manufacturing, manual crafts, e-commerce, entertainment, medical services and biosciences. He continues to serve in a variety of other capacities: as a partner or Director in several companies (e.g. food production, solar energy solutions and retail consumer services). For 7 years, he served as Director, Consulting and Senior Business Advisor for Mountain BizWorks. Previously, he served as Blue Ridge Sustainability Institute Program Manager for its project on Community Electricity Markets, and Board member for Handmade in America.

Through his work, he developed a contact network spanning the US, Canada, Mexico, El Salvador, Great Britain, Holland, Greece, France, Germany, Finland and Austria.