A printer and was going through some hard business times. He had lost a major account and meant that his profit had disappeared. Because he hadn’t been building business he hadn’t spent time thinking about how to generate more. He’d become comfortable with his current group of clients. Suddenly there became a real need for him to get out and build more business. How he should go about doing this?

The solution was that there were two groups of people he needed to talk to… his team members and his existing clients.

As a general rule of thumb in business, it’s imperative to share what’s happening in your business with your team. If there’s not as much work around, for example, they will notice anyway and start to worry about losing their jobs.

So the printer decided to sit down with his team and explain that the loss of a major account had meant real problems. He then explained what they could do about it, because building business isn’t only the job of the owner; it’s everybody’s business.

Most team members are happy to go looking for business in the course of their normal activities if they know what to look for. In your business, you need to explain to your team who an ideal client is, the sort of person you’d love to have walk through the door.

The printer told the team that they probably had friends who were printers in other companies. If they kept their ears to the ground they might find out about some opportunities when they were talking to their mates.

Involving all of your team in the pursuit of new business is most important.

The printer then focused on the second group of people that he needed to talk to… his existing clients.

It is essential to constantly stay in touch with your existing clients, customers or patients. It’s true that unless a client care program is in place, existing clients tend to be ignored.

The printer invited his clients to breakfast in small groups and made them feel special. Just before the end of the breakfast he said, “By the way, I just wanted to thank you as my very special clients for your support in the past. We’ve noticed that much of our business comes from referrals and recommendations and I wondered if there was anybody you’d like to refer to us.”

Around a breakfast table, it’s amazing how many names will come forward. When you ask your clients in the right way, and give them a reason, they’re happy to help. The best source of business has been, is and always will be referral, recommendation and word of mouth.

So remember to revive your business fortunes always involve your team and nurture your existing client base. And deliver a great product or service too!