Build your network. That means both offline and online. People cannot buy your services or recommend you if you aren’t there. That means scheduling time for attending networking events and also for participating in relevant conversations on forums online using LinkedIn and so on. Social influence is increasingly important so start to build your network.

Share that knowledge. Content is great but you can’t rely on people simply finding your website. Buyers increasingly consult their networks and find relevant content through social media. That means you need to share your information through Twitter, Facebook, YouTube and other social platforms. Google + and YouTube are particularly important in a b2b context […]

Think content not advertising. Content is what attracts customers to your website, keeps them engaged in your newsletters and it’s what encourages them to follow you, share your information, recommend you and favourite stuff that you produce. So, concentrate less on broadcast sales ‘push’ messages and more on engaging knowledge transfer.

Look at each of your market segments. Are they likely to grow or contract? Is there some new government initiative or regulation that impacts positively or negatively on your service provision? Are some sectors harder to penetrate than others with the resources and market position you currently have? Customer Research is key.

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