Question

Topic: Strategy

Desperate For Business - But Clueless, Please Help

Posted by Anonymous on 1/16/2008 at 10:44 AM ET 125 Points
Hi all! Thank you for any help you can offer - my business is my life! I own a small company that provides tutoring and other supports for children with special needs. I have been running my butt off for months going from place to place, but have seen little in the way of real business. I know from the feedback that I get from every professional in my industry that my business will be amazing "at some point" - unfortunately my funds are making that some point someone else's point. I need to drum up business, but obviously am having no success. I have 7 employees who cover the gamut of services for special needs and we provide services in the home & at our (really expensive & really empty- sigh) office. I have visited guidance counselors at schools, administrators, local organizations and networking groups. In addition, I work very hard to make sure my clients are happy & that they know that we hope that if they like our services they will pass our name. I guess I am just tapped and getting frustrated with running all over town and getting no results. Any advice would really be appreciated! Barbara L. Bingham, President, Teachers On Call LLC
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RESPONSES

  • Posted by CarolBlaha on 1/16/2008 at 10:58 AM Member
    I am sure we can help. But give us a little more info. What objections are you running into? With 7 employees, I am sure you have had some successes-- where did they come from? When you say, "running place to place", what exactly does that mean-- where are you going, what do you say and what is their reaction?

    Sell Well and Prosper tm
  • Posted on 1/16/2008 at 11:43 AM Author
    Thank you for your responses. In response to your questions, I have seven employees - all part time except for myself. My other staff, almost exclusively, are either people I worked with in the local school system or people who worked with people I worked with. (I hope that makes sense.) All my staff is state licensed with a minimum of 3 years experience.

    When I say, I have run my butt off - I have visited school guidance counselors, BNIs, Chamber meetings, doctor's office (which is rare since they don't normally let me set up a time with them), weekly meetings for special needs groups, and people I have been told are "movers & shakers" in the community.

    I do have brochures and have distributed them to preschools, doctors offices, public schools and children's activity centers. I have not gotten one call from any of those - which kills me since the trifolds were super-expensive. I have also handed them out at meetings for local organizations. Thank you again! Barbara L. Bingham, President, Teachers On Call LLC
  • Posted by michael on 1/16/2008 at 12:05 PM Accepted
    Barbara,

    You really have done a lot of work! Have you had anyone look at your brochures? They need to be giving the right message.

    When you say you have "visited" do you mean a sales call? Was it an appointment? I'm a firm believe in cold calls, but you might want to spend more time asking questions than telling information.

    I know you know this. Probably need to sit down with someone and do some more in depth questions vs just online posting.

    Michael
  • Posted on 1/16/2008 at 3:08 PM Accepted
    First, is the competition tough in you area? If so, then you need to differentiate yourself from the rest your competitors.

    Second, try to gain more connections through friends, families and relatives and see if they know children or people that have them that wants your service.

    Third, try to build strong relationships that are crucial for your long-term business. Some of them are Schools, pre-k, daycare, babysitters. Use the law of attraction (think, look and act successful) and the art of seduction (charms and gifts) to your advantage.

    Fourth, make a website and a blog about your service (maintain it daily or weekly and produce short articles to convince visitors discreetly why your service is needed). For off-line promoting use business cards (your picture and website included) because it is cheaper and more effective than expensive brochures.

    Fifth, go to where a lot of children congregate (parks, festivals, events, carnivals and etc) and spark a conversation with the parents and give them your business cards. The best day to infiltrate a school is parent's day (where teachers, parents and children are packed together). Try to act in front of them that you are a guest and introduce to them your business. If confronted by a security guards, just say you're a parent.

    Sixth, to get doctors on your side, you need to be very emotional and shed tears about your righteousness and the reason you started your business (to give these kids a future). The emotional impact will be sufficient enough to get doctors on your side. You can pull this off if you truly believe in the righteousness of your business.
  • Posted by Jay Hamilton-Roth on 1/17/2008 at 9:04 AM Member
    It's time to listen to what people need, not just push what you're selling.

    If I were in need of your services, who would tell me about you? Do you have competitors? If so, why would I choose you over them? What are the strengths of your competitors (you need to perform a SWOT analysis)? Has the school system itself provided similar services to yours in-house? Do you take any forms of insurance to ease the cost of your services?

    Are there fewer numbers of special-needs children in your area?

    Do you have great stories to share about children who "graduated", and the results of their learning (both for them and their family)?

    Would your services be appropriate for non-special needs children as well (i.e., general tutoring)? Why or why not?
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