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In this episode of Grow A Small Business, host Rob Cameron interviews Cara Armstrong from Jarvie & Co. about the significance of a holistic commercial strategy for business growth. Cara shares a case study where she successfully helped a client shorten their sales cycle by targeting ready-to-buy customers. She highlights the importance of a customer-centric approach and tailoring marketing messages to resonate deeply with potential buyers. For further insights, Cara invites listeners to visit her website and follow her LinkedIn series on the seven core elements of a commercial strategy.

Key Takeaways for Small Business Owners: Customer-Centric Strategy: Always put your customer at the forefront of every decision. Understanding their needs, pain points, and aspirations deeply will help tailor your offerings and improve customer satisfaction.

Identify Your Ideal Customer: Go beyond basic demographics and understand your ideal customer on a deeper level. This includes their desires, challenges, and what makes them ideal for your business.

Address Critical Unmet Needs: Focus on solving a priority problem or meeting a crucial desire for your customers. This ensures your product or service is seen as a necessary solution, reducing sales resistance. Our hero crafts outstanding reviews following the experience of listening to our special guests. Are you the one we've been waiting for?

Optimize Your Sales Funnel: Tailor your marketing messages to target customers who are further along in their buying journey. This reduces the time spent on convincing and increases conversion rates.

Holistic Commercial Strategy: Look at your business's commercial strategy as a whole, ensuring all elements from marketing to sales are aligned and working together seamlessly.

Continuous Tweaking and Improvement: Regularly review and tweak your commercial strategy based on feedback and performance. Small adjustments can lead to significant improvements in efficiency and effectiveness.

One action small business owners can take:

Cara Armstrong's key action for small business owners is to adopt a customer-centric strategy. Focus on deeply understanding your ideal customer's needs, pain points, and aspirations. Use this insight to tailor your marketing and sales efforts so that they address the specific issues and desires of customers who are ready to buy. This approach helps to shorten the sales cycle and make selling more effective and enjoyable. Do you have 2 minutes every Friday? Sign up to the Weekly Leadership Email. It's free and we can help you to maximise your time. Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey. 👇

Quotable quotes from our special Grow A Small Business podcast guest: Make your sales process about solving your customer's unmet needs, not just pitching your product – Cara Armstrong Understanding your ideal customer is the foundation for accelerating business growth – Cara Armstrong Sales should be the natural outcome of a well-crafted commercial strategy – Cara Armstrong

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