The Harsh Truth About Business Growth (Part 2 of 2)

The 13 Sales Strategies You’re Probably Ignoring

In Part 1 last week, we tackled six hard truths about business growth – starting with the reality that if you’re not spending half your time acquiring or retaining customers, you’re leaving money (and momentum) on the table.

Now in Part 2, we’re diving deeper into the overlooked sales and retention strategies that separate thriving businesses from ones that are treading water.

If you’ve been working hard but not seeing consistent revenue growth, this article is your wake-up call. Not because you’re not talented or passionate – but because you’re likely focused on everything except the things that move the revenue needle.

Let’s change that – starting now.

Step Six: Don’t Discount – Add Value

Instead of dropping your prices to attract business, add bonuses or bundles that make the offer more compelling.

• Include an extra session
• Throw in a helpful guide
• Partner with another business and bundle services

Scarcity works too – just don’t fake it. Use real deadlines, limited spots, or time-sensitive bonuses to drive action.

Step Seven: Email Still Works (When You Do It Right)

Email isn’t dead. Boring emails are.

The right subject line can change everything. Test ones that are:

• Contrarian: “Why I’d Never Hire Myself Again…”
• Curious: “Guess what happened to this client last week?”
• Bold: “I’m not for everyone. Here’s why.”

Track open rates. Adjust. Send more emails than you’re comfortable with.

Frequency + personality = engagement.

And follow up more than once. You’re not bothering people – you’re running a business.

Step Eight: Send Something in the Actual Mail

When was the last time you got something interesting in your mailbox (that wasn’t a bill)?

Exactly.

That’s why direct mail still works – especially when it’s unexpected, lumpy, or personal.

• Handwritten cards
• Postcards with personality
• Packages with quirky items (think stress balls, fortune cookies, tea & crumpets)

Yes, it costs more than email. But it works. And your competitors aren’t doing it.

BONUS: Rediscover the Power of the Phone

Email is easy – it is a one way conversation…so is the mail…however, the phone is not dead – just your courage to use it might be.

A well-timed, well-intentioned call can bring back old clients, warm up leads, and turn hesitation into sales.

But don’t sell. Serve.

Share something helpful. Be human. That’s where trust is built – and where deals get closed.

Step Nine: Host an Event, Be the Authority

Nothing builds trust and positioning faster than being the one with the mic.

Events give people a reason to engage with you. And they often bring a friend (aka: a warm lead)

Whether it’s:

• A client appreciation night
• An info-packed webinar or workshop
• A panel event with local experts
• VIP Dinner

When people see you as the facilitator of value, they trust you more, buy more, and refer more.

Yes, events take planning. But the relationships and revenue they spark are unmatched.

Step Ten: Get PR – Even at the Local Level

Most local media outlets are desperate for good stories and helpful experts.

You can be the expert voice they need. But don’t wait – pitch yourself.

• Watch the morning show
• See what guests they feature
• Email the producer a short, compelling idea

PR isn’t about ego. It’s about positioning. 

• “3 Mistakes Local Businesses Make in a Recession”
• “How to Keep Your Health Goals on Track During the Holidays”
• “The New Rules of Home Buying in 2026”

News appearances build instant credibility. And authority equals sales.

Step Eleven: Put Your Brand Where People Live Their Lives

You’d be surprised how affordable local advertising can be – from bus benches to billboards to sponsoring the Little League team. Or simply place your banner on the fence at the local pickleball court.

NOTE: Remember it is NOT about you – a large photo of your face on a banner with your website will not ignite the action you want. Highlight RESULTS that you can achieve for people like them!

You’re not looking for vanity impressions. You’re creating top-of-mind awareness in the places your audience lives, work, and plays.

These may seem old-school, but when everyone is glued to digital, offline stands out – especially with the right message.

“I keep seeing your name everywhere!”

Perfect. That’s the goal.

Step Twelve: Make Taking Action Easy and Obvious

If your only call-to-action is “visit my website,” you’re losing money.

Stop relying solely on websites, funnels, and forms. Give people real-world, low-friction options to engage:

People want options:

• Text this number
• Call now
• Reply to this email
• Book a spot instantly
• Direct Message on socials

Think action marketing over attraction marketing. (The A in REACH) Lead the buyer clearly and confidently to what’s next. Don’t assume they know what to do.

Step Thirteen: Simply Ask for the Sale

This one’s wild: so many businesses lose the sale because they never clearly ask for it.

They imply. They suggest. They “let the client decide.”

But prospects want you to lead. To recommend. To ask.

You’re not begging. You’re not pushy. You’re the expert offering a clear solution to a real problem.

It is your job to guide the prospect:

• Take initiative instead of waiting for the buyer to make the next move. 
• Recommend what the client needs, not just what you think they can afford. 
• Stand confidently in your credibility and expertise.

Don’t whisper. Don’t use vague or apologetic language.

Simply –

• “Are you ready to move forward?”
• “Which option works for you?”
• “How does Tuesday look to start?”

You’d be shocked how many businesses never ask directly. If you’ve built the value and solved the problem, it’s your duty to ask them to buy.

When you fail to ask, prospects may assume you don’t believe in them or your product – leading to lost opportunities and misunderstandings.

Then WAIT.

Stay silent and give the prospect time to respond. Over-talking often sabotages the close. 

If they object, handle it calmly: “If we were able to overcome that, would you be interested in moving forward?”

If they need to think it over, set a follow-up meeting before ending the conversation.

Action Steps for This Week

That’s it – but let’s not leave this theoretical. Take action now:

• Re-engage 10 unconverted leads
• Send 3 emails to past customers
• Call 5 clients and ask for referrals
• List top 5 objections and craft responses
• Design a small referral reward
• Send 1 handwritten thank-you note

Final Word: Be Ruthless with Your Time – Or Be Invisible in the Market

You can’t afford to spend 90% of your time on things that feel productive but don’t actually bring in business.

The real work – the revenue-producing work – is customer acquisition and retention.

Be bold. Be visible. Be proactive.

Because the #1 reason your business isn’t growing faster?

It could be that you’re simply not asking enough people to buy.