{"id":9964,"date":"2011-11-11T08:37:45","date_gmt":"2011-11-11T13:37:45","guid":{"rendered":"http:\/\/37d57f8fa2.nxcli.io\/blog\/?p=9964"},"modified":"2011-11-11T08:47:06","modified_gmt":"2011-11-11T13:47:06","slug":"grow-your-pie","status":"publish","type":"post","link":"https:\/\/www.marketingforsuccess.com\/blog\/small-business-marketing\/grow-your-pie\/","title":{"rendered":"How To Make Your Pie Grow Bigger"},"content":{"rendered":"

There is an analogy we use when we think about our marketplace, it is like a pie that can only get bigger.<\/p>\n

In order for that to be true, we must be able to think differently. Many times we limit our opportunities to grow our business or organization by not looking outside of the perimeter of our present client base. \"\"<\/a>Too often we focus on the type of potential client we have sold to in the past or the ones who belong to our competitors and ignore the non clients. We try to play the game of a cheaper price, better service or better quality.<\/p>\n

In their book Blue Ocean Strategy, authors W. Chan Kim and Renee Mauborgne, give the example of how the company Callaway Golf created a huge demand for their products by looking at people who did not play the game of golf.<\/p>\n

Here is what Callaway Golf did. They surveyed sports enthusiasts and members of country clubs and asked them why they avoided playing the game of golf. Their answer was stunningly simple.
\nIt was too hard and frustrating for a novice to try and hit a little white golf ball with the small head of a golf club. People did not want to take hours and hours to learn and practice how to get good at this sport.<\/p>\n

Once Callaway understood this revelation they moved into action to create a new demand for its\u2019 products. What they did is they created the Big Bertha Golf Club. This club had a large head that made it much easier to hit the golf ball. Big Bertha not only turned non- clients into new clients, it also won over its\u2019 existing golf clients to upgrade to the new drivers that Callaway had created. They wanted to improve their game and saw Big Bertha as the way to do it instantly.<\/p>\n

Who are some of the groups of people who are not using your products or services?<\/p>\n

Try using some of these tools to learn why they don\u2019t use your products or services.
\n\u2022 Focus groups
\n\u2022 On-line surveys
\n\u2022 One on one conversations
\n\u2022 Ask your employees what they think<\/p>\n

Once you learn what it is, you can change, add, or modify your products or services to meet the needs of your potential client base. Then use the TMET formula:<\/p>\n

T-test
\nE-evaluate
\nM-measure the results
\nT-tweak the product or service until it works<\/p>\n

So, if you want to grow your business, follow the strategy of Callaway Golf.<\/p>\n

Look to your non-clients for the answer. You might be pleasantly surprised by the results.<\/p>\n\n\n\n
About Tom Borg
\n<\/a><\/strong>Related Resources<\/strong><\/a>
\nMore Posts by Tom Borg<\/a><\/strong>To discover the easy and inexpensive ways anyone can attract more clients and maximize their profits<\/span>, sign up for your <\/strong>FREE New Profit Rules Report<\/a>.<\/strong><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"

There is an analogy we use when we think about our marketplace, it is like a pie that can only get bigger. In order for that to be true, we must be able to think differently. Many times we limit our opportunities to grow our business or organization by not looking outside of the perimeter […]<\/p>\n","protected":false},"author":8,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[15],"tags":[386],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts\/9964"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/comments?post=9964"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts\/9964\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/media?parent=9964"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/categories?post=9964"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/tags?post=9964"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}