Finding New Customers
Finding new customers is essential to being in business but they are critical to staying in business. Below are a few suggestions to get you started:
Make a commitment to prospecting Marketing isn't a one-time activity. To find customers and keep them coming, you need to actively promote your business in as many ways as you can on an ongoing basis.
Learn to network Businesses and consumers don't buy products or services from companies, they buy them from people. People they know and trust. Become an active participant in business or community groups, local home owners associations, parent’s groups, religious groups that attract the type of people you want for customers. Get yourself known in the group as the person who sells insurance, solves computer problems, builds websites or creates financial plans.
Remember word of mouth Advertising is the single biggest source of customers. As you build your network and start to bring in those first customers, do everything you can to be sure positive word of mouth spreads, bend over backward to do exceptional work. The customer may never thank you, but they'll remember your work and call on you again -- or refer you when their friends or family need what you sell.
Ask for referrals Asking for referrals is easy once you realize you aren't begging for business. You're just asking customers and friends if they know anyone who has the kind of problem your product or services can solve.
Do a reality check If despite your best efforts your product or service isn't selling, use your network groups to find out why. Find out what it is they really need or what problem they need solved. How they are getting the problem solved now. What they are willing to spend to solve the problem. Whatever you do, don’t take the answers personally. Use the information you glean to learn what changes you need to make to land sales and bring in customers on a steady basis.
Make a commitment to prospecting Marketing isn't a one-time activity. To find customers and keep them coming, you need to actively promote your business in as many ways as you can on an ongoing basis.
Learn to network Businesses and consumers don't buy products or services from companies, they buy them from people. People they know and trust. Become an active participant in business or community groups, local home owners associations, parent’s groups, religious groups that attract the type of people you want for customers. Get yourself known in the group as the person who sells insurance, solves computer problems, builds websites or creates financial plans.
Remember word of mouth Advertising is the single biggest source of customers. As you build your network and start to bring in those first customers, do everything you can to be sure positive word of mouth spreads, bend over backward to do exceptional work. The customer may never thank you, but they'll remember your work and call on you again -- or refer you when their friends or family need what you sell.
Ask for referrals Asking for referrals is easy once you realize you aren't begging for business. You're just asking customers and friends if they know anyone who has the kind of problem your product or services can solve.
Do a reality check If despite your best efforts your product or service isn't selling, use your network groups to find out why. Find out what it is they really need or what problem they need solved. How they are getting the problem solved now. What they are willing to spend to solve the problem. Whatever you do, don’t take the answers personally. Use the information you glean to learn what changes you need to make to land sales and bring in customers on a steady basis.
We make the sales process comfortable for you! Sales Coach, Liz Wendling helps you take the fear out of selling to make it easy, fun and profitable.
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