Every small company owner desires new clients. Here are ten tried-and-true methods for bringing in “fresh blood.
1. Request recommendations.
Referrals are one of the most effective methods to acquire new clients, but if you sit back and wait for your present customers to suggest their friends and family members to you, you may be waiting a long time. Take responsibility by putting in place a mechanism for aggressively seeking referrals from your happy clients. Incorporate referral-generating activities within the sales process. Send a follow-up email asking for a reference after a client has received their order from your e-commerce site, for example. When your B2B salespeople follow up with clients to answer questions after the sale, have them ask for references.
2. Establish a network.
Participate in networking groups and events relevant to your business and clients to generate good old-fashioned word-of-mouth. Approach networking with the mindset of “How can I assist others?” rather than “What’s in it for me?” By considering how you can be of assistance, you will be able to establish connections that will lead to new clients.
3. Only provide discounts and incentives to new consumers.
Introductory offers, such as a two-week session at your karate school for $100, might entice potential consumers by giving a low-risk method to sample your products or services. Track which consumers take advantage of the special deal, then send them marketing messages encouraging and motivating them to continue purchasing from you.
4. Re-contact previous consumers.
Everything old may be new again, even old clients who haven’t done business with you in a long time. Go through your customer contacts on a monthly basis and, after six months or a year without interaction or transaction, reach out to inactive clients through email, direct mail, or phone with a unique offer. They’ll appreciate the fact that you recalled them and desire to win them back.
5. Enhance your webpage.
Nowadays, both consumers and B2B purchasers locate new firms largely through online searches. That implies your website will have to perform a lot of heavy lifting in order to attract new consumers. Examine your website to ensure that the design, content, images, and SEO are all up to date. If this isn’t your strong suit, it’s worth hiring a website design firm and/or an SEO specialist to assist you.
6. Form alliances with complementary firms.
Collaborate with firms who have a similar client base but aren’t directly competing, and plan how you can target each other’s customers to drive new business. A maternity clothes website and a baby goods website, for example, might collaborate to provide discounts and promotions to each other’s clients.
7. Market your skills.
By promoting your knowledge in your field, you may generate interest—and new consumers. Participating in industry panel discussions or online webinars, presenting at industry events or to groups that your target consumers belong to, or providing educational sessions or workshops will demonstrate your topic competence to prospective new customers.
8. Take use of internet reviews.
Is it possible for customers to leave online reviews for your company? Make the most of your reviews by cultivating them. Link to customer reviews on your website and display posters at your establishment encouraging consumers to check you out on Yelp (or wherever the reviews are). Social proof is extremely strong, and prospective consumers are more inclined to try your business if they witness others praising it.
9. Take part in community events.
All things being equal, most people prefer to support local, independent companies. Participate in charitable activities and organizations to raise your profile in your neighbourhood. Sponsor a local fun run, arrange a Christmas “toys for kids” contribution, or provide equipment to a local Little League team. It raises awareness of your company, which aids in the acquisition of new consumers.
10. Bring a buddy with you.
Offer 2-for-1, “buy one, get one free,” or “bring a friend” discounts to entice your “regulars” to refer new clients to your establishment. To attract more customers, a restaurant, for example, may offer a “buy one entrée, get one free” deal. You may even be more specific: “Invite a buddy to sample our new happy hour deals!” to let them know you’re seeking to expand your client base.