Every manager’s dream is to have customers who miraculously come to him or her just by hearing the name of the company or product. But the reality is that competition is fierce, customers are often loyal to certain brands and do not necessarily like change or taking risks. Finding new customers is not an easy task. Here are 20 tips to attract them.
1. Define your target
This is the ABC’s of selling and business growth strategy. There’s no point in trying to win new customers if you don’t really know who you’re looking for… Draw up a profile of the typical customer likely to buy your product or service. Then detail their desires, expectations, habits and the places where they will find product information: a survey worthy of the most memorable games of Cluedo!
2. Make yourself known to your target
Once your target is defined, try to reach it by communicating about the company and its offer. Advertising inserts in the press, distribution of flyers, e-mailing… It’s up to you to define the ideal means of communication to reach your target.
3. Expand your network
Are you looking for new customers? Then maybe it’s time to get out of your entrepreneurial lair and meet new people who could introduce you to future clients. Where can you go fishing for contacts like a business developer? In business clubs, at local events or events related to your sector of activity…
4. Leverage your networks
You’ve followed the previous advice to the letter, well done! But there is still a lot of work to do! Because it is not enough to give your business card to win a new client… So be proactive, get back in touch quickly and offer your services or contacts: the best recipe to get help from your network.
5. Communicate on social networks
Everyone says it, today brands must be present on social networks. Of course, but you still need to know how to use them well! Create a Facebook page, yes, but if you animate it regularly with information that can interest customers for example.
6. Encourage satisfied customers to testify
Because they are your best ambassadors. These customers will be able to spread word of mouth about your product and will quickly reach potential customers who have already been acquired thanks to this recommendation from a third party they trust. What could be better?
7. Position yourself as an expert
What will convince customers to come to you? Knowing that you are the best. And how do you get that across to them? By positioning yourself as an expert in the field, by writing a specialized book, by posting advice-oriented articles on social networks or by participating in the famous “expert forums” of magazines. A little extra work for a maximum effect. Follow the advice of a business coach to improve your skills faster!
8. Build an effective website
Nowadays, most consumers start by browsing the Internet before making a decision to buy. So focus your efforts on building an effective website. It must be clear, precise and well laid out. Also pay attention to the style: an “old-fashioned” site will not boost the impulse to buy!
9. Diversify your offer
If your product or service does not attract enough customers, one solution is to offer another one. A simple idea, even simplistic, but it can have an effect! Analyze your market’s trend and think carefully about what your target audience expects… All you have to do is ride the wave of success.
10. Improve your sales approach
In the current and long-lasting confinement, it is rare that a customer by the only fact of the existence of your website is ready to sign a contract without having been able to exchange with the commercial. So you need to improve your marketing! Coaching, training or diligent reading of specialized books … all means are good to become a better salesman.
11. Don’t be afraid of telephone prospecting
Do you dream at night that a psychopathic telephone is sequestering you in your office? No doubt, you are a victim of an acute form of prospecting-phobia! So relax and put things into perspective: even the best salespeople are regularly hung up on! You can also consider training in this area to gain confidence and improve your efficiency.
12. Explore multiple promotion techniques
Don’t say you’ve never been convinced by the marketing techniques used by manufacturers to get you to buy their products? The famous “2 for 1”: a magic trick? No, just a perfect understanding of the mechanisms of the buying impulse… that you can take back to your account by remixing it a little.
13. Enter into partnerships
Because two people are stronger than one. No, this is not an ad for Meetic but a business advice! By partnering with a company that offers a complementary service to yours, you will gain more visibility and expand your network.
14. Improve your offer based on your customers’ feedback
They may not have a marketing degree in their pocket, but they are still the ones who will best advise you on how to optimize your offer. Launch a crowdfunding campain can help you take feebacks faster on your new products!
15. Renovate your image
A client asks if your grandfather designed your logo? Maybe it’s time to refresh your image by giving it a facelift! And because going through a facelift doesn’t only work for women, your brand will also experience renewed success!
16. Improve your referencing
Few people will call the plumber whose website is listed on page 12 of the Google results… So invest in and offer yourself the advice of SEO specialists: guaranteed effects on annual sales!
17. Learn how to optimize your customer appointments
Unless you master the art of hypnosis, which could make it much easier for you to convince the client in front of you, you will have to learn how to effectively conclude your sales meetings, even if they take place via video-conference. This is a subtle art, the secrets of which you can learn by consulting books by experts who have proven their worth, but also by watching the various podcasts of companies that present their products.
18. Observe your market and get inspired by the good ideas of your competitors
Remember: How did you get good grades when you were in first grade? You sat next to the first in the class to copy! Today, it is no longer a question of copying but of studying the positioning of your competitors to detect their good ideas, those that attract all your potential customers to them.
19. Find new distribution networks
Take on the role of The Experts and go hunting for clues that will allow you to define the places your potential customers frequent. Once you’ve identified these locations, think about it: there must be a way to make them a point of sale for your offer…
20. Use your imagination…
All ideas that will allow you to improve your image and get closer to your target are good to take. Organize practical workshops, offbeat marketing operations… Brainstorm with your employees and let all the suggestions come to you, even the most improbable ones!