Need to find sales prospects, but don’t know where to start? Use these easy prospecting tips for finding the right people in your target market.
Great business builders are fanatical about growing their companies. Every business can benefit from increasing its ability to find new customers. They spend time every day thinking about how to :
A. Engage new loyal customers to replace those who have vanished
B. Find new clients to increase their pool of shoppers who will increase top line revenues.
Each year, American companies must replace on average about 10% of their client base for various reasons, including customers who move, customers who find new solutions from competitors or customers who no longer have a need for a given product. Business leaders must regularly increase gross revenues by adding more and more buyers who will purchase their solutions to remain viable and profitable.
For too many people in business, prospecting for clients is like fishing with only a string and a pole. They know if they throw something out there, they’ll draw attention. What they don’t understand is that you must first be at the right fishing hole. And, second, that you have to use bait that the fish you’re trying to catch like. So, let’s address the right “fishing hole” first. Answer this question: Who is your ideal client? You should be able to list at least five criteria of your ideal client without even blinking an eye.
If you can’t list at least five characteristics of the people who you need to reach, your business isn’t going very far very fast. To get your answer quickly, consider your top three existing clients. What do they have in common? The answer to that question will get you started.
So pleased to share with you list of the ten steps to building a strong future customer base. They are as follows:
NUMBER 1# : START PICTURING YOUR CLIENTS, KNOWING YOUR CURRENT CUSTOMERS AND EVERYTHING ABOUT THEM
Are they grandmas? Or business people? Or teenagers? Develop a precise profile of shoppers : age, education, gender, marital status, employment, hobbies, and the places they visit on-line and off. And if you just might have a service that teens enjoy, ask next question “Who invests the money in it? Grandma, mom and dad. So you’ll need more than one marketing strategy to make sales, won’t you? Once this is complete, it will be very clear to you who your true clients are.
NUMBER 2# : KNOW THEIR NEEDS AND WANTS, WHAT THEY WATCH, LISTEN TO AND READ
Take time to visit with them. Ask pertinent questions. Listen and learn. If you sell to soccer moms, where will you find them besides soccer fields? Your list might look like this: grocery stores, gas stations, quick-stop stores, car washes, sporting goods stores. You can advertise on the bulletin board at the local car wash or grocery store–preferably ones that are close to soccer or baseball fields. Even better, sponsor a local kids’ team. The parents feel obligated to use the services of those who help pay for uniforms, equipment, programs and the various fees involved in children’s sports.
If you sell to those who earn very high incomes, where will they be found? Country clubs? The marina? Nice restaurants? Where should you advertise? Where they’ll be found, of course. Okay, it might not be feasible to advertise at the country club, but you can certainly advertise in publications that’ll be found there. Advertise where the other companies of your caliber advertise. Check to see if you can invest in the mailing list of everyone who docks a boat at the local marina. Mailing lists are often available if you ask at the right place.
Then, know what they think about your solution and what they think about the competition. Look for problems and opportunities.
NUMBER 3# : RECOGNIZE THAT YOUR CUSTOMERS HAVE FRIENDS WHO ARE LIKE THEM
No matter who your future product purchasers are, you can get the names of new ones from existing clients. All you need to do is ask. Don’t ask if they know anyone, ask: “What other parents of the soccer players might have a need for new tires?” “Who do you most enjoy playing golf with at the country club, Mr. Stevens?”
After that, then ask your customers to invite their friends to engage with you. Entice them to connect with these friends via the internet on your behalf. Invite these prospective buyers to try your offerings.
NUMBER 4# : PROVIDE A SPECIAL INTRODUCTORY OFFER TO THEM AND LIKEWISE REWARD YOUR CURRENT CLIENTS WHO HELPED
Ask your new customers to also make referrals. Don’t be shy. It’s how business grows. Offer existing clients special discounts or bonuses for sending in new clients. I’m sure you’ve heard or seen advertising where existing clients are offered a 10% discount or free car wash for sending in three new clients. They’re given coupons with codes on them to hand out to others. You don’t have to go crazy with this costing you money. You might offer a free $5 Starbucks gift card or a coupon worth a discount on the service of a neighboring business. Chances are that the neighboring business will reciprocate on your behalf. The key to bonuses is offering something good enough that the client will think is worth their while to find others to send your way, even if it’s just in a passing conversation
NUMBER 5# : ENSURE A SPLENDID BUYING AND USER EXPERIENCE. GO OUT OF YOUR WAY TO TAKE CARE OF THESE NEW SHOPPERS
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Once you wrap your mind around the information covered here, you’ll know where to find the best fishing holes and what bait to use!
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Hopkins, T. (2010, June 1). Smart, Easy Ways to Find Customers [Web log post]. Retrieved from https://www.entrepreneur.com/article/159542
Hall, A. (2012, October 27). The 10 Steps To Finding More Customers [Web log post]. Retrieved from http://www.forbes.com/sites/alanhall/2012/10/27/the-10-steps-to-finding-more-customers/#e7277c221611