Many people don’t understand that building a business from scratch isn’t as easy as it looks. For every story about the trendy new start-up that became an overnight success, there are a thousand companies that worked diligently but never made it off the ground. Or maybe you are somewhere in the middle: your business is composed of customers that you have a personal connection with, but sales are beginning to level off. Any of these instances sound familiar? Well, they should…At some point in a business’ life-span sales begin to slow and it becomes imperative that the company begins to attract new, fresh customers. The issue? Many people don’t know where to begin, but that’s where we come in!
Create an Ideal Customer Persona
Most businesses cannot target everyone. A great way to increase your conversion rates (from prospective buyer to buyer) is to find a niche group of people that you would like to sell to and target them specifically and heavily. By creating a model customer profile you can clearly lay out the exact type of customer you are looking for. This leads into my next point…
Discover Where Your Customer Spends Their Online Time
When you create the customer persona, get specific…like…weirdly specific. Ask questions such as: How old are they? Where do they live? How much money do they make? What are their values? What are their interests? Where do they spend their extra cash? And perhaps most importantly, where do they spend most of their time online? This is an important question because you know who you are targeting but now you need to know where to find them. Would they enjoy seeing your content on social media, email, text, or maybe even direct mail?
Nail Down Your Strategic Positioning
Strategic positioning is how you gain a competitive advantage over your competitors. It is helpful to decide your strategic position and then cling to it. Do you want to be known as the low-cost seller? Or maybe you want to sell something uber specific and be a specialty seller. Or maybe you want to give your customers a completely unique experience when they buy from you. Find out why you are different and why customers should buy from you and no one else then communicate that to potential customers.
Identify Your Value Proposition
Your value proposition is the promise of value to be communicated, delivered or acknowledged. Write out a concise statement that highlights the value you will deliver to customers and how they will derive that value from the good or service. Your value proposition may state how you are different from competitors. This is beneficial to have in your back-pocket when you approach a potential customer.
Build Symbiotic Relationships
Having a one-time customer is good, but it would be great if we turned them into a buyer for life. How can we do that? Build a symbiotic relationship, a relationship that is mutually beneficial for both of you. Let them know that you care about them and in turn, they will care about you. They are giving you (monetary/word-of-mouth marketing) value, so it is important that you deliver on your promises and return that value to them.
Best. For. Last. Follow-up is so important, yet so often forgotten about. It is of the utmost importance that after you meet with a potential client or throw a proposal out there that you follow-up. Make them know that you care about them and their business. Start to build a personal relationship — don’t treat them like a face in a crowd. Make them the star.
Attracting new clients is an ongoing process. It never ends. But it is important to remember that a structure built on a strong foundation never crumbles…can you guess what the foundation of your business is? Hint: it starts with “C” and ends with “ustomers.”
Have you checked out our instagram page recently? We just celebrated our 1st birthday and we can’t help but remember where we started. Good ole’ instagram! Feel free to DM us anytime, we love hearing from you!