How do you find new customers? In today’s technology focused age, finding prospects can be a challenge. This topic is so challenging that it is a hot topic among small business speakers. Some of the rules are the same as they were before. However, with changes in consumer behavior and expectations, some rules are completely new.
Rules for finding new customers
Here are four rules you can use when you are hunting those elusive new customers.
Finding new customers is something you should be doing all the time. Whether you are doing it in person, having your sales team do it, or leveraging online technology, prospecting and lead generation are a must for business success.
What rules do you follow to find new customers?
Do you have an unlimited marketing budget? If you are like most business owners, the answer is “no”. That is why you need to make sure your marketing as effective as possible.
Tactics for Making Your Marketing More Effective
Here are six tactics recommended by business mentorship programs.
These tactics will make your marketing more effective. That allows you to reach your target market, using less of your marketing budget. That leaves money you can use to market more or to expand your business.
Leads are the fuel that drives the sales cycle. Without leads, your sales efforts will dwindle quickly before coming to a complete halt. If you find that your lead flow is slowing down, generating more leads quickly will help keep your sales efforts going.
Generating 20 leads in 24 hours
Here are a few ways to get a quick inflow of leads to jump start your sales efforts.
If your lead generation is sluggish and not producing what it should, it is time to give it a jump start. You can use any of these methods to pump fresh life into your sales process. Click here now for more ideas to help your business thrive!
Generating consumer interest in your company’s products and services is key to increasing your sales. Lead generation focuses on creating, nurturing and monitoring prospects’ interest in what you have to offer so that your sales team can approach them for conversion. With limited time and budget available, business training experts will tell you that you need to be smart about the way you approach it.
The Smart Approach to Lead Generation
Successful lead generation begins with knowing who you should be talking to, how to talk with them, and giving them a reason to consider your company. Business training experts will tell you that building an effective, smart lead generation system takes time. But it is a worthy investment.
Networking sounds so easy on paper. There are tons of articles and mentoring programs out there that give you a series of steps to follow so you can start networking and building your business. When you get out there and try it yourself, it is not as easy as they make it out to be.
The truth about networking
Here are some things you may not have heard about networking.
When you are networking and building that important list of contacts, you are doing it as a real person, not just as a representative of your company. Mentoring programs are an excellent way to build your skills and make networking second nature
Customer referrals are gold when it comes to building your business. Your customers know your products/services, your company, and your people. Any small business expert will tell you that if a customer thinks well enough of your business to refer you to a friend or family member, you have received the best sales referral possible.
The good news is that you can actually turn your customers into your best sales team.
How Do You Do It?
Building your customer sales team can be done in three easy steps:
People want to buy from people, not some faceless, nameless automaton. Even if you do most of your business online, you need to make sure that every communication you have with your customers is personal and focused on their needs. Offer clear communications. Enhance your customer service. Be flexible. Make them feel important. Maybe even have them be part of the family.
You need to offer your customers the products and services that address their particular pain points. Even if you have a solution, continue innovating and finding new solutions. Look for new pain points to address. By offering more solutions and better products/services, you will gain your customer’s continued patronage and strengthen the relationship you have developed.
You need to have the mindset that you and your team will do whatever it takes to get the job done. That is key to move from satisfying your customers to wowing them. Wowing your customers means having them go “Wow, no one has ever done THAT before!” Offer your customers solutions, even if it means referring them to a competitor. You cannot be everything to everyone. But, you can be the company that wants to help the customer at all costs.
Add personality to every interaction that your customer has with you. You are talking to a person, use his or her name. Treat every customer the same, no matter if they are your smallest or your largest.
This is not something that is going to happen in a day or even a week. It will take time to build the relationships and put things in place to make your customers want to join your sales team. But, it is time well spent.
Who is the best salesperson in your company? The answer better be you, the entrepreneur. Entrepreneurs not only have to be salespeople. You can only call yourself an entrepreneur if you are a salesperson. That is key to owning and growing a successful business.
As the business starts up
As an entrepreneur, you have to always be selling. Selling ideas, selling yourself, selling your product, selling your service. That is something that cannot let up, even when you bring other people into the company to fill sales roles.
The truth is that no one can ever sell your ideas as well as you can. This is especially true when your company is just starting up. No one has the same passion and heart as you, the entrepreneur. It is your passion and your heart that will make the difference in whether your company is a success or not.
Adding sales staff
Many entrepreneurs make the mistake of thinking that a salesperson they bring into the organization will sell the company’s products or services as well as they do. While adding sales staff is a business growth strategy critical to success, it is not a guarantee of success.
Don’t make the mistake of giving the new salesperson just a brief overview of the company before dropping him into the deep end of the client pool. That person will start floundering and eventually start drowning, possibly taking a client or two with him. That is not a business growth strategy for success.
When you start bringing people in to do sales, you have to work with them until they can start taking on your passion and heart. That will take time. They need to understand what drives you and how you take that and use it to sell your brand.
The bottom line is that, no matter how many sales people you bring into the company, you are always going to be the head sales person.
How do you impart your passion and heart to your customers?
Is there anything worse than “being sold” something? You know what I’m talking about. The hard sell. You know that the person in front of you is trying to sell you something, touting its benefits and expounding its virtues. And that person is not listening to what you are saying at all.
The truth is that people hate “being sold”, but they love to buy. If you are guilty of trying to “sell” your prospects, you need to change your approach by looking at the sales process as a buying process. It is a business growth strategy that will pay off with big dividends.
Orient your sales process around the buying process that your prospects use.
Ask open-ended questions that get your prospects talking. You need to get as much information as possible. Asking a question that allows the prospect to talk is the perfect way to accomplish this. Keep track of what they are saying and how it pertains to things you can help them with.
Delve deeper into the items they bring up. As the prospect is talking, grab on to the nuggets of information they throw you. “I am having trouble with Product X.” “What is going on with Product X?” Getting more from them gives you the information you need to sell your products or services to them.
Present solutions. Prospects are usually in the market for solutions, not necessarily specific products or services. For example, let’s say they are in the market for products to help them clear up adult acne. You present a solution that helps them clear up acne they currently have and that will help them keep future breakouts at bay. Instead of selling them a single product, you have introduced them to a line of products geared to their needs. That is a business growth strategy for any industry.
Get to the emotion behind the buying. Almost all buying is done with an underlying emotion. It may be a desire to look more beautiful. It may be frustration at an appliance that is no longer working. It may be a medical need that is causing pain or discomfort.
After you get the emotional response, your prospects are going to buy on their own. At that point, you only job is to help them through the details.