How to find prospect customers?
"Marketing is not what happens, it's the result of a process." - Peter Drucker (Peter K. Drucker was an American Management thinker and author)
In today's world where every company wants to be different from their competitors, marketing has become one of the most important aspects for any business organization. Marketing is also known as "the lifeblood of businesses". It is the ability to create awareness about products or services among prospective buyers through various means such as advertising, public relations, direct mail, personal selling etc. The objective of marketing is to promote brands, increase brand equity, build loyalty with current customers, gain new customers and retain existing ones. To achieve these goals, marketers need to understand how to find prospects (customers). This article will discuss some tips on How to Find Prospect Customers.
The main question that arises here is: How do you find prospect customers? There are many methods available which include cold calling, referrals, trade association meetings, networking groups, Internet research, trade shows, email/mail shots, social media activities, etc., but they all require time and resources. So, I would like to share my best ideas on this topic by dividing them into two sections namely B2B and B2C.
Let us start our discussion from B2B Sales. Here below are few proven ways to generate leads and grow your business using B2B sales techniques.
Cold Calling: Cold call list of potential clients based upon information provided by previous client relationship manager. These people have already expressed interest in your product or service. You can directly approach to contact those individuals who gave positive response during initial phase of conversation. Another benefit of cold calling is availability of targeted list of names if you want to expand your network beyond local area. However, you should remember that cold calling may seem rude and uncomfortable at times to others. But you must keep yourself focused towards achieving desired results. A well-trained team member could make things easier for you. If possible, try to avoid telephonic calls. Instead, use emails and letters to communicate effectively.
Direct Mail: Sending out personalized post cards, flyers, brochures, newsletters, catalogs, coupons, letterheads, envelopes, packages, posters, advertisements, newsletters, invoices, thank you notes, greeting cards, holiday cards, birthday cards, announcement cards, announcements, invitations, press releases, announcements, etc., can help your business reach more prospects and ultimately improve your bottom line profits. Direct mailing is cost efficient way to advertise your goods and services. As compared to other forms of advertisement, direct mail is very successful because it reaches right audience without fail.
Trade Shows: Trade show is a great tool to meet face to face with decision makers. It provides opportunity to showcase your products in front of thousands of interested visitors. At present, majority of industries including technology, automotive, manufacturing, construction, packaging, medical devices, pharmaceutical, food & beverage, home improvement, consumer durable goods, auto parts, travel agencies, retail stores, etc., organize trade fairs annually around the globe. Therefore, if you are planning to exhibit your products at trade fair then definitely visit nearest big city nearby you to attend relevant event. Once you arrive at venue, you'll interact with hundreds of representatives of companies across different industry verticals. During exhibition period you can provide demo of your products to interested parties. Hence, trade shows allow you to establish long term strategic relationships with key players and suppliers.
Referral Programs: Referral programs are generally used when someone refers another person to something he believes may be useful or beneficial to him. Generally referral programs involve monetary compensation. For example, if somebody recommends your product or service to his friend, family members, colleagues, neighbors, friends, acquaintances, co-workers, employees, vendors, students etc., then you pay money for each sale generated due to recommendation. Usually, referrer receives commission between 20% to 50%.
Networking Groups: Networking group is basically a place where professionals gather together to exchange knowledge, experience, market intelligence, job opportunities, skills, contacts, news, opinions, and much more. Although networking events are organized mostly by professional associations, chambers of commerce, and universities, but even non-profit organizations organize special events for building up their own community. By joining networking groups, you can connect to numerous sources of qualified prospects and partners. Some examples of networking groups are Chamber of Commerce, Rotary Club, Business Clubs, Professional Associations, Seminars, Conferences, Meetings, Exhibitions, Training Sessions, Workshops, Online Forums, Social Media Sites, etc.
Email Newsletters: Email newsletter is an excellent method to stay connected with target audience. With increasing number of spam mails nowadays, therefore, sending regular informative eNewsletter is crucial to drive traffic back to website. Also, you can send periodic updates regarding latest offers, discounts, deals, promotions, upcoming events, seminars, workshops, etc., via email newsletters. Many companies offer free trial subscription of newsletters so that users can test the productivity of promotional strategy before investing large amount of funds. Moreover, you can easily track whether particular segment responded positively or negatively to your campaign.
Social Media Site: Nowadays, everyone prefers online medium over traditional modes of communication. People prefer to browse social sites like Facebook, Twitter, LinkedIn, Pinterest, Google+, Instagram, Quora, Reddit, Tumblr, YouTube, Flickr, Snapchat, WhatsApp, Skype, etc., instead of reading daily newspaper headlines. Hence, social media site acts as powerful platform to spread word quickly among millions of fans. Companies can effortlessly utilize social media tools for branding purpose. Since user behavior changes rapidly, content published on social media sites might lose its appeal soon. That's why, monitoring performance of posts regularly helps you to address issues immediately. Apart from creating buzz, social media platforms facilitate small businesses to engage with consumers worldwide. Thus, it is worthwhile to explore benefits of social media websites and adopt appropriate social media tactics according to needs of your target audience.
Online Surveys: Conduct surveys among your target audience to collect valuable feedback about your offerings. Survey questions should be simple and easy to answer. Feedback received from survey often proves helpful to develop better products and services. Furthermore, you can publish responses of survey publicly on your blog or website. Your customers will appreciate it and give trust to your brand name.
Now let us proceed further to B2C sales section. Following are few common concepts that work wonders when applied properly.
Advertise your Product: Advertisements serve as prime source of generating leads. According to statistics, average consumer reads 7 newspapers per week while watching TV commercials 4 times per day! Therefore, television ads, print ads, billboards, radio ads, hoardings, door hangers, point of purchase displays, banners, signs, magazines, internet-based search engine ads, magazine covers, etc., play vital role in promoting your product or service. Advertising works by attracting attention of viewers toward your product offering. Through advertising, you can introduce your product to mass audiences in affordable price range.
Promotional Offers: Promotional campaigns are always popular among consumers. Offer attractive deals, discounts, coupon codes, gift vouchers, sweepstakes entries, contests, freebies, gifts, free trials, samples, etc., to boost overall sales volume. Keep changing promo items periodically to encourage frequent returns. Provide good quality products with reasonable prices and strong after sale support to win hearts of shoppers. Make sure that promotional materials are appealing and interesting enough to capture eyeballs of passersby.
Personal Selling: Personal selling involves interaction directly with individual buyer. While doing direct marketing, you can employ several ways to persuade buyers to buy your products. First impression plays pivotal role to decide success or failure of any promotion. Therefore, you should prepare proper presentation slides, demos, sample packing material, testimonials, case studies, pictures of real clients, etc., before approaching to prospective purchasers. On the other hand, follow up system ensures quick delivery and return of ordered merchandise. Remember, don't forget to ask for order id whenever making payment. After receiving orders, notify purchaser within 24 hours and ship item within 48 hours. Don't forget to write short note along with package stating delivery date, estimated shipping charges, additional costs, taxes, penalties, insurance coverage, tracking numbers, etc.
Telemarketing: Telemarketers usually sell products or services over phone. They take orders from end users located near or far away places. Generally, telephone solicitation requires less investment than any other form of advertising except newspaper classified ads. Due to low overhead, telemarketing is highly scalable solution for multiple locations. Today, telemarketing is widely accepted as a standard practice for small business owners to earn huge revenue streams.
Internet Research: Explore possibility of buying similar products or services from competitor firms. Check pricing comparison features of top ten competing sellers. Compare product specifications of leading manufacturers too. Visit shopping portals and compare rates, fees, terms of payments, warranties, guarantees, policies, etc., related to purchased products. Lookout review pages, blogs, forums, message boards, reviews, comments, ratings, videos, photos, images, articles, news stories, links, etc., related to your selected category and subcategory. All these efforts will surely help you to identify suitable alternative providers.
By applying above mentioned concepts, anyone can learn how to find prospect customers. Hope this post will come handy to you. Please leave comments below if you found this article useful.
As a business owner or manager, one of your greatest challenges is how to find more prospects and clients for your product/service. You may be wondering where they are hiding and what the best way would be to approach them.
Here's an easy strategy which will help you identify who should buy from you right now. For this article we'll use "B" (for Business) instead of "C" (for Customer). This method works well with businesses that sell products rather than services.
First step - Identify your target market
The first thing you need to do is to think about your ideal customer. What type of person are you looking for? Who has money to spend on a particular service or product? Then think about their needs and wants. Their age group, sex, location etc. This helps you understand who exactly you're targeting. Once you have identified these characteristics it becomes easier to locate people within those parameters.
For example if you want to focus on women over 40 years old living in India then search online using phrases like "women over 40", "Indian woman", "female Indian professionals". These keywords narrow down your searches and also make it easier to filter out irrelevant results. The same goes for other demographics such as location, company size, industry etc.
Once you've got your list narrowed down to specific individuals, move onto Step 2 below.
Step 2 - Find out why they might want your product/services
There are many ways to go about finding potential buyers but here are some common sense things to consider when you try to figure out who they are. Do they own companies themselves? Are they decision makers at work? Is their family life happy? Think about their hobbies, interests, values etc., because all of this information gives us insight into what makes them tick. And once you know what ticks their boxes, the next question is 'why?' Why would someone choose your product over another product? If you start asking yourself why questions to everyone you meet, you could end up meeting a lot of different types of people. But by narrowing down your pool of candidates even further, you increase the chances of making contact with a buyer whose buying habits match yours! So ask yourself these kinds of questions to every client you talk to:
Why did you decide to hire me?
How did you hear about my brand?
Where else have you heard of our competitors?
What attracted you to my brand?
You can't answer any of these questions without knowing something about the prospective customer so take notes while talking to them. Ask followup questions until you find out everything you possibly can about them.
By understanding their current situation and what problems they face, you can determine whether your solution will solve their problem. It's very important to remember the difference between solving the symptoms and actually curing the disease. Don't waste your time trying to convince someone to purchase a product just because they feel pain somewhere. Instead look for someone who already knows they have a chronic condition and needs help managing it effectively. They won't care if you came across as rude or pushy during the initial discussion. Most importantly, only present solutions which address real problems.
If you don't know much about your target audience yet, see Step 3 below to learn how to find potential customers quickly.
Step 3 - Develop your content marketing message based on their needs and wants
Now that you have figured out what keeps them awake at night, you can create a customized message targeted specifically towards them. Remember to keep it simple and speak directly to their language. People love stories that entertain, inspire and motivate them. Tell stories that appeal to emotions and tap into peoples' desires and aspirations. By doing this you give people permission to dream bigger. When you tell your story authentically, you connect emotionally with others. Your goal is to build a relationship with each individual and establish trust before ever selling anything.
When speaking with prospective customers, your job isn't to pitch them. Pitch comes later after you've built rapport. Pitching doesn't allow you to truly listen to what your prospects really need. Listening does. Get comfortable being uncomfortable. Make sure you never interrupt anyone. Let people finish their sentences. Keep eye contact strong. Use open body movements. Be aware of your voice speed. Talk slowly and confidently. Have fun sharing your passion with whoever you're talking too.
People always appreciate hearing something personal about a stranger. It shows you were listening and cares about what they had to say. Give away free samples. Offer discounts and coupons. Create short videos showing how your product solves certain problems. Write articles highlighting success cases achieved by customers using your product. Post testimonials everywhere you post pictures of your product. All of these tactics show you genuinely believe in your product and its ability to improve lives. That alone creates credibility. Showing action speaks louder than words.
Finally, in Step 4, we discuss how to turn your leads into paying clients.
Step 4 - Close the sale
Follow up immediately with your prospective customer. A phone call is enough to set up a second appointment. More often than not, your lead will book a date and time and expect to receive a proposal soon afterwards. Follow up promptly with proposals tailored to their needs. At no point should you send generic emails or mass mailings. Send personalized letters and packages containing relevant offers and deals. Take extra effort to ensure your proposal satisfies your potential customer.
Remember to treat your leads as though they were your most precious assets. Never lose sight of that fact. Treat them respectfully and professionally. Set clear expectations upfront. Build loyalty through consistent communication. Always put the interest of the customer above your own self interest.
Always remember to respect privacy rights and never share personal data with third parties unless required by law.
In summary, follow these steps to find good quality prospects who want to buy your product today. First discover your target market segment. Second, find out what motivates them. Third, develop your unique message based on their needs and wants. Fourth, close the deal by turning your leads into paying clients. Finally, follow up consistently with personalized communications.
If you have been working for a good company, the chances are that they would want to sell their products or services. They may not be able to create an entirely new market, but they can certainly make use of existing buyers with whom they already have some sort of agreement.
This is where your job starts and how it ends - finding prospects who need what you offer, then convincing them to buy from you instead of someone else. If this sounds like something you could handle easily, keep reading because we're about to show you four simple steps on how to find prospect customers.
How do you attract first customers?
The most important thing when trying to figure out how to attract prospective clients is to understand why people do business online. There are two main reasons why people seek information online: either 1) because they want to learn more about a particular product/service 2) so they can compare prices.
Your goal should therefore be to identify potential customers based upon which reason applies to them. You also need to consider the type of customer you wish to target. For example, let's say you want to start selling a specific service to medical professionals (doctors, nurses, etc.). Your ideal client is likely going to be looking for health-related articles and tips rather than price comparisons.
Once you've identified your target audience, you'll need to develop a strategy for attracting attention. The easiest way to do this is by using free marketing methods such as article writing, social media, blogging and video. These techniques work well since they require little investment and don't involve any face time with customers.
Other tactics include submitting press releases, setting up a blog, creating infographics, running giveaways, and offering discounts. However, before you begin investing money into advertising campaigns, remember to test all different forms of promotion to see which ones bring in results and stick around long enough for you to earn profits.
Finally, once you've found your target audience, you need to focus solely on those individuals. As soon as possible, take action and get started making connections! This isn't always easy due to the fact that many businesses fail to realize that relationships matter just as much as transactions. But don't worry, here are four proven ideas on how to attract customers without ever having to meet them personally.
How to attract customers at will even if no one knows you?
Achieving success through attraction marketing means knowing how to go about building rapport and trust between yourself and others. While traditional marketers typically rely on direct mail, email marketing and phone calls, these are often ineffective techniques when used alone. People tend to become overwhelmed by the sheer number of options available today, especially when searching for things online.
In order to stand apart from other companies, you must think outside the box. By approaching prospects differently, you can establish instant credibility and build strong ties with interested parties. One method involves connecting with prospects via live chat sessions. Why? Because it allows users to communicate with real humans instead of faceless bots. It makes them feel comfortable and less intimidated, thus leading to better conversions.
Another popular tactic is sending eBooks filled with valuable content on topics related to your field. Users love receiving useful materials for free, particularly if they know that you share similar interests. This technique works wonders when done right and takes advantage of human psychology.
Here is another trick on how to attract customers: send emails to your list every few days containing links to helpful resources or interesting stories relevant to your niche industry. When doing so, be sure to add a personal touch by including quotes from experts and testimonials from satisfied customers.
These small acts of kindness will help readers connect emotionally with your brand while subconsciously promoting your name throughout each piece. What does this mean for your bottom line? More leads, higher conversion rates and bigger profits!
What are 4 ways to attract customers?
There are multiple ways to drive traffic to websites, whether they be search engine optimization, paid advertisements or promotional efforts. However, only certain types of marketing promote immediate returns, while others require patience. Here are three examples of how to attract customers.
First off, SEO refers to organic traffic driven primarily by Google searches. Since its inception back in 1998, Google has consistently changed algorithm updates designed to improve user experience and return quality results. Therefore, optimizing your website properly requires special care.
On top of that, you might ask "Why pay for ads?" Well, if you choose to advertise on Facebook, Twitter, LinkedIn, Pinterest and Instagram, you'd probably end up spending hundreds of dollars per month on sponsored posts. Not only is this expensive, but it doesn't yield impressive ROI unless you run promotions frequently.
However, unlike organic listings, targeted adverts appear next to relevant search terms and generate clicks quickly. Depending on the effectiveness of your campaign, you might receive leads within hours. And when you combine these inexpensive tactics with proper keyword research, you can increase lead generation exponentially.
Another great choice for driving traffic to your site is affiliate marketing. Essentially, whenever visitors click on a link inside your post or advertisement, you receive commission payment. That said, affiliate programs provide various benefits over typical PPC campaigns. First, affiliates usually enjoy greater flexibility regarding payout schedules and volume limits. Second, it helps strengthen bonds with partners willing to endorse your offerings. Third, you can leverage the power of word-of-mouth marketing to reach thousands of consumers simultaneously.
Lastly, you may decide to try viral marketing. With viral marketing, you look to spread awareness about your brand or product among large groups of people. Once initiated, a trend called virality begins spreading rapidly across the web. Viral marketing can range anywhere from a tweet to an entire webpage dedicated to sharing news stories.
When executed correctly, viral marketing increases brand visibility and exposure dramatically. However, you shouldn't expect to achieve massive profit margins immediately. Instead, plan to spend a couple months testing new concepts and adjusting accordingly until you hit the perfect formula for success.
As mentioned earlier, you should never invest too heavily into one form of marketing. Test several approaches and measure performance regularly to ensure maximum efficiency. Also, don't forget that you can still pursue offline marketing strategies effectively. For instance, you can host local events, participate in trade shows, attend networking meetings, or simply print flyers and brochures. Just make sure that whatever approach you choose, it aligns with your goals and objectives!
How do you attract customers naturally?
Regardless of which path you've chosen, eventually your hard work will come to fruition and customers will arrive asking where you came from. Now comes the part where you actually convince them that you deserve their loyalty. After all, you wouldn't want everyone leaving your store after buying one item, would you?
To avoid falling victim to common mistakes made by inexperienced entrepreneurs, follow these guidelines on how to attract customers naturally.
1. Create outstanding value. Make sure that everything you deliver exceeds expectations and solves problems. Be honest about your strengths and weaknesses and give credit to others for their contributions. Offer exceptional customer support and respond promptly to inquiries. Give refunds if necessary. Above all, put forth effort towards improving the overall experience for both sides involved.
2. Do your best to engage. Remember that communication is crucial to establishing meaningful relationships. Keep tabs on your competitors' activities and maintain constant contact with current and past customers. Share insights on trending topics and trends, and stay active on social networks. Respond promptly to comments and questions posted publicly on blogs, forums and message boards. Always treat people respectfully regardless of their status or position. Don't hesitate to thank loyal followers for supporting your business.
3. Build lasting memories. Leave a positive impression wherever you visit. Before meeting anyone, read reviews from previous interactions. Ask your friends and family members to write letters of recommendation. Take lots of pictures during tours and excursions. Send handwritten notes or cards expressing gratitude for referrals. Use hashtags (#hashtagsarelife) to track visits and mentions. Most importantly, leave behind memorable gifts to prove that you truly cared.
4. Stay authentic. Authenticity goes beyond presenting yourself professionally. It encompasses being upfront about your needs, values, beliefs, and limitations. Treat people honestly, respect their opinions, and accept criticisms gracefully. Never fall prey to negative emotions and negativity itself. To prevent this, set aside time to relax and unwind daily. Lastly, always aim to act selflessly and genuinely want the very best for others.