Whether you’re in sales or have your own business, you need clients to be successful. And because there’s always some attrition among corporate client bases, you must constantly work to obtain new clients. If you’re just starting out or need to refocus your client search, start by ensuring you have a clear target audience. Select by company size, industry, or whatever client hallmark is most pertinent to your business. Then use some of the following tips to start generating new business.
1. Talk to 3-5 New People Each Day.
Use social media to generate new contacts, visit new clients on sales calls, attend tradeshows, or go to luncheons and events which clients attend. But make it a priority to talk to new people each day about your business. It’s best to do this in person, but with all the technology available today, you can contact potential clients by phone or video conferencing. Learn to convey details about your business in 30 seconds, according to BournCreative.
2. Become An Industry Expert.
Let’s face it. Competition is stiff in the corporate world. Therefore, you have to position yourself as an industry expert to differentiate yourself. Learn all you can about your products and competitors so you can highlight your company’s key advantages with clients. Another way to distinguish yourself is to write informative articles in publications that target your types of clients. There’s a certain prestige with article writing that promulgates you as an expert.
3. Develop Some Key Partnerships.
If you’re in an industry where several types of services are necessary for clients, start contacting other businesses to form partnerships. For example, clients who need web developers also need copywriters and SEO experts. Similarly, clients who hire advertising firms may need your marketing research services. Small to mid-size firms are more likely to need contractors for specific functional areas.
4. Position Yourself As The Solution.
Take a consultant-like approach to your business and search for ways to resolve problems for potential clients. Read about the clients you wish to target. Understand the challenges they face from their competitors with respect to distribution, pricing, and building brand awareness. And create a presentation that centers around those issues when you meet with decision-makers.
5. Ask For Referrals.
If you’ve done an amazing job for a client, don’t be shy. Ask for referrals. Start getting your business known by word-of-mouth, which is a powerful tool.