We all want to attract new clients, but most importantly, we want to attract the right clients- easy to work with, profitable, and an all-around good fit. Now, how exactly does one go about finding this unicorn in the business world?
When developing strategies to attract and retain new business, you and your team must first decide how you’ll discover and approach these prospects, then how your product or service will solve a problem they’re currently facing.
Here are our top tips for creating strong business leads:
Draft A Profile
Before you begin your search, know who you’re looking for! While obvious, creating a client profile saves valuable time and resources. Consider the following:
Sorting these questions out in advance makes the ideal partner a more tangible reality. It also helps to get your team on board with the acquisition, leading to greater chances for success.
Utilize Online Resources
Now that you know what you’re looking for, your ideal client needs to know how to find you. Social media is one of the greatest assets for new client acquisition. Some of our favorite online resources:
LinkedIn- This popular platform remains a great tool for networking, finding new leads, and connecting with industry leaders and experts.
Google AdWords- Reach potential prospects with target ads to those in your niche.
Blogs- Blogging lets you control what information you deliver and when. It also showcases your expertise in the industry, making your company more desirable for new leads.
Get To Know The Competition
Research the competition, specifically looking for holes and gaps in their services. We recommend focusing on the top five in your wheelhouse. This provides adequate insight into the local market while supporting your mission with fact-based evidence. Use the data to help convince new prospects how you’ll support areas they are lacking.
Ask For Referrals
Don’t be afraid to seek testimonials from longstanding business partners. Chances are, they know of others who would benefit from your services. People are usually more willing to support businesses (and people) they’re friends and family like working with, and best of all, referrals are free.
Be Aware Of What You DON’T Want
Challenging clients happen, but failing to accept when a partnership is no longer a wise investment can prove costly. Every leader has a threshold for tolerance, but whatever yours is, stay firm. No one is right all the time, even clients. And to be a strong leader, you must model how you want others to do business with you. It’ll pay off much more for your organization in the long run.
Prospecting new clients can be challenging and overwhelming if you let it. However, if you’re confident in the services you provide and the knowledge you possess, it can be a relatively seamless and successful process.
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