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The issue of winning new customers is one I discuss often with prospects.

The subject comes up when I ask them “what’s the most important thing they’ve got to do in their business that day”.

Depending on what business they’re in, their answer could be any one of a million things:

– Get that contract out to a new client
– Place that order
– Meet up with your accountant
– Sort out that problem with your largest customer
– Get stock on the shelves
– Do those deliveries

All of these I’m sure are absolutely vital to their business.

But I believe that there’s something which is actually more important than all those things and that is the winning and retention of customers.

Without customers they and you have no business. It’s as simple as that.

Customers are the one thing no business can survive without.

*   A fancy logo

*   Swish offices

*   A cool business card

*   A new delivery van

All these I’m sure are nice to have but your business will survive without them. Without customers your business will very quickly go out of business.

The second part of my statement “the retention of customers” is every bit as important. Most businesses rely on on-going business or repeat business. If you have to continuously reinvent your customer base, your business is going to be very hard work indeed.

Hopefully when expressed in those terms, you’ll see why I think winning and retaining customers is so important.

So if that’s the case what did you do to win and retain customers yesterday?

And what are you going to do about it today or tomorrow because if it’s the single most important thing, surely you ought to be doing something about it every day?

Now if you’re going to win new customers you are going to have to be getting your key messages out to your carefully targeted prospects.

In other words you’re going to have to be active in marketing because marketing is the process by which you:

  1. Communicate the right messages
  2. To the right people
  3. In the right way

As you can see the principal of marketing is very simple but have you ever gone through this process to make sure you’re doing it right?

The Right Messages

Have you worked out what you need to say to prospects for them to decide to trade with you?

  • What benefits do you deliver to them?
  • What problems in their lives do you solve?
  • Why should they choose you – how are you different from everyone else in your industry?
  • What guarantees do you offer, which will remove any risk prospective customers might perceive?
  • How can prospects test drive your product or service to check it’s right for them?

The Right People

Do you know exactly who your prospective customers are? Once you’ve identified the profile of your prospects you can tailor your messages precisely to their needs. If you don’t know exactly who they are, you can’t tell them what problems in their lives you can solve.

The Right Way

The final piece of the jigsaw is the communication.

You must make sure you are using the correct channels to suit your prospects. If your audience is business owners roughly between the ages of 30 – 60, the chances are that most of them aren’t spending much of their working day on social media. If so then focusing on Facebook and Twitter is unlikely to bring you much new business.

However if your audience is 18 – 20 year olds, then Facebook may be the only channel you need.

The point I’m making is that you must identify the channels relevant to your prospects. Select the wrong ones and you’ll shoot your marketing efforts in the foot.

So if you’re going to address the most important thing in your business – namely the winning and retention of new customers, you’re going to have to get to grips with these issues.

Now if I’ve persuaded you how important this is, but you’re not sure where to start, I may be able to help you so get in touch.

 

 

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What’s the most important thing you’ve got to do in your business today?

Depending on what business you’re in, it could be any one of a million things:

But I believe that there’s something which is actually more important than all those things and that is the winning of new customers and then retaining them.

Without customers you have no business. It’s as simple as that.

Customers are the one thing no business can survive without.

There are plenty of things that are nice to have:

  • A fancy logo
  • Swish offices
  • A cool business card
  • A new delivery van

Nice maybe but your business will survive without them. Without customers your business will very quickly go out of business.

The second part of my statement about retaining customers is every bit as important. Most businesses rely on on-going business or repeat business. If you have to continuously reinvent your customer base, your business is going to be very hard work indeed.

Hopefully when expressed in those terms, you’ll see why I think winning new customers and retaining them is so important.

So if that’s the case what did you do to win and retain customers yesterday?

And what are you going to do about it today or tomorrow because if it’s the single most important thing, surely you ought to be doing something about it every day?

Now if you’re going to win new customers you are going to have to be getting your key messages out to your carefully targeted prospects.

In other words you’re going to have to be active in marketing because marketing is the process by which you:

  • Communicate the right messages
  • To the right people
  • In the right way

As you can see the principal of marketing is very simple but have you ever gone through this process to make sure you’re doing it right?

The Right Messages

Have you worked out what you need to say to prospects for them to decide to trade with you?

  • What benefits do you deliver to them?
  • What problems in their lives do you solve?
  • Why should they choose you – how are you different from everyone else in your industry?
  • What guarantees do you offer, which will remove any risk prospective customers might perceive?
  • How can prospects test drive your product or service to check it’s right for them?

The Right People

Do you know exactly who your prospective customers are? Once you’ve identified the profile of your prospects you can tailor your messages precisely to their needs. If you don’t know exactly who they are, you can’t tell them what problems in their lives you can solve.

The Right Way

The final piece of the jigsaw is the communication.

You must make sure you are using the correct channels to suit your prospects. If your audience is business owners roughly between the ages of 30 – 60, the chances are that most of them aren’t spending much of their working day on social media. If so then focusing on Facebook and Twitter is unlikely to bring you much new business.

However if your audience is 18 – 20 year olds, then Facebook may be the only channel you need.

The point I’m making is that you must identify the channels relevant to your prospects. Select the wrong ones and you’ll shoot your marketing efforts in the foot.

So if you’re going to address the most important thing in your business – namely the winning and retention of new customers, you’re going to have to get to grips with these issues.

Now if I’ve persuaded you how important this is, but you’re not sure where to start, I could help you so get in touch.