, , , , , ,

Win New Customers From Your Small Business Marketing

How to generate new customers is the issue most small businesses focus on in their small business marketing. The fact that when I start working with a new client, I focus on how to maximise the value of existing customers isn’t the point here. Most clients prioritise new customers.

I’m going to give you therefore 7 very simple tips which while being pretty obvious, will make the process of acquiring new customers significantly easier.

small business marketing delivers new customers

1. Identify your niche audiences

The key to marketing is relevance. Marketing will only be successful if it is totally relevant to the people consuming it.

It’s therefore vital that you identify a number of niche audiences as closely as possible so that your marketing talks to them directly.

2. Use a variety of marketing channels

Different people like to receive information in different ways and from different sources. Many businesses use one or two ways of communicating and leave it at that. The problem with this is that if your audience don’t use these channels much or if these channels stop working for some reason then you’re in trouble.

Smart marketers use multiple channels (10 or more) with each channel supporting and backing up the other ones.

With traditional and digital media together there are now more channels available to us(many of which are now free) than ever before.

3. Use a CRM (customer relationship management) system

You need to be able to keep track of all your prospects and to keep a record of all contacts and actions. The most basic way is just to use Excel but this is very basic and has no clever functionality.

There are plenty of CRM systems such as Act or Goldmine which are very sophisticated and will help ensure that maximise your customer and prospect contacts

4. Provide helpful educational information

The more you give out to the market, the more you will get back.

By providing interesting and informative information to the market, you position yourself as an expert and start building relationships with your prospects.

5. Have more conversations with more people

The more people you talk to, both face to face and on line, the more business you’re going to do.

Login to your chosen online networking / social media platforms every day and ask questions, answer questions and provide input and feedback.

6. React quickly to sales enquiries and always follow-up

Speed of response is always impressive. If you do a good job at the very first contact, the prospect will have a positive impression of you from the start.

It always amazes me how many people fail to follow up an enquiry or lead. A while back I phoned four carpenters when I wanted a bookcase made. Only one actually called me back. You also need perseverance. You’re not going to get through to the relevant person on the first call. It may need 5 calls or maybe more. Stick in there.

7. Measure your results.

If you don’t know what’s working and what’s not you won’t know where to invest your money for maximum return.

You have to know where your money is generating a profit and where you’re simply losing money.