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Many of the business owners I speak with are looking for a relatively small number of new clients. It isn't that they're not ambitious, it's just the size of their businesses doesn't warrant a larger objective. Typically they own service-based businesses with an annual turnover counted in the millions of dollars, not hundreds of millions. These business owners are successful in what they do but need to jump up to the next level. To do this they need another 5, 12 or even 20 customers. In the big picture, this isn't a lot of new clients. Fortunately these firms already have many satisfied clients, so they have the opportunity to understand the type of client they best service and get a head-start on attracting new ones. When working with clients in this situation I often find they have tried a few marketing activities (maybe some advertising or direct mail) and found they haven't worked very well. So we often need a fresh start - to look at what the current marketing tactics should be, rather than just re-hashing what has been done in the past. OK. So here's a brief run-down on how to get a few good clients. 1. Firstly, take a closer look at the good clients you currently have. Is there a pattern? Are they similar in some way? Try and create a profile. 2. Make sure you understand why your current clients are using your services. What are the real benefits you provide? Be careful not to assume too much, even if you're sure you know. 3. Identify how you can contact more potential clients of the same type. You'll need to be as specific as possible to enable your prospecting work to produce results. 4. Approach your prospects with a carefully created message that will encourage them to talk with you. Expecting a "sale" on the first contact is usually unrealistic. 5. Follow up in person to customise the message for each particular prospect. 6. Where possible get referrals from your existing clients to prospects who are similar to them. Then follow them up in person as well. 7. When you get to meet with your prospects, use a 'sales process' that will ensure you: a) Present a professional appearance b) Get all the information you need c) Answer all the key questions your prospect will have d) Confirm with your prospect what you will do next. Don't let the sales process stall after this first meeting. 8. Get your prospect to sign up for your services. Congratulations… you have a new client. Do this a few times and you have reached your objective - a few good clients. (c) 2005 Marketing Nous Pty Ltd Jesus: The Man And His Work. - Long lost lecture by Wallace D. Wattles, author of The Science of Getting Rich, reveals the shocking truth about Jesus! Amazing Returns, Real Estate For Pennies. - Tax Lien Certificate Investors Are Getting Annual Returns of 16% to 50% Guaranteed by the Us Government! Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 | 68 | 69 | 70 | 71 | 72 | 73 | 74 | 75 | 76 | 77 | 78 | 79 | 80 | 81 | 82 | 83 | 84 | 85 | 86 | 87 | 88 | 89 | 90 | 91 | 92 | 93 | 94 | 95 | 96 | 97 | 98 | 99 | 100 |
Advice Home Business Technology Online Advertising Motivational Internet Marketing SEO Help Online Games Science Articles Happiness More Articles:1. How to Discover your Primary Market and Where to Find Them By Judy Cullins Whether you market online or offline, you already know the shot-gun approach to marketing brings few results. You will sell more products and services when you step back and set up a strategy to reach your targeted market. Approaches That Set you Up to Pull Customer Orders One: Develop a Specific Customer Profile It's good to know whether your customers are primarily women or men. Remember, women buy 70% of the books published. Then, figur… 2. Five Reasons You Should Market Online If you’ve got a website you’ll need to let the world know about it. This is called internet marketing. Believe me, it wasn’t too long ago that I didn’t know a single thing about this concept. However, ever since I committed myself to learning about the ins and outs of online marketing, my sales have dramatically increased. Marketing online is a completely different challenge than offline marketing but it has its benefits. If you want to take you… 3. Does The Market Really Want It? By Joe Love At the very heart of any successful marketing strategy is the determination of what your present and prospective customers need, want, and desire. You have to find out what they want before you try to sell it to them. Never make the mistake of investing a lot of money into a product or service you want to sell before you understand how much demand really exists on the part of the customer.If you want to be successful in business you have to pro… 4. Perceived Value Is In The Eye Of The Beholder By Tim Knox Q: My partner and I are having a hard time coming up with what we feel is the perfect price for our new product. We know what competing products sell for, but we don't know if it's better to price our product cheaper than theirs or charge more based on what we think is a superior product. What is the best way to determine the perfect price and what is the rule of thumb for raising prices later on? -- Jennifer L.A: Like the perfect man, the per… |