How do you attract target customers
Win new customers: 5 tips that will help you
First and foremost, customers have one thing in mind: themselves. Regardless of whether they are B2C or B2B customers, the principle is similar. Everyone wants to get the best out of them and get the performance they want at a good price. But before customers want a service from you, you first have to establish contact with you in order to present yourself and your offer. This post provides 5 tips that will help you to gain new customers.
Tip 1: explain your offer
A look on the Internet shows that many websites are completely labeled by the customer. Companies focus too much on themselves instead of their customers. It helps potential new customers enormously when they decide in favor of your company if they understand your service immediately. This creates trust and creates the impression that smooth cooperation can be expected. So ask yourself the question: why is your offering exactly the way you designed it? Explain it explicitly and clearly on your website.
Tip 2: Underline your highlight
Viewed objectively, what is the very best about what they offer? How does your operational highlight ensure that your customers get exactly what they are looking for? As you grapple with this question, create a profile of your Unique Selling Point - the biggest differentiator in relation to the competition. Don't you know what makes you so unique? Then it is high time to find out and present this fact in all its dazzling details. And don't forget: be sure to look at your texts through the customer's glasses!
Tip 3: slip into the customer's shoes
Customers want to know what problem you are solving. What wish do you fulfill and what does a customer have from you and your offer? That as a hook on their website works wonders. It's not easy, but it's worth the work. It cannot be said often enough - customer-centric websites attract customers.
Tip 4: Credibility is the core of serious offers
You ensure credibility when you back up your advertised achievements with evidence. For example, are there before and after pictures? Can you make suitable comparative calculations or provide authentic recommendations from satisfied customers? Then do it, clearly visible on your website.
Tip 5: identify your most lucrative customers
Which customers generate the most sales for you? Is it just a handful that generate 80% of sales? Research how you got these customers. Ask yourself which of their qualities play the greatest role for the most lucrative customers. And then they transfer the knowledge to the website. Align your website to your favorite customers, then you will also attract your favorite customers. You want to get more of this strain, don't you?
Full strength instead of half-hearted action
Regardless of which of these tips you choose, or whether you want to tackle all of them, you should be aware of one thing. "A little" activity fizzles out online like the proverbial cloud of smoke. It is advisable to cling to the goal of reaching more customers in a targeted and intensive manner. Because when it comes to customer acquisition, it is important to be persistent and, above all, sustainably active. Only then will you be able to generate a steady influx of new customers.
Those who love their customers are more successful. Management consultants say this ingenious phrase. There are even books that have a title that expresses just that. Customer acquisition is successful if you do it with commitment, a smile and the goal of making customers happy. Does that sound like an impossibility to your ears? That's not it. Don't worry, you don't have to hug your customer right away, but you should mentally put yourself in their shoes. Customer acquisition, which is fun and ensures more success, is now an issue.
Your most important capital: contacts, contacts, contacts
When you acquire a new customer, you shouldn't just pick up the phone and give a cold call. Cold calling is an instrument that very few people like to use anyway. Rather, it keeps an uneasy feeling in the stomach area from it. And for a good reason.
You yourself know the feeling of receiving an unwanted sales or advertising call and you have an urgent need to stifle the caller. It is much better to reach new customers through the warm doorknob. You get warm doorknobs when you activate your contacts. Knowing about details and backgrounds is essential when it comes to acquiring new customers. The first step is to double-check your own contacts. You know many more people than you might think at first.
- Which School friends do you remember?
- Are you in one society? You have many contacts there too.
- Do a joint venture with someone hobby?
- Do you know people from Events private nature?
- Who do you know from professional associations and professional meetings?
- Which former colleagues are you still in contact?
- Who do you know from your Neighborhood?
- What contacts do you have about that Internet made?
Go actively on the search and put the contact above the typical ones social platforms here. It is quite conceivable that some of the old contacts have now made professional careers and can give you valuable recommendations on the way to your own success. The article is not intended to be a treatise on good networking; there is truly sufficient literature on this.
You probably know that you don't just call the contacts you haven't spoken to in years and ask if they can help you with business. Networking takes time and joint activities, and it is also based on reciprocity. Contacts are essential if you prefer a “warm door handle”, i.e. if you want to base your customer acquisition on recommendation marketing.
Get recommended or refer to a recommendation
If you can look back on a well-functioning network, you can have fun customer acquisition. If a friend recommends them, be it by email, verbally, or over the phone, refer to them. Make a friendly conversation out of your acquisition and show genuine interest in the potential customer. And here is an example:
You meet an acquaintance of one of your network contacts at a professional event. You walk up to him and introduce yourself: “Hello Mr. Meyer, I'm Ralf Hellmann. My friend Tim Sander told me about you and suggested that I speak to you. He said that you are currently building a house and are desperately looking for a good solution for your kitchen. ”Now wait and see how the addressee reacts. “Yes, that's right, there are difficulties because the electrical system was installed differently than planned. The trouble with the electrician is great, but we are just too far advanced to tear open the walls again. "
What they do best avoid should is to jump in with a ready-made solution. Ask for details and let the conversation get going. Where exactly is the problem, what has the potential customer already tried, what are his wishes and ideas?
Listen to all of his concerns and act on them friendly. Make it your business to ask the customer about all the details related to their problem. If at some point the person you are speaking to asks how far you can help, your hour has come.
Now you can mention that they run a small kitchen studio with an attached joinery and that finding practical solutions for difficult situations is your day-to-day business. Let the other person have their say and talk to each other. The prospect is the focus of interest, not you or your offer. The person addressed should get the clear impression that you do not want to force anything on them, but that you just happen to have exactly the offer that suits their specific problem. Such a conversation is stimulating, fun, and doesn't feel like a sales pitch. Give the addressee time and do not push them to do anything.
Great business consultants are advocates of referral marketing combined with a friendly demeanor
Of course, this strategy is no coincidence. It is the essence of many successful sales talks that countless entrepreneurs have had in the context of customer acquisition. Well-known entrepreneurial greats such as the late Dale Carnegie or the in the prime of his life Stefan Merath propagate this approach and provide innumerable evidence of the effectiveness of this strategy.
Caution: The good old word of mouth, also known as recommendation marketing, also works the other way round. If you make the mistake and are dishonest or unfair, the word gets around at breakneck speed and, in the worst case, wipes out your customer base like a wildfire. Bad news usually spreads faster than good news.
Conclusion: Sincere interest paired with friendliness and understanding attracts customers.
This type of customer acquisition is fun and brings you customers who are satisfied in the long term and who recommend you to others. At first it is certainly time-consuming and it takes time for the first jobs to come in. But once you have built a reputation for yourself, the positive response multiplies and you will gradually receive more and more orders and automatically win new customers.
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