One in Three businesses say their biggest concern is generating new business. Therefore, it is vital that you keep generating leads and retaining existing clients to keep the business alive and to ensure growth.
Use Social Media
Social media is a powerful tool and should be utilised. Linkedin in particular is an effective way to network and connect with the ideal people and businesses that could potentially become a client. Spending a little time to engage with the people in your network will go a long way. Liking, sharing and commenting on their posts will keep you fresh in their mind if they ever want to review their current set up. The younger demographic are big users of social media and will almost certainly expect you to have an online presence. A strong presence will almost certainly make you a more attractive prospect as a supplier.
Case studies are another effective tool in winning new business. Case studies are not testimonials. A case study is proof of the quality service your business wants to offer. An actual account of work that has been completed. They will show a potential customer your expertise and skills and the results they can expect in obtaining your service.
Blogging is an excellent way to grow your client base. You should have a regular blog on your website. Your reputation will be enhanced as an expert in your field which will only breed confidence in a potential client who is looking to use your service.
Regular blogging will also help with your google ranking. The more active you are the more you will be bumped up the list, therefore easier to find.
Blogging will also build a rapport between you and a customer. It will give them a much better sense of who you are, what your business is about and highlights that you care about the service you provide and the benefit it will bring your customer.
Don’t Forget About Lost Opportunities
It is always a clever idea to re-visit the businesses that you tried to win but lost. Just because you didn’t win the business first time round doesn’t mean that you won’t win them over this time. Keep them in your data base so you can go back to them every couple months or so. DO NOT badger them every week however. When you revisit, study your methods from your previous attempt, see what you could do differently or where you went wrong and change accordingly.
Cold calling is not everybody’s cup of tea and be unpopular. But there is no denying that it is still the fastest way of finding new business. It is essentially a numbers game. The more business you call you will inevitably will find a business seeking the type of service you provide. It may not suit your structure but speaking to a human being rather than reading a cold email can make all the difference.