How to Attract more Customers to Your Business
Would you like to know the best prospecting strategies for you to consistently attract new sales?
4 Strategies to Fill Your Pipeline
Pipeline: An analogy for creating leads and converting them into buyers. A prospect is added to a pipeline to theoretically funnel down into a sale. Therefore, one must keep their pipeline full.
Whether you are new to sales or have been in the industry for your whole life, these prospecting strategies will apply to you. Take them and start implementing today!
Prospecting is actually really simple. If there were a “secret” it would be that you have to learn to connect with people. Once you understand the psychology of that, just stay in touch with these people and follow them up in such a way that creatively keeps you and your product at the top of their mind.
During this process, however, you will need to build trust and credibility in yourself. The point is to show people that you understand their fears and their goals/aspirations.
With that information, you can then guide them down the road that will lead them whatever your product provides them with. Insurance, for example, the road would lead to financial security and peace of mind for themselves and their family.
Don’t get me wrong, people are skeptical; especially toward sales people. In other words, the people you talk to on a daily basis are going to have a hard time trusting you at first. So, bar that in mind and be prepared to show them that you are a professional that will put their needs first.
If you want to attract better prospects, you must become a better marketer. Marketing, in a nutshell, is delivering the right message, to the right people, over and over again.
Here are the four strategies you can start implementing today! Define your strengths, identify your target market, deliver a meaningful and unique message, and deliver it as often as you can. Become omnipresent!
Omnipresent: Widely or constantly encountered; common or widespread.
1. Define your strengths
For people to buy from you instead of someone else, you must do something different than the competition. Use your own strengths to put together an offer or to deliver some type of customer service, etc. that the competition does not offer.
Ask yourself these questions:
· Why would someone buy from me vs somewhere else?
· What do I really do for my customers?
· How am I different than the competition?
· What special skills or advantages do I have?
· Is there a better way I can package my offer?
The answers to these questions are your competitive advantages.
2. Identify your target market
To promote your business quickly and effectively, focus on people who will see the value in what you do. Who are the people who need your product? Who are the people who want your product?
Believe me, the two are different.
Use your strengths to help identify your target market and narrow down to the people who can benefit the most from your knowledge or product.
To know how to attract your customer, you have to understand who they are, how to serve them, and what gets them to buy. Understanding your target market is critical to the success of your business. One of the best ways to get to know your target market is to do a target market analysis.
First, do a customer description. What do your customers have in common? What is the size of your customer base? Why do they need your product or service?
When you are out communicating with your customers, you need to ask them questions and get their feedback. Always do one of these three things: Acquire a new customer, Up-sell a current one, Make a customer buy more frequently.
Once you identify who, you need to identify where your customer base is. Once you understand these, you can start looking at why they buy. Demographic information is the dry facts, such as male/female, race, ethnicity, language, household income, etc. Psychographic information tells you about buying habits, values, and patterns, such as valuing quality over price or their hobbies/lifestyle. Where do they shop, where do they eat, what are their interests, and the list goes on and on.
Take some time and figure out your target market then take some time to get to know them.
3. Deliver a unique, meaningful message
The key to marketing and sales is delivering the right message, to the right people, at the right time, over and over. You need a message that tells people why they should do business with you. Your message should deliver your strengths and should interest your target market.
Use statistics and testimonials in your marketing to help demonstrate how you can better help others.
You can have many messages focusing on different markets, but first find just one that works. For help with your sales pitch, read ___________________.
4. Deliver your message as often as you can
Now that you have found your message, find the appropriate means of getting that message out. Do all of the free advertising you can on social media and use word of mouth and direct marketing/cold calls.
After you have utilized all of those, move into paid advertising.
Three things to remember:
1. Set a budget for the project
2. Get the most exposure possible with that budget
3. Focus your exposure on your target group and keep stats
Do whatever it takes to increase the awareness of your business.
If this sounds like a lot of hard work, it’s not. If you use these strategies consistently over periods of time, you will build a pipeline that is overflowing, and a business bigger than you can handle.
Define your strengths, identify your target market, deliver a unique and meaningful message, and start delivering your message as often as you can today!