4 easy steps to finding new customers

One of the most difficult tasks for a new home business owner is getting those first clients or customers. The challenge is compounded by the fact that many new home entrepreneurs aren't marketing experts, and the idea of "sales" scares them. In fact, even seasoned home business owners sometimes struggle to get enough clients or customers.

Although generating sales leads and customers takes time, you can speed up the process by learning how to prospect and guide these prospects and customers to a reduction. And since many prospects or customers won't buy when they first contact you, you also need to develop a plan to stay in touch until they're ready to buy.

STEP 1: Focus on your target market

It's obvious that you'll save time and money by marketing to people who not only want what you have, but are also willing and able to pay for it. And yet, many new business owners don't take the time to identify their target market. Target market Instead, they launch their marketing message to the world anyway, where, most of the time, the brand is lost.

A more effective and efficient marketing method comes first define the most likely buyer of your product or service. How old are they? What gender? What's your socio-economic background? Knowing who your market is makes it easier to find them and deliver messages that encourage them to evaluate your product or service.

Take the time to understand who your target market is, so you don't waste time and money looking for and selling to the wrong customers.

STEP 2: Create a potential list of customers and clients

You can't plan a party without a guest list, and likewise you can't start or run a business without listing customers or prospects. The list of people you know is a good place to start, because you can make a quick sale and get referrals. But there are other sources for starting your prospect list. Here are a few of them:

• Personal contactsYour friends and family are more likely to buy from you, even if they're not your target market. Or they may not need your product or service, but they know someone who does, or who's willing to tell others about it.

• • Existing customers: If you have already made sales, call your existing customers to see if they need more of your product or service. Selling to an existing satisfied customer is easier than generating a new one.
  • Ask for referencesCall your friends, family and former customers to see if they know anyone who needs your product or service. Sweeten the deal by offering a referral incentive.

• • Internet researchIdeal for business-to-business (B2B). If you know your ideal customer or client, you can log in and search for them, then communicate directly with them. While you can do this online for any business, it works particularly well for conducting local searches for companies you want to work with. Social media is another great way to connect with potential companies you want to work with, especially LinkedIn.
  • Trade shows and craft fairsEvents are a great way to network with other companies who can adapt to your market (B2B) or generate new customers and prospects via an exhibition if you sell to the end consumer (B2C). Even if you're not making sales, events can help you build your contact list.

• • SpeakingThe easiest way to show your experience is to speak, whether at a conference or by buying your own workshops. If you're nervous about speaking, consider joining a panel at an event.
  • Community network eventsIf your company focuses on B2B Salesconsider joining your local section Chamber of Commerce.where you can network with other local businesses, attend workshops and more. Another option is to join groups that involve your target market. For example, if your market is mothers with children, join a Mommy and Me group. Again, this is another thing that can be done online via social media, such as Linkedin.

• • Social media: Many service companies see social networks as one of the best places to connect and build relationships with potential customers. Do you have social media followers on Twitter, Facebook or Linkedin? While you don't want to bother them with constant sales messages, you can interact and chat with them, increasing their knowledge of you and building a relationship.
  • Buying a list of prospectsAlthough this can be costly and often yields poor results, if you're having problems, you can buy mailing lists or leads from prospects tailored to your target market (demographics, location, etc.). Do a Google search for "mailing lists" and you'll find dozens of companies. In most cases, companies use this list for direct mail, but you can also call or e-mail if this contact information form is provided.

STEP 3: Get in touch

Once you have a list of prospects, it's time to communicate. Here are a few ideas.

On the phone: Cold calling scares a lot of people, but if you lead by asking what they need and then present your product or service as a solution, you'll get better results. Use a fluid, easy conversation script to introduce your product or objective to callers. Remember, counting is not selling. If you talk all the time, the probability of convincing someone they need your product or service won't be high. Ask questions and present your product or service The benefits turn the caller's attention to them instead of to you.

Finish with a call to action, such as asking them to commit to a trial period or giving you an e-mail or physical address, so you can submit further information. Finally, if someone says they're not interested, ask if they know anyone who might be and get a reference.

EmailWhile e-mail isn't as effective as direct conversation, it's less scary and is often a great way to introduce yourself. The trick is not just to send a "buy" e-mail, but to offer something of value. Briefly explain who you are, then offer a coupon or a free article on a relevant topic. Check the anti-spam legislationwhich requires you to include an unsubscribe option for each contact. Here are a few more resources on e-mail marketing.

In personThere are many ways to meet potential customers and clients in person. For B2B, you can walk into your company. Or you can call and make an appointment for a B2B or B2C meeting. In many cases, you can meet potential customers when you're at the grocery store or on a plane, or wherever you are.

It's important to remember some key points for effective face-to-face selling. Don't tell them everything at once. Instead, find out what your wants and needs are, and tailor your presentation to show how your product or service is the solution to your problem. Always have sales materials on hand to help you in this process (such as samples or catalogs). Be sure and end with a call to action and a promise to follow up.

Traditional mailDirect mail: Like e-mail, direct mail doesn't have as high an effectiveness rate, but it's a great way to raise your company's profile. Create the piece you plan to send, whether it's a postcard, brochure, letter, etc. Once you have the finished piece to hand, you can direct and seal it yourself, or hire a mailing house to do it for you. If you're shipping a lot of pieces, there's time and money involved. economic benefits use a processing house to ship, fill and stamp. A processing house can receive bulk stamp fees, which can save up to 40% off the cost of postage. However, a hand-placed pad may be less likely to resemble junk mail.

STEP 4: follow-up, then follow-up again

Fortune is in the follow-up. You'll hear a lot of "no". For some people, that "no" is firm. But for others, "no" is simply "no" for now. Many business owners hear "no" and give up. But 80% of sales are no made on the first, second or even third contact! It can take five or more contacts to make a sale.

Finding customers and clients requires a thick skin and a strong belief in what you're selling. Just because someone says "no" to you today doesn't mean it will be "no" tomorrow. The trick is to have a boring step follow-up system, such as an e-mail list, or a reminder agreement in six months' time.

Track your communication with various prospects and leads using a free CRM database of sorts. Create calendar reminders to track who said no in the future.

The system for getting customers and clients is simple. You need a way to get them to know you through your marketing efforts, and then you need to establish a relationship with them that will hopefully lead to a sale. In the process, you'll want to obtain their contact details via an e-mail tracking system or by maintaining your own contact management list. Finally, you want a system to stay in touch while you're open to hearing from you.