Getting your first client is one thing. Keeping your current clients is another. But getting new clients is a different strategy; a different phase altogether. If your business is sustaining itself and you have the bandwidth to get new clients, where do you start? Building a business is a lot like building a house. You need a solid foundation before you put up the walls. With that said, here are some tips for growing your business.
Consider Crafting a Newsletter
If you have the bandwidth to focus on new clients, the best way to reach them (while providing some value to your existing clients as well) is creating a newsletter. Often times, your skills and knowledge are the barrier, it’s the execution that matters. With that in mind, you don’t need to keep a lid on your “secret sauce” or what makes your product unique, give that information away for free.
Your newsletter gives prospective clients insight into what you offer for free, asking the bare minimum effort on their end. They don’t need to visit your office or make a phone call or worry about a sales pitch, give them your company values and mantra and service in a clear newsletter. Plus, a newsletter is a solid way to continually send out passive reminders, so if they consider your service, but forget, another newsletter a few weeks later reminds them what got them started down the sales funnel to begin with.
Make Reviews Count
Don’t neglect the standard “like us facebook; follow us on twitter” spiel. Word of mouth is how you wind up with competent clients. You have a mutual, trusted connection.
If you don’t have that connection however, reviews are the next best thing. Honest reviews. Two top five reviews might look suspicious, so encourage open communication and honest feedback. Five star reviews aren’t inherently bad, just make sure the content backs it up; that your clients explain why your business warrants a five star review.
You can even automate this process by providing a short survey to former clients related to the service you provided. Even if the surveys can’t be made public, use the questions and comments to conduct research for your business. You may think people like your service the most, but maybe it’s the speed with which you provide it. This may alter your overall business strategy or give you better marketing verbiage when reaching out to new clients.
Quality Customer Care
It’s a given, but it’s always high on peoples’ lists. The reason businesses appreciate the startup size is the attentive customer care. Ensure your current clients are happy, cared for, even pampered. With that in mind, treat everyone that way. You don’t know if the person in front of you in line could be a former client. Put your customers first.
Even prospective clients calling about your business need care and attention. No question is too obvious or request too absurd. Give them time, speak with confidence — not only because they deserve that anyway, but they may be asking you vicariously. The person asking the question may have no idea how it’s relevant to your business or the person they’re calling on behalf of.
Now, if you’re spending all your time on the phone with prospective clients and not getting new ones, then it might be time to reevaluate, but that rarely happens since it’s also spending their time as well.
Network, Network, Network
If your business is running smoothly and you have a solid customer base, then take time to network. Beyond the other items on this list, go out to industry-specific conventions. You may wind up with new clients, but more than that, you may find partners or learn better ways to market your services.
If you can’t find any networking events near you, don’t fear reddit. Not only can you participate in a niche, online community, but you can almost certainly get opinions and suggestions from people across the globe in your position.