Seeking great new customers, a company owner began spending 15 minutes a day on LinkedIn answering questions calling on his niche expertise. He followed with personal messages to the questioners. Result: About three new customers each month.
Not everyone’s efforts to land new customers will go this smoothly. Still, there exist techniques and strategies to find profitable customers in even the most competitive business environments. The following suggestions may help you do just that.
- Use LinkedIn to connect with ideal customers. LinkedIn’s search tool can help you compile a good prospect list. Research their company’s posts as well as doing online research to identify companies with strong business performance. With LinkedIn Premium, you can even send personal messages to connect to prospects outside of your own connections. Also seek out active LinkedIn industry groups where many ideal customers may be members. Look for issues that let you join the discussion and be noticed.
- Pore over local business journals and newspaper business sections. You want profitable customers, and that’s the type of company profiled by business journals and newspaper business sections. Do research on business leaders mentioned in these “success stories.” Connect with them via social media. Offer congrats and provide them with information about your product or service.
- Network with movers and shakers at local events. Events in your community attract business leaders and are great places to meet your future customers. Research upcoming events and offer to get involved as a sponsor. A more economical option is participating as a “friend of the event,” which often enables companies to distribute sales literature to attendees.
In this numbers game, the more prospects you reach out to, the more you’ll be able to convert to customers.
What techniques have worked for you in gaining top-notch customers?