Starting a business takes serious discipline. There are many factors that drive the companies success. You will discover that sales is what will keep you business thriving. Here are some amazing steps to building a clientele from scratch.
#1 – Set Your Target Market
It is very important to identify who will be your target market. Are you selling directly to a middle man or are you selling directly to the consumer? Are you selling your services or products to corporations or directly to the consumer market? Learn to identify your target as this is the foundation to a successful clientele.
#2 – Make Contact
Now that you’ve established who your target market is, you’ll need to begin making contact. This may be through social media, direct emails, or cold calls. Reach out to the target and let them know what your business is about. Note: DO NOT get discouraged when someone says no. They’ve done you a favor by not wasting your time. Turn the page and move on. You will get no’s and maybe’s for an answer. Here’s what to do when someone is interested!
#3 – Make Them Aware of Your Problem Solving Skills
It is important not to drag the conversation solely about you or the business. Let them know just enough about who you are and what your business is about without it being all about you. The prospect should know how your services or products will benefit them! Ask them a little bit more about their business, make them feel comfortable and get them engaged.
How will your business be of convenience to them? Remember, convenience sells so if you offer more than one product or service, make sure you’re vocal about these ‘solutions’. Encourage them to see the value of your business by making them aware of your problem solving skills.
Get a feel of the conversation, did you sell it? Congratulations! If you didn’t, no worries. This takes time and take this as experience! If they ask you to follow up with them and provide them with more information this is perfect. Put them in your data base, lets get one step closer towards closing the sale.
#4 – Follow Up
The sale is in the follow up. It is vital that you are consistently following up with your prospects. Your first follow up should address the initial contact. Thank them for their time and remind them why your service/product is an amazing fit for them or their business. Don’t be discouraged if they do not respond immediately. Often times, it will take a few follow ups before the prospect requests a quote or buys from you. Change your strategy each time you follow up, make them remember you.
#5 – Keep Feeding The Pipeline
Continue to make contact with new consumers/businesses in your target market. It’s better to keep your pipeline full rather than realizing you have no business because you were so locked on a few prospects that seemed interested that now you have no one to follow up with. Avoid this mistake by consistently updating your client database and keeping track of who’s interested, who you’re in the talks with already, and who you’ve closed with. Continuously strive for making new clients, don’t settle.
#6 – Client Retention
Client retention is the ability to retain clients over a period of time. In order to create a successful clientele you must be able to maintain your clients from using your competitors products or services. This is the part where actions speak louder than words. You managed to sell yourself and your business, now it’s time to prove why your business is the best of the best. Client retention is fundamental to a long-term partnership with your clients and customers.
Here are 7 amazing tips that are sure to keep your customers coming back.
- Exceed their expectations by overdelivering.
- Present a positive attitude at all times.
- Show initiative to want to help.
- Be a team player!
- Appreciate them for their business.
- Build a solid relationship.
- Take care of their needs so they take care of yours.
Check out “How To Develop Winner Habits!” for some more amazing content!