Those that say they don’t need more customers are usually the same ones who advertise their going out of business sale.
Every business needs more customers.
Whether or not you can service them is for another discussion, but getting more customers is not as complex as you might think.
There are only 2 things that will cause a business to fail, not enough profitable sales and too much debt.
In most cases, if you can get more profitable customers, eliminating debt is simply a matter of discipline and time.
So I want to focus on 3 things you can do to get new customers fast.
- Define who they are.
Do you know who you are trying to sell to?
It’s a simple enough question but the answer can’t be vague.
If you are trying to sell to anyone with a heartbeat, that isn’t going to move you closer to finding your ideal customer.
You need to take the time to define who would be your perfect customer.
What are their needs, their wants, what does your product or service do to make their life better or solve their problems and put this in writing.
This is a critical step to getting more customers because if you don’t know exactly what they are seeking, it is very hard to provide a solution for them.
Know clearly who they are and you will be in a far better position to help them.
- Give them what they want.
My customers are business owners.
Business owners struggle in several areas with the two biggest being, not enough sales and too much debt.
So my focus is always centered around providing as much free information about these two subjects.
I post almost daily at DavidMulvaney.com, on LinkedIn, Twitter and on Facebook.
This is what I mean by “giving them what they want”.
I know that by giving them the information they are seeking, I have the opportunity to earn their business, because they will need help with this in the future.
It’s a fact, all businesses need more customers and I know how to help people get them, so naturally people hire me to help them do this because they are confident that I can help them.
You have to do this with your business, actually you don’t have to do anything, but if you do not provide your customers what they are seeking, they will get it from your competitors.
By understanding your customers (step 1), you can create information that gives them what they want.
You can do this easily with your smart phone, if you are not inclined to write.
I like to write, you don’t have to be a writer, but you do need to present yourself as an expert in your field.
People are seeking expert advice and you are an expert at what you do.
You don’t have to be the only expert, you simply need to be the expert that your perfect customer knows about.
Give them your expertise and they will love you for it.
- Sell them what they need.
Last year there was a hurricane approaching Florida.
It happens nearly every year.
My generator wouldn’t start so I did what anyone would do, I went to the internet to search for a solution to my problem.
It’s important to understand, I am extremely mechanical so I had no problem trying to tackle this problem on my own but I knew it had been a long time since I had worked on a small engine so I sought some free advice.
I searched for my exact make and model of generator along with a description of my problem Low and behold in 1 second I had millions of responses with one video of a guy working on the very same generator I had.
The video quality was pretty good, the sound quality was pretty good, all shot on a smart phone with a tripod.
The content however was amazing and helped me to remove the carburetor, clean it and in less than 25 minutes I had a running generator. Jack pot!
I had a working generator and was ready for the storm.
You might be thinking, how does this help me to sell anything?
What do you think the person who made this video sold?
If you said parts for small engines you are 100% correct.
The truth is, during the video I learned that most of the time the plastic parts inside of the carburetor get destroyed, so in many cases you will need to replace them or replace the entire carburetor.
In the video he assured me he had them in stock if I needed them and I could even get them the next day.
If I needed one where do you think I would go to get one?
Would price be my first concern?
Not likely because I knew I would be purchasing from an expert who was going to sell me the very item I needed and I had trust in that.
Not everyone will buy from him and some will shop for the lowest price but you don’t want those people for customer anyway.
You want the customer who is happy they found the source and will make a decision to solve their problem right now.
This video had over a 100,000 views on a two year old video.
Holy crap that’s over 100,000 leads!
What would you do with a hundred thousand leads?
I bet this guy sells a bunch of carburetors.
This is how good marketing works.
He knew his perfect customer, he knew what I wanted, and if there was a need he was the place I would go to make a purchase.
Does your marketing look like this?
If not, I’d like to show you how you can set up a similar system of your own, with your products or services.
I am hosting a free webinar on Thursday, but seating is limited.
If you would like to attend, click here for details.
To your lifelong prosperity,
David Mulvaney