Methods On How To Get More Business
If you’re one of those who already has an established business that’s trying hard to weather these tough economic times or if you’re one of the many people who’ve decided to parlay your special skill or talent into your own small business, then you’ve already found that marketing is of utmost importance.
Marketing is the process you engage in to bring a continuous stream of new customers or clients to your doorstep. You need your loyal customer base, but you also need to bring in new business all the time. That’s why they call it a marketing campaign, as it is a never ending process. You’re trying to win customers, and that takes continuous time and effort. It must be among your top priorities.
Of course these days you need a strong internet presence. That means having a website, getting listed on search engines, blogging, and whatever else it takes for people to find you via the internet. But there are tried and true marketing methods that must be utilized if your organization is to succeed and stay successful, and you’d be remiss if you failed to find out about and utilize them.
Printed materials will never go out of style. You need top quality brochures, flyers, business cards, and post cards. These are things you can hang on bulletin boards, hand out when you meet people, or send out to potential clients and customers. Hire a designer if you don’t have this capacity yourself so that your printed materials of high quality and reflect the thrust of your businesses goals and offerings.
Another idea is to cooperate with other businesses in your community. This might seem counter intuitive, as we all have a competitive streak. However, together you can do more than you can do separately. You can sponsor events and invite members of the community to get to know a group of businesses all at one time. You can list with each other when the businesses are related so that you get references from each other.
Don’t forget the importance of your personal presence in your organization. You represent it whenever you step out into the world, whether for a party or for a business meeting. Keep a friendly face and demeanor. Welcome people into your space.
Offer to give talks to the community organizations at no charge. And do so with a smile, because people will remember you. Marketing is of utmost importance, and you’re the biggest marketing tool your organization has.
How To Get More Business From Referrals
How many times have you asked – or been asked – that question? Have you joined at least one networking group for the purpose of getting business or referrals?
First of all, you have to have the right mindset when approaching the referral issue.
Not everyone you meet will have someone to refer to you.
And not everyone will want to refer to you if they have a close relationship with another person offering the same services.
So how do you get what you are seeking? Develop relationships. Don’t just ask for referrals. That is similar to the “see me, buy me” approach to sales. People want to know and trust the person before introducing him to their faminly, friends and clients. You have to earn the right to access their contacts.
Here are seven Success Strategies for referral networking:
First, have a great 30-60 second commercial. Rehearse it until it rolls off your tongue effortlessly.
Don’t try to tell everything you do in the first breath after meeting someone.
Tell why you are different than others. This is does not mean putting down the competition – just sharing what is unique about your business.
When you ask for a referral, be specific. Tell them what you are seeking: the type of client, size of company, precise department or contact.
When a person has a connection to a company you want to approach, ask for an introduction to one person, using their name and title.
Also be specific about who you would like to have referred to you. Not everyone is the right client for you.
Share the language you would like to have shared. You are training them to use the keywords that will interest their contacts.
During your networking events, spend enough time with each individual to learn about them. Make them the center of the conversation rather than focusing on what you want.
It is important to ask others what type of connections they are seeking.
Uncover any problems they are having and see if you can follow up with a possible solution or connection to help them.
If you can help them solve a problem or connect them with a referral, they will be more likely to return the favor.
Remember, networking for referrals is not just about meeting your needs. Your goal is not just to get referrals. It is to build relationships so others will want to give you names and contact information of people who could use your products or services. By helping others get what they need, you will be helping yourself in the long run.
When asking for a referral, assure your source that he does not have to personally introduce you or be involved. If you can get the contact information from him, ask for permission to use his name when you make the call. Be sure to send him a note or call to say thank you after you have made the connection. Also establish a referral tracking system so you can keep a record of who made the referrals and the outcomes.