Capturing potential customers is the most important part of the sales process. Marketers must be able to gather potential customers in a variety of ways, both online and in person, in order to acquire potential clients. Your goal is to collect as many email addresses and phone numbers as possible. See the steps below to help increase potential customers.
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Method 1 of 7: Using the Website
Step 1. Create a website or websites that are able to attract customers
Your website should be easy to navigate and contain information about your company, as well as the products or services it provides. Collect customer information via a form that asks various questions about their needs. A quote inquiry form is a great way to do this. Through this you will receive an email containing the contact information of the potential customer.
Make sure your website is listed on major search engines like Google, Yahoo, and Bing. This is the minimum requirement to be known online. Practice doing a search of your site on every popular search engine and see what comes up
Step 2. Set up an email autoresponder
To sign up for an auto-responder service, potential customers just need to enter their email address. There are many different types of automated answering services of varying complexity, and some of them are focused specifically on capturing customers. Types include welcome emails, response emails based on specific online activity, and product recommendations.
Step 3. Promote your business on various social networking sites
These sites are where millions of people come together to connect with each other. As such, it's a good idea to establish a real and meaningful presence in the space. Create a page on this site to promote your business. When a customer adds you as a "friend" or "become a fan" people on their network of accounts can also learn about your company.
- Use various modes of social media. Try starting with a generic site like Facebook, a specialized business networking site like LinkedIn, or a multi-functional micro blogging site like Twitter. However, also think about expanding to image-based sites like Pinterest or Instagram. Also, search for all kinds of social networking platforms specific to your industry, such as Glozal for real estate, Lawyrs for law, or Architizer for architects and designers.
- Don't forget your own social media. Many companies open social media pages but after that they are ignored, the content is not updated. Once you have a social media page, schedule weekly or daily content updates. Don't just try to get as many followers as possible; try to raise them. Give away free gifts and promotions. Answer all comments and questions in time.
Step 4. Do Search Engine Marketing (SEM) and Search Engine Optimization (SEO)
SEM or Search Engine Marketing includes the use of paid ad words services to capture clicks and increase visitors to a company's website or their online promotional page. SEO is a type of SEM, where you create content that helps move your site “organically” to the top of search listings for companies with similar businesses.
Provide something that the potential customers netted can do. When someone arrives at your site's page thanks to an SEM effort, they should have a clear choice of what to do. Make it easy for them to leave contact information or buy your product/service through the e-commerce feature. Your site's content management system may already have e-commerce plugins or applications, such as WordPress's MarketPress, or you can add e-commerce capabilities yourself through a third-party provider, such as PayPal
Step 5. Track traffic or number of visitors across all platforms of your site
Social media sites usually have their own tracking mechanisms, or use a third-party app to do this for you. Pay attention to which ad words are successful and which are not, especially since this service is not free.
- Look for and watch for emerging trends and patterns. Are there specific times of the day, week or month that you experience more or less visitors? What about the geographic area where the visitor comes from? Try to determine why that is. Make sure which ad words give the best results. Also identify existing weaknesses. Maybe it's because you don't have that many followers on social media, or maybe it's because your online sales have stalled. All of this is information that you can take advantage of.
- Isolate potential customers. Pay attention to who comments on your posts on social media, who takes advantage of your coupons, is active on your website, or responds to your newsletter. All of these are potential customers.
Method 2 of 7: Leveraging Mailing Lists and Listservs
Step 1. Save a list of various email addresses
Since one of your goals is to collect relevant email addresses, it's a must to keep a master list and don't forget to make a copy. However, not all potential buyers are the same. There are addresses of people you know and have met. The rest have foreigners who may or may not be potential customers.
Step 2. Manage customer list
This will be your VIP. Everyone on this list is a customer and is expected to order again. You can apply for special offers and treatments, because they are an important part of your business.
Step 3. Keep a list of people who have contacted you online
These are people who have never met face to face, or have never met before, but can become potential customers. Change their status from strangers to customers by persuading through attractive promotions for super customers. For example, through a free first month promotion, there is no installation fee or free install service, all of these are promotions that apply only to all new customers, not old or regular customers.
Step 4. Be active on listservs and message boards
Listservs are applications that manage multiple discussion groups via email, while message boards are online discussion areas where people talk about specific things and solve specific problems. Find lists and boards that are relevant to your business. Watch who is always active there and learn more about them and their business. Ask a question, and if you know the answer to someone's question, answer it.
Step 5. Send an email newsletter
An email newsletter is a kind of more detailed social media newspaper or press release that is easier to read than a regular one. Include pictures, statistics, quotes, and ideally, try to have more than one person speak or present quotes in the newsletter. Include links to your website and social media. Also create some kind of call to action: take our survey, use this coupon, follow our Facebook page, etc.
Method 3 of 7: Cultivating Press Release and Publicity
Step 1. Promote your business to news sites
Use news sites to spread press releases about your business. It starts with writing a press release that covers newsworthy news about your company: a new product launch, special event, co-branding initiative, charity work, or a high-level change in management. Use all terms and languages specifically optimized for search. Also make sure to include contact information in the press release such as your name, email address, and phone number.
Step 2. Disseminate press releases via news networks
PR Newswire and Business Wire are two of the most popular press release dissemination services. Some demand payment for this, some are free. Use the services of general distribution platforms such as PRWeb and Newsvine, as well as industry-specific distributors or “microlists” who deal with specific industries such as technology, healthcare, lifestyle and finance.
Step 3. Distribute your press release directly to reporters
After spreading the press release through the news agencies, you may be able to attract the attention of the press, and if so can comfortably reach the press directly. Look for reporters and editors who have written articles you like. Contact them by email, followed by follow-up contact a day or two later with another email or phone call.
Step 4. Make a continuous announcement
What is clear, you are supposed to announce the launch of your company, but can also announce other launches. For example, promote the launch of a new product or service, the relaunch of something, the launch of a new website, a prominent new employee, a new trademark, or the opening of a new location or office.
Step 5. Use your publicity
It's okay to brag a little bit. If you get widespread media coverage, or even get mentioned in the media, be proud and share your success. Even before you get the news, there's nothing wrong with letting your key followers know that your company's new product or service is coming soon.
- Create a special tab for press releases on your website, containing copies or links to full articles. Take the best quotes from articles praising your business. It is also possible to add a graphic "As shown in …".
- Use press quotes on billboards, brochures, and other accessories you bring to trade shows. Include press quotes in email newsletters and posts on social media. Print, frame and display your favorite articles on the wall.
Method 4 of 7: Using Surveys
Step 1. Develop a survey
Collect strategic questions to post in online surveys and share them on email lists. It doesn't have to be lengthy, complicated or according to the scientific method. Simple surveys can still be effective.
Step 2. Don't use a regular word processing program
You may be more familiar with word processing or spreadsheet platforms, but specialized survey tools are much better to use. Consider some media and services like Constant Contact or SurveyMonkey that aggregate survey results for you. All of these tools also have helper features, survey types and questions you might not think of.
Step 3. Develop perceptive questions
Decide early on what kind of information you want to learn so that questions can be specific and focused. Ask the most important things first. Thus, the most important topics can be obtained before participants get bored or jump to the last question.
- Make sure that the survey is user-friendly and straightforward. Ask multiple choice questions or “closed” questions: questions that can be answered with a single word or phrase. This makes it easier for you to analyze the results, as well as making questions easier for participants to answer.
- Introduce some variations to the question. You can add multiple yes-or-no questions to multiple choice, or ask participants to answer on a scale of 1 to 10, for example. Questions of this type are exceptions to the rule of sticking to closed questions. For variety, you can ask one or two open-ended questions.
Step 4. Analyze the results
A good survey should be able to help you discover what your customers really value, and then provide input on how they might find information about you. From here, you can put yourself at the end of their quest. Survey tools usually also provide pie charts and other graphs to help visualize the results or use in presentations.
Method 5 of 7: Improve Your Skills
Step 1. Research your industry
Read everything you can about the industry you're in. Look for articles online with search terms that customers also use to find you. Also, read a variety of books and long articles, as they generally contain lots of great quotes, appendices, resource lists, and bibliographies that can inspire potential customers.
Step 2. Use industry knowledge to prospect B2B
What you are looking for is probably not a regular consumer. With your industry knowledge, you can also find industry leaders who can provide potential customers or other businesses that complement your own: buyers, providers, distributors, etc.
Step 3. Offer your skills
If you are experienced in the business sector you are in, it may be a good idea to write your own articles for magazines or newspapers. The results of your writing will immediately deliver to many new participants. The articles you write also serve as great self-promotional media, just like press reviews. Promote your articles in emails, newsletters, social media, etc.
Step 4. Develop leadership with the prospect
Try to develop the potential customers you can gain through a leadership-based approach, especially if the initial interaction is online. Schedule a meeting or make a phone call. Communication via phone calls feels more personal, not generic or through messages that are spread en masse. Plus, it shows the prospect that you and the company are real, and that they are dealing with real people.
Step 5. Become a government contractor
If your company does business in the procurement of goods and services that are usually purchased by the government, try becoming an official government contractor and bidding on contracts. Government applications are more relevant if your company provides specific services or offers unique expertise. You'll have to fill out a number of forms, but once everything's in order and your status is official, it can open up a huge opportunity to get lots of new customers. Some companies do all their business with the government.
Method 6 of 7: Participate in Various Events
Step 1. Promote your company at trade shows
Set up stalls at related industry trade shows. In this place, buyers and other interested parties can directly understand your business. Find trade shows on listservs, your industry, or through online trade groups, such as the Trade Show News Network. Just as you want to keep visitors busy when they visit your website, do the same and keep them busy in your kiosk.
Step 2. Prospective customers are obtained by asking interested people to write their email addresses in the arrival book or fill out a postcard
It's even better if you put a large fish jar so visitors can put their business cards there. Hold a raffle at the end of the fair to give away free gifts, related to your company, such as certificates. Make sure you've prepared lots of your own business cards to distribute.
Step 3. Follow up after the exhibition
Don't forget to follow up with potential customers after the exhibition ends! Thank visitors and offer to answer if they have any questions. Then you can add them to one of the target email lists, and give them coupons online.
Step 4. Attend industry events and meetings
Join local, national and even international trade organizations. Look for nearby events hosted by local cabans. You can also find potential customers in clubs whose areas of interest are relevant to your business. Take a look at Meetup.com, for example, to search for clubs and meetups by industry and geographic location.
- Look at events that are always attended by visitors. Sometimes an event will show the RSVP members, or a specific group will tell the list and number of members. This can help determine which groups and gatherings are the most popular.
- Read reviews of past shows, if possible. This can help see if the event is well attended and liked by many. It also helps ensure that the topic of the meeting matches the advertised title and description.
Step 5. Attend alumni events
Attending alumni events is not only a great way to reconnect with old friends, but also an opportunity to meet new friends who graduated before or after you. Many people change jobs or start companies that match your job. They are also usually much more open. And accept business dealings with people from the old school.
- Find similar experiences. With alumni, you can talk about a wide variety of topics to find common ground with one another. Ask about the main activities, sports and extracurricular activities you do, your favorite hangout at school, and the year you graduated (if not stated on the sign).
- Arrange an appointment to contact them after the event. Don't forget to ask for a business card, so you can be easily contacted as a continuation of the effort to raise new customers. You can offer your business card first, so that they reciprocate by doing the same. Send a friendly email, stating how pleased you are to meet them, then schedule an informational interview whenever they have time, if you like.
Step 6. Host your own event
You can also host your own event of course. The event could be a lunch party, a company anniversary, an info session, or a holiday party. If you're not sure how, or if funds are limited, you can still be one of the sponsors of an event. Just make sure you're realistic about your goals, trying to find partners that match your trademark, while adding value to yourself. Your company could be a food sponsor, or be a company “brought to by…”, for example.
Method 7 of 7: Sponsor and Advertise
Step 1. Sponsor a local non-profit or charity
Besides being well done, sponsorship activities can open up opportunities to get new audiences and potential customers. If your company has the funds to be a primary or co-sponsor, it should consider sponsoring a local organization. It could be a dance company, a baseball team, or a youth mentoring program. Sponsored activities like these often give you access to local businesses and local leaders who help attract potential customers.
Step 2. Grow potential customers through local advertising
Don't forget “traditional” media or non-online media. You can place ads in local newspapers, radio stations or billboards. These ads should direct people to call or visit your website. Usually, customers will be easier to get if given a discount, special offer, or special discount if the buyer mentions your ad.
Step 3. Use postal mail to persuade customers
Postal mail is still common in many businesses. You can purchase an email list or mailing list that matches certain specifications, such as residential characteristics or income level, and then write to these people. Make sure to target the target demographic that fits your product. The more specific the target of the letter, the greater the chance of getting a truly interested customer.
Tips
- Remember that when trying to grow leads, it's best to contact prospects as quickly as possible, while they're still "hot." Using an automated email answering program is one of the best ways because the whole process is automated.
- In many cases, it is cheaper to grow prospects online, although the technique can be time consuming. If your company's funds are limited, try using the online method first.
