You know you have the products and services that people want. However, how do you get them to know this, in other words, how do you get more clients? You have done the advertising, mailings, door hangers and you have your new website up. You even watched the movie about if you build it, they will come. But they aren’t coming. What have you done wrong? Well, since you have a small business selling a service or products, perhaps you aren’t telling your potential clients the answers to their questions. Here are some suggestions on how to get new clients.
An example of what not to do
You want to buy a new refrigerator and visit a local store. You go into the appliance center and look at several competing models. A sales person comes up and introduces herself. Since there is a noticeable price difference between the competing models you start asking a few questions. However, with each question the sales person just shrugs her shoulders and finally tells you that you will have to buy the refrigerator to find out if it is what you want. Do you think this will be a successful recipe for getting new clients?
I believe you would leave and go to a store where you would get your questions answered. Now the question is: How are you doing answering your potential client’s questions?
The next question to consider: Where else can I answer my prospects questions and make it easy to do business with me? What about your website? Not only could you use a Q&A page, you can also have a “Contact Us” page for them to interact with you.
Answering Questions: Getting new clients the right way
Before we can have answers we need questions. What we need to know are the sorts of questions your business prospects would ask when they come to your business. What do they want to know that would convince them that you could help them? What information should be on your marketing materials in order for you to make the sale?
Whether you are selling a service or a product, here are some questions your potential new clients might want to know:
- Who is this product or service for?
- What problem will it solve?
- In what ways will I be better off using it?
- Will it really work the way you say it will?
- How will it solve my problem or answer my concerns?
- Are you telling the truth about what it will do?
- Is this the latest or newest information or model?
- What have other people said who have bought it?
- Why should I trust you?
- How do I know that your company is the one I should buy from?
- Is this a fair value?
- Can you help me justify the expense?
- Can you help me decide if I really need it now?
- Why should I buy it now, today or even this week?
- I am ready to buy, but please tell me again why I should want this product?
- Is this going to be complicated to use? Can you help me if I need help?
- When will I get it?
- I bought it, but I still would like you to tell me again why it was worth what I spent?
- Now that I own this, how can I get the most use out of it?
These are examples of the kinds of questions you can address on your website, on your blog, and in person. What other questions do you receive on a regular basis?
For more information:
- How to Get More Clients: Seven Slick Suggestions (BroadVision Marketing Blog)
- Some Important Questions and Answers about Marketing Agencies (BroadVision Marketing Blog)
Jaco Grobbelaar is the owner of BroadVision Marketing. BroadVision Marketing works with business owners to put in place inbound and outbound marketing strategies that consistently secure new clients. The BroadVision Marketing Training Center is located in Petaluma, CA and primarily serves companies in the San Francisco Bay area.
Jaco can be reached at firstname.lastname@example.org or 707.766.9778 or connect with Jaco on Facebook - www.facebook.com/broadvisionmarketing - and LinkedIn - www.linkedin.com/in/JacoGrobbelaar. He can also be found at Jaco+.