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Do your marketingWho are you selling your product or service to?
Will they want it?
Where will they find you?
Access the market by getting out there, be it in person or via advertising, and making yourself known. If people don't know you exist they can hardly buy from you. Networking is vital to building a small business, particularly for those of us in a rural area. Get out there and meet people, tell them what you do, give out your business cards, tell them about your website, ask for opinions on your products or your website etc.
Talking to other businesses will help you to get known in your area, it will lead to referrals, increased business and to the building of strong relationships. Remember that when you refer someone to another business ask them to mention that you recommended them. That way they know the relationship is a two way street. Ask for the Sale/OrderOnce you've gone through all the reasons why your product or service is the one for your prospective client, do not forget to ask them for the sale. You can word it any way you like but the message has to clearly be that you would like an order for either goods or services and can you go ahead with that.
Many of us forget to ask for the order and clients wander off very confused as to why they came to see you in the first place. Ask for ReferralsAsk clients to recommend others who may be interested in your services but remember, if you win a sale from the referral, to give some kind of reward to the original client even if that is just a phone call to say thanks, a bunch of flowers or a bottle of wine.
People love rewards for good behaviour, ask any child who is given a sweet for being good. Check out your CompetitionLook closely at the competition. How do they treat their clientele? Is the service good? How pleasant and helpful are their staff? Is the work of the right standard for the cost?
If they are good, then there should be plenty to inspire you. Keep in Touch with your ClientsSend out Newsletters, email with changes to the website, even better survey your clients to ask what they'd like to see on the website and let them know when you've done the work.
Send out thank you letters to anyone who does a survey or helps you with some research.
Send out invitations to exhibitions, trade shows, events etc that you are attending and ask them to come along and see you.
Case Studies and Clients CommentsAlways get permission from the client concerned and then make sure that you don't give out too much detail in the case study.
Ask clients to post comments or thanks on your website, most clients are happy to oblige (with a link back to their website) as it's free publicity for them too.
Use photo's where possible of you being congratulated by client A at their premises - makes the whole thing more human and believable.
Use good quotes "your help was invaluable and I'm so delighted that we achieved so much a short space of time.. thanks for all your help.." Contact DetailsAlways make your contact details clear, easy to read, simple to use, obvious on the pages and assert the copyright notice.
Potential clients need to find you easily so make it simple for them and add your details to every possible scrap of promotional material that you produce, however small or insignificant it may seem. Back to top
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