1) Referrals: The key to productive referral business is a proactive approach. You cannot sit back with a good image and expect that business will be driven in. Never assume that you current clients or customers will refer you. Ask them for a referral. Send out business gifts and thank you cards to current clients to help smack your companies name back in their mind. People will usually not accept something for free. Especially when they are satisfied customers they are 10x more likely to refer you for being so generous.
2) Writing: Industry experts are highly recognized and praised. Article writing and submitting those articles to the masses will help you get recognized in your industry, amongst your competitors as a threat, and increase awareness. The internet is filled with e-zines looking for material to send out to their paid subscribers and customers. I write at least 1-2 articles PER DAY and then take the next day to submit the articles I write to a list of e-zines that I am registered with. This marketing strategy alone has generated $5000 this month for my web design business. I know its challenging to think of something to write about. The easiest thing is to write about the business you're in. Share your expertise.
3) Newsletters: Some newsletters are nothing more than advertising so be sure to write about something that your subscribers care about. 90% of your newsletter should be about something important to the subscriber and only 10% should be your selling point. Sure, the 90% content rich portion can help lead to that close but never be over boisterious.
4) Cold Calling: I remember when I spent 3 months as a telemarketer raising funds for the Republican National Committee. That was the worst and scariest experience of my life. However, there are many people who actually love just opening up the White Pages and randomly calling people. A good way to turn cold calling into hot warm "Caffeine marketing" style calling is to define your businesses target market and categorize the people you plan on calling. Birds of a feather flock together and calling the right potential customers will dramatically increase your success.
5) Free Information: Give away as much possible information you can without giving the complete answer. Offer a newsletter or blog of information that links to your web site or has your businesses phone number.
6) Guarantee Your Business: Nothing is more promising than a guarantee. People associate their business ties with trust that has been built over the years and over experiences. Trying to get a potential customer to switch to your services or products can be tough. A guarantee can often sway them. Use your guarantee like you use your logo and tag line... everywhere.
7) Networking: People often join their local Chamber of Commerce in hopes of building good relationships with potential customers or clients. They end up bouncing from person to person like a human business card machine. "Thank you, come again" says Apu. No one will call you if you behave like this. You must cultivate and build a relationship through a meaningful connection when networking. Playing the lottery (handing out 100 business cards in hopes of one callback) does not work for most. One way I help detour this when having only a few seconds to chat (an elevator pitch for example) is to put a guarantee on my business card and a 10% off discount with the card.
Mankato Web Design
Website design services
By Matthew Peschong
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