12 Effective Strategies for Finding New Clients
Posted: Sat Dec 21, 2024 3:47 am
All companies, associations, organizations lose customers every year (10% according to the Harvard Business Review): they found better or cheaper elsewhere, they moved or closed down... It is therefore vital to ensure the sustainability and continuity of the company, (or even just to face the various costs) to find new customers, in addition of course to retaining the existing portfolio . In this article, we give you 12 effective strategies for finding new customers.
Target your playing field: personas and ICPs
This may seem obvious, but before you recruit an army how to build phone number list of cold callers on an offshore telephone platform, invest massively in consumer advertising or send cold emails en masse; first clearly define your targets:
your personas (example: DSI, DAF, etc.)
and/or ICP, namely the “ideal customer” company or Ideal Customer Profile in the original version (example: organizations with 30 to 300 employees in France in the telecom sector).
Among other questions to ask yourself, these 6 are essential:
Who is your offer aimed at?
Who it is not aimed at (yes, sometimes you have to start by pruning the non-personas....)
What problem(s) do you solve?
What type of customer are you targeting?
In which geographical area?
Why do they buy from you and not from your colleague?
Why don't they buy from you and instead from your colleague?
The more specific your offer is, the more optimized your advertising expenses will be, and the more new customers you will sign.
Content Marketing: Maintain presence and engagement on your social networks
Having a Facebook page, an Insta' account to be like everyone else, or because your competitor has one is a good start , just like having a company Linkedin page or an X account (formerly Twitter as Elon would say) .
The same if you have a YouTube account filled with "snacking" content (the kind that, sometimes useless but entertaining, makes you scroll for hours, thus feeding our daily need for dopamine and serontonin...) or a podcast.
However, not having photos on your Linkedin profile , posting a series of promotions for your products and services or even posting once every 4 months only talking about yourself or Maryse in accounting (and her 30 years in the company) will be of no use to you and could even be detrimental to you.
Up-to-date content
For example, what will your prospects think if your last publication dates from September 2020, in the middle of a health crisis?
The most pessimistic will think that you are no longer practicing, that you have gone bankrupt, the realists that you will take 3 weeks to respond to them . Which is of course too late.
In both cases, you have lost the opportunity to start a conversation with the customer. Not maintaining your networks is a bit like not maintaining your window, your point of sale: do not clean the windows for months, let your plants die: no one will push your front door anymore.
Target your playing field: personas and ICPs
This may seem obvious, but before you recruit an army how to build phone number list of cold callers on an offshore telephone platform, invest massively in consumer advertising or send cold emails en masse; first clearly define your targets:
your personas (example: DSI, DAF, etc.)
and/or ICP, namely the “ideal customer” company or Ideal Customer Profile in the original version (example: organizations with 30 to 300 employees in France in the telecom sector).
Among other questions to ask yourself, these 6 are essential:
Who is your offer aimed at?
Who it is not aimed at (yes, sometimes you have to start by pruning the non-personas....)
What problem(s) do you solve?
What type of customer are you targeting?
In which geographical area?
Why do they buy from you and not from your colleague?
Why don't they buy from you and instead from your colleague?
The more specific your offer is, the more optimized your advertising expenses will be, and the more new customers you will sign.
Content Marketing: Maintain presence and engagement on your social networks
Having a Facebook page, an Insta' account to be like everyone else, or because your competitor has one is a good start , just like having a company Linkedin page or an X account (formerly Twitter as Elon would say) .
The same if you have a YouTube account filled with "snacking" content (the kind that, sometimes useless but entertaining, makes you scroll for hours, thus feeding our daily need for dopamine and serontonin...) or a podcast.
However, not having photos on your Linkedin profile , posting a series of promotions for your products and services or even posting once every 4 months only talking about yourself or Maryse in accounting (and her 30 years in the company) will be of no use to you and could even be detrimental to you.
Up-to-date content
For example, what will your prospects think if your last publication dates from September 2020, in the middle of a health crisis?
The most pessimistic will think that you are no longer practicing, that you have gone bankrupt, the realists that you will take 3 weeks to respond to them . Which is of course too late.
In both cases, you have lost the opportunity to start a conversation with the customer. Not maintaining your networks is a bit like not maintaining your window, your point of sale: do not clean the windows for months, let your plants die: no one will push your front door anymore.