Many business owners wanting to grow their business start with, “I need more customers.” After all, getting more customers is the most obvious way of growing a business, yes? Well, as you’ll discover, it’s not always the most effective way; but as it is what many businesses concentrate on, we’ll start here.
What are you currently doing to get more customers? How many different strategies or methods are you using?
Here are some of the most common activities:
- Social media (e.g. Facebook, LinkedIn, Twitter, YouTube, Google+)
- Opt-in (or lead) pages for collecting email addresses
- Search Engine Optimisation (SEO)
- Pay-per-click (PPC)
- Direct mail
- Trade shows
- Recommendations and word-of-mouth.
But despite their potential, many businesses only make use of a tiny fraction of these possible strategies to get more customers. And with the strategies they do use, there is always room for improvement.
The two keys to getting more customers are:
- Making your existing strategies more efficient and effective
- Testing new strategies
There are dozens of other strategies that you could develop. For example, you could look at:
- Differentiating your business from your competitors in ways that your customers value – so that more of them choose you than ever before.
- Testing different scripts to find out which words give you the best results when customers say, “Why should we buy from you?”.
- Giving customers something extra, something that is worth a lot to them (but costs you little), since this will help you stand apart from your competitors.
- Using publicity to advertise your business for free.
- Getting others to help you grow your customer base for free by creating strategic marketing alliances – for example a plumber and an electrician could double their respective customer bases by simply introducing their customers to each other.
- Writing better headlines for all your marketing literature – including adverts, mailshots and flyers – so that you catch and hold your prospects’ attention better than ever before.
- Increasing the response rates to all your marketing initiatives by re-writing all of your marketing literature – including adverts, mailshots and flyers – to make them much, much more compelling and effective.
- Using the latest research findings to make your marketing literature even more compelling.
- Educating your customers about the benefits to them of dealing with you – since the more they understand about what they will get out of dealing with you, the more likely they are to buy from you.
- Using video to demonstrate your expertise and promoting your videos through YouTube and other social media channels.
- Using pay-per-click advertising on sites like Google, Facebook and LinkedIn.
- Using social media channels such as Facebook, Twitter and LinkedIn to share valuable content and build relationships with people who you would like as customers.
Key questions to ask yourself:
- How many different “getting more customers” systems do you currently have?
- How many more do you think you should have?
- Which systems currently work best? And how can you capitalise on this?
- Which systems aren’t working well? How can you improve them? And, if you can’t, what should you replace them with?
- In how many ways could you differentiate your business from your competitors in ways that your customers value, so that more people choose you than ever before?
- Have you encountered other businesses’ “getting more customers” systems? And how can you adapt what they do so that it works for your business too?
- Thinking even bigger, what else could you do that no one else in your industry dares to?
- If money were no object, what other “getting more customers” ideas could you test?
- How can you take those “money no object” ideas and turn them into something that is cost effective?
We have recently published The No Brainer Business Book that helps business owners, such as yourselves, grow their businesses using our tried and tested formula. To find out more and download your free copy, head over to The No Brainer Business Book.
Westbury Accountants and Business Advisors is an accountancy practice based in London. Westbury have been providing Accounting and Tax solutions to small and medium sized businesses since 1936. Talk to the team at Westbury on 0207 253 7272 or visit http://www.westbury.co.uk.