It’s one thing to rack your brain over how to find customers, but it’s a different kettle of fish when you’re on the prowl for clients. Be careful, clients and customers are not the same and nor should they be treated as such. What’s the key differences then? Well, customers are independent consumers, they are part of the mass market. They might not have a knowledge about business but they know what kind of products and or services they need to make their lives more comfortable and easier. Clients on the other hand are in business, they know the ins and outs of various industries and they have their own standards. They might not own a business and purely be on the investment side, either way they are entities that can help you grow your business either by monetary means or by way of collaboration. So how do you convince clients to choose your business instead of a competitors?
Personalized advertising strategies
For the mass market you’ll design a marketing campaign that is going to try and fulfill a pleasure or a need to make life simpler, easier, more enjoyable and generally speaking just more fun. However for clients, you’re specifically looking to fulfill their desires to improve their own business or financial future. This is why personalised advertising is needed because you’re targeting their strategic and global needs too. For example, a distributor needs to plug a gap in their sales market. Other stores who they are competing with already have a number of products in a particular category such as sneakers.
However some clients may want to improve their line up or make their way into a consumer trend and also begin to sell sneakers. You need to convince the distributors that are looking to do this that your product is by far the best place to begin. Work by showcasing your best attributes, such as unique product design. Then you can go into logistical support such as contractual agreements that offer help in the way of goods transportation, and delivery etc. Strategic pricing is an incredibly powerful tool at your disposal to convince clients that they will get their bang for buck working with you. Each advertising strategy is going to be unique for each client, so pick a few and create campaign strictly for them.
New and emerging needs
As ever, Google plays a massive hand in how clients find their desired business partners. Keywords and search results are changing all the time which is why you need to design content that is geared toward the key searches that clients are making. But these can be separate from the masses, so contacting a company like SeoExplode is a wise decision as they know how to go about content marketing and perform local SEO strategies. The key thing here is ‘local’, because all too often small businesses cast the net too far and wide. They also keep up to date with all the latest changes that Google performs to stay on top of the SEO challenge. If international clients is your aim then you need to work on pumping up your size before you can have any chance of success. International clients will almost always first look at a medium sized business instead of a small business, so it’s best to search for local clients that are in your region, state or city.
Don’t be afraid of flying
Even though you may be a rising entrepreneur with limited funds, you should see yourself as a bigger entity. For example, clients that are abroad and looking to expand their export and import operations will be more comfortable working with a medium or large business for two main reasons. For one they think they will be more capable of meeting demand and have the funds to meet expectations when it comes to increased demand and delivery. The other reason is because they think they will be more internationally capable, meaning able to travel and meet with them in person to discuss things. Never be afraid to fly out and meet a client that has contacted you and wants to know more about what your business can offer them. Showing up in person will impress them and change their perception of your capabilities as you are willing to fly potentially thousands of miles to greet them and have serious meetings.
Customers and clients present similar yet very different challenges. The art of persuasion is in full effect, but instead of mass advertising, you should personalize your campaigns to each client and offer to meet their specific requirements. Be willing to travel around the world to meet them and give them another reason to take you seriously.
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