How to generate more business, and get more clients in Devon.

Who is your ideal customer?

Step 1: Identifying the ideal customer for your business.

What is the age range? 18-24? 35 and over? Age is an important factor.

How wealthy is your clientele? Upper class? Working? Middle? Social class is also vital to know.

What are your clients interested in? Is there a trend in hobbies or weekend activities? Do they tend to go golfing, drinking, eating? These trends will make it easier to target the right audience.

Does your audience have children? This will make a difference in their spending habits, and how much they can afford to spend on your services.

These factors represent a great baseline to identify your ideal customer. You now need to come to conclusions about this audience – where are they more present? Social media or google? Is there a buying window? Can you advertise your services where they spend their spare time? This goes on and on, but it is well and truly the beginning of a successful marketing campaign.

Create a compelling offer

Your offer must be rock solid, it should be so good that your customer feels like they are truly missing out by saying no. This applies to any business by the way, you could be a bathroom fitter, or a software owner, there is always a way to make your offer more attractive than other businesses in your area.

Okay, great, but how do you make a great offer?

First, you must understand what your client's pain is, what is their problem, and more importantly, how does your product or service solve their issue?

If you're a plumber, your customer's difficulty is most likely an addition to their home, or something that needs fixing. And this might seem obvious, but this is essential information to use when generating leads. Maybe your customer doesn't know they require a new toilet yet, and it's only when they come across your latest Facebook Ad that they think about it.

Also, use bonuses and guarantees to make your offer that much better. Again, a plumber might guarantee all of their work for a year, this really helps a lead to convert to a paying client.

Bonuses can include anything from extra features in a bathroom, to additional and exclusive features on a training course.

The goal here is to really emphasize the value of your product, and how it will make people's lives better.

Advertise on every channel possible

There is no reason to use only one channel. These days, everything is accessible, and if you're a fast learner, they're also free. Many times, I have seen clients learn their way through Facebook, Instagram, Website builders, Website Optimisation, Facebook Ads, Google Ads, LinkedIn, and more channels. This is the perfect way to maximise your output, and guarantee as many leads as humanly possible, booking your calendar out for months to come. Although, this is only sustainable for small businesses, bigger business should definitely look at paying a marketing company to do all of this for them, if the return on investment is right.

Sales and lead nurturing

Bringing in a lead is one accomplishment, getting a sale is a whole new challenge. This is where lead nurturing, following-up, relationship building, social media outreach, and more tactics come into play. Building trust with your leads, and making sure you close a good percentage of people that dial the phone, is a must. Losing potential customers due to bad sales skills, or failing to follow-up, is just as bad as throwing money down the drain. You either had to spend money or time to get that person through the door or on the phone. Therefore, every lead that goes to your competitor, or doesn't buy, is lost money.

Analysing and adjusting

Only rarely will a campaign or strategy be super successful right away, which is when objective analysis becomes important. As long as your return on investment was positive, you can consider your first campaign a success! But don't stop the hard work… Take what worked, and multiply it, then cut out the rest. It is that easy. The hard part is working out what worked, and why it worked.

Hopefully this short guides helps you with your lead generating skills, and brings your next customers in. If you have any questions, please click here to book a slot on my calendar, or try calling now.

Enjoy the rest of your day!