Category:
Starting a Successful Small Business
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Sales Management and Marketing Your Small Business
One of the most common questions asked by first time small business owners is ‘where can I find customers’. The answer is actually quite simple. Customers can be found everywhere and anyone is a prospective customer. The more skillful you are in finding customer prospects, the greater your chances for a successful business. You can lure a prospective customer by initiating a sales and marketing program that focuses on satisfying consumer demands.
You can get information about potential customers through family, friends and colleagues, or you can buy the information from reputable sources. It is important to remember that the business world is in constant flux with new businesses being created daily. You should be aware of these changes because they can affect your customer base and you must constantly update your customer list. The following are some ways to go about finding potential customers.
Where the Customers Are
One of the most common questions asked by first time small business owners is ‘where can I find customers’. The answer is actually quite simple. Customers can be found everywhere and anyone is a prospective customer. The more skillful you are in finding customer prospects, the greater your chances for a successful business. You can lure a prospective customer by initiating a sales and marketing program that focuses on satisfying consumer demands.
You can get information about potential customers through family, friends and colleagues, or you can buy the information from reputable sources. It is important to remember that the business world is in constant flux with new businesses being created daily. You should be aware of these changes because they can affect your customer base and you must constantly update your customer list. The following are some ways to go about finding potential customers.
- Do a little research. You can research potential customers from
public libraries, national directories and trade publications.
You can also find valuable information from newspapers and financial
publications.
- Get clients from specialized sources. You can get clients from
a number of specialized sources including the Chamber of Commerce
directory and trade publications. Using these is best if your
target demographic consists of members of national, regional,
or local associations. The Chamber of Commerce sells memberships
lists for $250 - $500. This list is great if your market is limited
to a particular area. If you become a member of your local Chamber
of Commerce you can get this list at a discounted rate. Trade
publications often sell the contact information of their subscribers
for a reasonable fee and they provide you with specialized clientele
for a business with a limited scope.
- Buy information from lead aggregators. A cost effective answer
for small and home based business is to use a sales lead aggregator
service. It provides you with information that is timely and complete.
- Industry associations and networking are sources for finding
customers. Networking is vital to the success of most business
ventures. Join trade associations related to your business, attend
seminars and trade expos, and get involved with local business
groups so people know who you are and what you sell.
- Try to contact everyone you know. Have a ‘Grand Opening’
announcement printed and send to everyone you know, asking them
to bring along guest. If you have a rough database of clients
send out letters to inform them about what is happening with your
business.
- Advertise and market as much as possible so that people are
aware of your presence. Industry experts recommended that around
80% of your time should be spent marketing your business because
marketing is what makes money. Advertise in the Yellow Pages,
classified ads, radio ads, magazines, direct mail, on television,
flyers, etc. Also, advertise online since the internet has become
of one the most cost effective marketing tools available for business.
