How
to Attract New Clients Without Selling?
by
Biba F. Pedron
As
a marketing consultant, one of my mission is to help people
to grow their business, either by using networking as a marketing
strategy, or helping them to find ways to attract more clients.
But I like to show people the way I do it means selling without
selling. My technique is to attract people and have them to
come to me, instead of chasing them. This works much better
than running after people to try to sell them my services.
But
how do you attract more clients?
Depending
on the products or services that you offer, there are different
tactics to use to expand your client roster.
- Ask yourself, why you don’t close more sales?
- Do you make enough sales calls?
- Do you call on the right people? People who are likely to
be interested in your products and services?
- Are your prospects afraid to buy from you because of the
risk they will take with the product or service itself, or
because they don’t know you yet?
Today,
people are nervous, skeptical. When you reduce or eliminate
the risk of making a purchase from your business, you will
create an environment that allows people to buy more from
you, and buy more often than they otherwise would have.
It
is very important that you build a relationship with your
prospects, leads, and customers, so they will trust you, conduct
business with you and buy from you.
How
can you break their fears?
By
offering a sample of your product, you can create a great
opportunity for people to test your products and services
before they make the decision to buy from you.
Have
you noticed companies that advertise on TV?
Very often you will see an invitation to “Call for your
free brochure,” or “Call to receive a free sample.”
Why
do you think these merchants pay a lot of money ( I mean million
of dollars) to advertise on TV, plus offer to pay more to
send you a sample? Because they know that they may give away
a certain number of products, but they will earn a high return
on their investment.
In
other words, by putting the product into the target customer’s
hands, they create a relationship with the customer. They
provide incentives for customers to test their products, and
see the results for themselves. This is a proven way to build
your customer base and increase sales.
Probably
a number of people will take the free sample only, and never
make a purchase, but the merchant also gains the opportunity
to sell products to people who would never buy if they didn’t
try it for free first. Those people may become repeat customers.
If
nothing else, the merchant builds his/her mailing list. This
can be especially valuable, since most of the people who request
the sample are interested in the product. They are the ideal
target market. And, even though a portion of the respondents
will not make a purchase right away, they may make a purchase
in the future.
What
if your products or services can’t be sold as a sample?
Well,
be creative. Let’s say you offer a free report, a free
e-book or a free booklet, to give your target clients. In
your publication, you provide information about your products
and services. The result is they will learn more about you,
which will position you as an expert in your field, and a
good percentage of those people will be more willing to contact
you instead of your competitor when they need this product
or service.
Take
my Free mini E-course at www.TheConnectionQueen.com
as an example. Sending 15 Tips in 15 days on networking help
people to answer their questions, but also learn more about
me, who I am, and how I can help them.
Similar,
in one of my other businesses, www.FocusonCareer.com,
I offer a 30-minute, free consultation for people who want
to start a business. Being able to speak with the potential
client and answer all of his or her questions helps me to
learn more about their projects. I can give them advice, show
them how I can help them and more important build a relationship
with them.
This
example is the best way to show you how people contact you,
instead of contacting them, to try to sell them something.
In
this business www.focusoncareer.com,
just giving access to lot of information on my website, plus
offering a free consultation, I have 4 to 5 people calling
me every week. After the Consultation, 80% become client immediately,
10% contact me within few months when they are ready to launch
their business and 10% don’t become clients, either
because they give up on their project or don’t have
the finance to start. But in any case, they still receive
my newsletter on a regular basis, and I communicate with them,
which means that the day they are ready, I will be on the
top of their mind and they will come back to me.
A
free report, a free booklet or a free consultation are the
best tools to break peoples fear and showcase your expertise.
As a result, they will know more about you, which will create
a feeling of trust, and chances are that as soon as they will
be ready to buy, they will return to you where they already
have a relationship.
When people meet you, they will see that you know what you’re
talking about, and that you have the expertise and knowledge
to help them. They will realize that there is a “real
person” behind your brochure or website. And if you
can give them some valuable information during this consultation,
they will be more willing to start working with you, and buy
from you when they are ready.
Implement
this strategy on your business and you will be surprised on
how you will easily attract more clients.
Still
need help to set up you free report or free consultation?
Learn more about The
Marketing Makeover Consultation - Give me just
2 hours and I will help you save time and money putting your
business on automatic pilot creating systems.
We will
* Review your actual marketing strategies,
* Brainstorm on new strategies to promote your business,
* Create a newsletter/ezine, the most effective, least expensive
and easiest way to build a mailing list of prospects and get
more sales,
* Create a follow-up system to attract a constant stream of
new clients always flowing into your business, instead of
chasing clients?
(c)
2007 Biba F. Pédron
About the author
Biba
F. Pédron, also known as The Connection
Queen, is a marketing consultant, founder of Biba4Network,
that specializes in networking for small business owners in
the greater New York area an in France. Biba helps entrepreneurs
to maximize their networking results so that they can grow
their businesses faster.
Biba
is the author of “Start Your Dream Business Today! The
Proven 11 Steps to Start and Grow Your Own Business”.
www.startyourdreambusinesstoday.com
For
more information or to receive free tips like this one, please
visit
www.theconnectionqueen.com
NOTE:
You’re welcome to “reprint” this article
online as long as it remains complete and unaltered (including
the “about the author” info at the end), and you
send a copy of your reprint Biba
F. Pedron
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