5 tips for acquiring new customers, 5 ways to lose them!

 Top 5 tips for acquiring customers 

  

1) Tell your friends about your Service

 Telling your friends and family about your Service is the fastest and most effective way to promote your Service through word-of-mouth recommendations. Friends and family love to help and are perfectly positioned to recommend your Services to their network of friends.

87% of people trust a friend’s recommendation!

SOURCE NIELSEN GLOBAL SURVEY 2007, WORD OF MOUTH IS THE MOST POWEFUL SELLING TOOL

 

 2) Be known for outstanding customer service

Nothing will broadcast personal recommendations and attract new customers more effectively and rapidly and providing outstanding customer service will greatly amplify the effects of your positive word-of-mouth recommendations.  Outstanding customer service is your greatest selling point against rivals, especially close competitors or more established companies.

52% cited “outstanding service” as the main reason they would recommend a company to others.

SOURCE RIGHT NOW CUSTOMER EXPERIENCE REPORT 2007

 

  3) Get reviews and testimonials

Potential customers viewing your Service Profile will be much more confident to use your Service once they read glowing reviews and testimonials about you. Reviews and testimonials provide potential customers with a 3rd party endorsement – It is no longer you alone saying your service is phenomenal, it is someone else saying they are phenomenal!

97% of online researchers are willing to trust online reviews 

SOURCE JUPITER RESEARCH THE MOST HELPFUL CUSTOMER FEATURE 2007

 

 4) Guarantee customer satisfaction

Guarantee customer satisfaction for your Service and any potential customers viewing your Service Profile will be greatly incentivised to try you out. By having a customer satisfaction guarantee your existing customers and friends will be much more confident to endorse and recommend you to others.

Satisfied customers will recommend a service to at least 5 other people and 78% of consumers say recommendations are the most credible form of advertising. 

SOURCE NIELSEN GLOBAL SURVEY 2007, WORD OF MOUTH IS THE MOST POWEFUL SELLING TOOL

 

5)    Advertising your Selling Points

Clearly promote the strengths of your Service as Selling Points so potential customers can quickly differentiate you against your competition. Create a clear, short list of your 2-3 key Selling Points at the very start of your Service Profile.

Your Selling Points are the most valuable assets you have for attracting new customers. The best Selling Points may focus around your: 

·          Experience – what relevant experience do you have?

·          Qualifications – what relevant qualifications do you have?

·          Accreditations – what relevant accreditations do you have?

·          Training – have you had any specialist training?

·          Courses – have you been on any relevant courses?

·          Tools and equipment – do you have any specialist tools or equipment?

·          Studio or Office – do you have a studio or office?

·          Hours – can you provide your service out of normal working hours too?

·          Associations – are you a member of any relevant associations

·          Previous clients – have you worked for any well known clients?

·          Number of Clients – how many clients have you?

·          Guarantees – what guarantees can you offer in your service?

·          Awards – has your work won any awards?

·          Famous Clients – have you worked for any famous clients?

If you would like free expert assistance on your Selling Points, contact SetYourRate.com.

5 ways to lose out on customers

1)     Not focusing on the customer benefits

By not focusing on how the customer benefits from your Service is the fastest way to lose their enquiry despite the fact you have all the necessary skills and experience for their problem.

Typically businesses only focus on themselves, their experience and what their Service does. Focus on what your Service does for the customer and successfully stand out as a solution to the issues your customer could be experiencing.

·          Which problems can your Service solve?

·          Do your solutions save the customer money?

·          The customer will always be thinking: What can you do for me?

Use the Selling Points you made in section 5 of this guide and merge together with your benefits.

Example:10 years experience in tutoring Spanish which means your progress will be faster and easier

[----------SELLING POINT---------] which means [------------CUSTOMER BENEFIT-------]

2)     Not including the relevant information

Don’t rely on potential customers to contact you for any basic information which you have missed on your Service Profile.  People are very unlikely to take a chance contacting you to find out whether your Service can help when there are more information rich alternatives just a mouse click away.

Anyone should be able to read your Service Profile and know the following:

·          What are the exact Services you offer?

·          What problems or issues do your Services solve?

·          Why should I use your Service and not someone else?

·          How are you going to help me?

·          Are you going to save me time or money?

3)     Not giving customers a compelling offer to get in touch

By not giving customers a compelling reason to contact you there and then you allow interested customers to put it off for another time and maybe not at all. Provide a strong motivation for the customer to contact you immediately by giving a compelling offer, such as a time limited discount:

·          Enquire today and qualify for a free 30 minute consultation

·          Book a lesson this week and receive your second lesson at half price.

·          Each reservation placed this month will receive a free place for a friend.

·          Get in touch today and receive 15% off all quotes issued in March.

4)     Not keeping your existing customers happy

By not keeping in touch with your existing customers you are neglecting the opportunity to gain repeat business as well as harm the opportunity to spread recommendations.

Stay in touch with your customers through quick phone calls and email to check they are happy with the Service you provided. If the customer has any problems offer to resolve them immediately. Negative comments spread from unhappy customers will damage your reputation, so keep all your customers happy.

5)       Not participating in customer referrals

By not participating in customer referrals through other Service Sellers you are not maximising the value of shared customers. Find Service Sellers who provide complimentary Services to yours and work out a referral system. If you’re in PR contact Copywriters and Graphic Designers for mutual client referrals. If you’re a Plumber, get in touch with Builders and Electricians.

Further incentivise other businesses to refer their customers to you by offering them a cash incentive for every successful customer referral. If you’re just starting out start by just offering the referral to your friends, family and colleagues.