What’s the hardest thing about starting a business?
If you’re like most new business owners, the answer is finding clients or getting customers.
Especially if your marketing budget is limited.
But what’s the point of having a great product or service if you have no one willing to pay you for it?
The truth is your customers won’t find you or your website just because you have “opened for business”.
Which means you have to actively work at getting your story out there. You have to be strategic to find those first few customers and keep new business coming through.
So how do you get more clients when you’re just starting out?
Here are 5 things you NEED to do if you want to get clients quickly in your new business:
1 – Be clear on your message and have an opinion that gets the right people’s attention.
This is where knowing your story comes in.
I wrote a post on how to create an elevator pitch that wins them over.
It’s a great way to distill down the essence of your story into an easy-to-remember sound byte.
Because the way that I see it, if you can’t briefly, convincingly explain what you to do to new clients, how will you be able to do it to attract your first new clients?
Be sure to read that post and come back here for the rest :).
2 – Be able to clearly articulate what you do and how you can help people.
Most business owners end up talking about their process, not what they really DO for clients.
You’ve definitely heard something like this before…
“My company has been in business for X number of years and we use the latest, greatest technology. We use a complicated series of… blah blah blah.”
Hate to say this, but… so what?? Nobody cares!
There’s a saying that goes, “People don’t care how much you know, until they know how much you care.”
And until you can tell someone what’s in it for THEM to work with you, they won’t give you the time of day.
Which brings me to…
3 – Understand who you can help, who you want to help, and who needs your help – and make sure these all line up.
At the end of the day, what do you really DO for your clients?
What are the results and benefits you bring to them?
What do they walk away with?
Make a list of all the tangible results and measurable benefits new clients get from working with you.
Think: “What do I really do for them in the end?” and “What’s REALLY in it for them?”
If you don’t know what that is, ask your current and former clients, “What have I done for you? What specific and tangible results have you gotten from our work?”
They’ll tell you, in a language that OTHER prospective customers will understand.
Then, you can incorporate this into your brand story and your marketing message when you share what you offer.
4 – Create offers for your people that they actually want to buy.
If your offer is created by truly understanding all these things from a place of empathy…
…it becomes much easier to position your offer as a no-brainer solution for your audience.
You’d be amazed how many business owners or new entrepreneurs get this wrong. They work their butts off building a website or launching an app. They finally put it out into the world and… ::crickets::
Because they didn’t put in the work beforehand to see if someone actually wanted what they were selling!
Stuck on how to make your product, program or service more irresistible?
Start by asking your prospective customers these 4 questions:
- What are you struggling with?
- What do you want? [Related to your industry]
- Why do you want ___?
- Right now, what’s stopping you from getting ___?
Once you get crystal clear on creating an offer they’ll actually buy, you’ll find that your marketing becomes effortless.
And when your prospects are clear on how you can genuinely serve them, they buy. Simple as that.
5 – Invest time into building relationships, networking and marketing what you do to others.
“It’s not business, it’s personal.” Total B.S.
Business is done with people. So business IS personal. It’s a relationship that goes both ways.
And like with any good relationship, you have to invest time in building it. To do that, you have to listen with empathy, show you care, and create a sense of connection.
You see, what your prospects want to know more than anything is this: what’s in it for them.
This is worth repeating over and over. I can’t stress this enough.
Everything about your brand story and your marketing message has to be about them, not you.
Their wants. Their needs. Their frustrations. Their desires. Their aspirations.
When you frame your message that way, everything from networking events to online forums to prospective clients who contact you through your website becomes that much easier.
Because you know where to go to actually find them.
You’ll know where they spend their time every day. You’ll know how you can reach them, how you can get in front of them and how to build a relationship with them that earns their trust.
The Key to Finding New Clients Online
The key to finding new customers online is following these 5 steps:
- You need to be clear on your message and have an opinion that gets the right people’s attention.
- You need to be able to clearly articulate what you do and how you can help people.
- You need to understand who you can help, who you want to help, and who needs your help – and make sure these all line up.
- You need to create offers for your people that they actually want to buy.
- You need to invest time into building relationships, networking and marketing what you do to others.
With social media, online forums, blogs and other mediums, there’s a multitude of ways you can find new clients online.
But you also have to be strategic about where and how you reach them. What’s the point of being on LinkedIn if your prospective clients don’t actually spend time there?
There is no magic bullet to helping you find new customers online.
The only thing that works is clearly defining your niche, creating something from a place of empathy, and communicating how your offer fits into their story.
Want to learn more about how to find new clients online?
Sign up for my waiting list for my #SellWithConfidence course!
You’ll be the first to know when we launch later this year :).