As they say, “for every product there is a buyer.” But often managers are faced with a problem when the client does not want to make contact. And from the first words it is clear that he is bored, that he is not interested in anything from the range of products sold or the range of services offered.
You can encounter this kind of reaction from people both at the store counter and during a telephone conversation. But many profitable deals fall through not so much because of the client’s intractability as because of the manager’s inability to work with it. It’s not just a matter of excessive assertiveness or, conversely, lack of self-confidence; there are many nuances that can either save a deal or ruin it.
This article highlights the correct behavior of a manager in communicating with a client. Below are ten ways to attract the client's attention in order to further work with him.
1. Client specifics.
What can capture the client's attention and pleasantly surprise him? Its uniqueness, its difference from others. It's like a person's name - as soon as you call him, he turns around, instinctively tuning into contact.
The client is attracted by his personal specificity, his dignity, what he has long and diligently achieved. We are talking about positive specificity. If you know some facts about the client, you can safely use them in your appeal:
- I know that you are the largest furniture manufacturer in our region;
- the newspapers wrote that your company’s products are of the highest quality;
- I am aware that you position yourself as a company for wealthy clients;
- I think I heard that your organization works in several directions at once;
- It’s great that the prices for your company’s products are so affordable.
By emphasizing the specificity of the client, the manager automatically attracts his attention and interests. After which you need to continue the conversation, briefly tell about your company. If the conversation takes place over the phone, then you need to offer a personal meeting.
2. Client news.
If a business is alive, it changes. Business changes are the client's news on which his attention is focused. If the manager is also aware of the client’s business news, then the latter will only be impressed. In order to know all the possible news, you need to make some effort: read thematic newspapers, visit company websites on the Internet, watch the news.
Discussing the progress of his company with the client and quoting his own words is always good. A person feels that the manager is interested in him, not only as a client, but also as a person. You can try to present it like this:
– Good afternoon, Sergei Innokentyevich, in yesterday’s “DP” program you noted that, I quote, “the most important thing in our baths is the coziness and comfort of vacationers.” My name is Nikolay Antokhin, I represent the company “Everything for the Bath”. We are ready to help you make your premises even more comfortable, friendly and functional.
The bridge has been crossed - the client is pleased that a stranger is interested in his words, understands the essence of the matter and wants to help him in business, making the rest of bathhouse visitors even more enjoyable, thanks to his products.
3. Company specifics.
Any company has its own characteristics and positive advantages. This can and should be used in conversation, because if the company is so wonderful, why not say so right away? You can start a telephone conversation as follows:
– Hello, Alexey Nikiforov, I represent the water delivery company “Crystal”; about a thousand offices and shops in the city use our services.
– Good morning, my name is Elena Zelenaya, the Popular Insurance company, our company is very famous - it insured the Titanic.
– Hello, Anton Kuzin, I am a representative of the Tekhnika Plus company. Our company has been pleasing customers with its products for over a hundred years.
The better the information provided satisfies the client’s potential need, the greater the likelihood of a favorable and productive dialogue. Once a person is interested, you need to briefly inform him about your company and arrange a personal meeting.
4. The method of the obvious and indisputable.
It is easy to establish contact with the client by noting in the dialogue information that he cannot argue with and does not want to. It is a long-known fact that the more a person agrees in a conversation, the more difficult it will be for him to say “no” in the future. For example, consider the following dialogue:
Manager: Good afternoon, Mr. Vasilev, this is Ivan speaking to you from the Modern Fashion Publishing House company. I know that any company carefully calculates its advertising budget.
Client: Indeed, it is so. What you need?
M.: Have you ever read our magazine?
K.: Yes, several times, but so what?
M.: I would like to introduce you to the new sections of our magazine. By the way, do you have a new number?
M.: In that case, allow me to come to you to deliver the magazine and tell you in more detail about our company?
If the manager conducts the conversation correctly, then the client most likely will not refuse. This means that the manager did an excellent job.
This method is based on the use of a simple phenomenon: you cannot argue with obvious facts, moreover, obvious things cannot make you angry and cause other negative emotions. The manager conducts a conversation, trying to get the client’s approval, and he gets it in this simple way. After the client agrees with the manager, the latter can only move on to the essence of cooperation.
Let us give a few more examples of “obvious facts”.
– Good afternoon, Ivan Ivanov, Vacuum Cleaners for Everyone company. It is known that every self-respecting cafe cares about the comfort of its customers and does everything so that they linger and have a pleasant time.
– Hello, dear Denis Petrovich, Inga Sukhareva, Juices from New Guinea company, is speaking to you. Every company strives to optimize its product range.
Good recommendations are highly valued in sales. A fairly productive way is to ask clients for recommendations. Sometimes asking for recommendations is inconvenient, difficult or scary; the results almost always pay off. It might look like this:
“Now that you are convinced of the quality of our products, could you tell me which of your clients or partners I can contact to offer the company’s services?”
– Hello, Pyotr Ivanovich, my name is Igor Semenov, Furniture Paradise company. I am calling you on the recommendation of Sergei Gribkov, director of the “Everything for the Garden and Garden” enterprise.
By referring to a face familiar to the client, the manager automatically captures his attention. The authority of the recommending person has a strong influence on the situation.
If the manager feels that he has no right to ask for recommendations and refer to other clients, then it is worth thinking carefully and logically about the situation. If the work was done well, the product sold was of excellent quality, and the customer was satisfied with everything, doesn’t this mean that the manager did an excellent job?
In this case, the client is unlikely to refuse to give recommendations, because this not only ensures a good income for the manager, but also supplies his friends and acquaintances with quality products. The main thing in this method is courage and perseverance.
If the manager has some suspicion that it will be very difficult for him to talk with the client at first, you can follow the method described below. You should find out who in the company is in a position parallel to the one the manager is interested in contacting.
If possible, try to find out or guess who is one step lower. This person will not be dismissive in a conversation with the manager, because the latter wants to ask for advice, to find out who to talk to about the delivery of mineral water to the office.
After all, the manager is a representative of the largest company in the southwest, “Clean Water”. We must remember: the people with whom managers sometimes have to communicate are literally and figuratively parallel to this service; they do not need to be afraid that anything will be imposed on them.
Such a person will calmly redirect the manager to the person he really needs. But there it will be possible to refer to the person who sent it, saying that he recommended the client of interest as the most knowledgeable in matters of purchase and delivery.
7. “And if, then...” method
This method is based on the client focusing on the main advantages of the company. In this case, the manager immediately, from the first moment, invites the client to think about what he really wants from his business and from those people who are external to his business. This method has its own peculiarity, which lies in the conditions in which the manager places the client.
Manager: Hello, my name is Oleg, I represent the popular newspaper “Businessman”.
Client: Good afternoon, what do you want?
M.: Viktor Sergeevich, if you are interested in considering the possibilities of increasing impact on your target audience, then I would like to talk about some interesting paths that our publication proposes to take.
How does this formula for focusing attention work? It offers the client a solution tailored to their needs. Correctly constructed remarks from the manager will not allow the client to isolate himself from the offer or refuse to cooperate.
Well, what entrepreneur would agree that he is not interested in attracting a client base to his company? No. The dialogue should proceed in such a way that the client understands that he really needs the services offered.
8. Our new products.
In any advertisement on the radio and on TV screens, people hear “new product”, “new technology”, “new variety”, and half of the assortment in stores has “new” labels. All this is because people are attracted to everything new; the fact that something has recently come off the assembly line acts like a magnet. It is in the blood of every person and it is difficult to resist this mania.
Having this information, at the first meeting with the client, you can tell about all the company’s new products. This will surely interest many. Below is an example of interaction with a client based on advertising of new products.
Manager: Hello, Anatoly Alekseevich. Company “Everything for advertising”. My name is Yuri Fedorov. Have you already heard about CD business cards?
K.: No, what is it?
M.: This is our latest technology: business cards, which contain complete information about the company in electronic form. This solution is suitable for any modern and progressive organization.
K.: Interesting, tell me more.
The twist is that no organization would want to admit that it is backward or out-of-date. Therefore, it will not be difficult to agree on such a deal.
This method is based on the fact that the manager refers to some sources authoritative for the client that speak in his favor.
– Good afternoon, Alena! Company “One Hundred Little Things for the Office”. We work with four thousand companies in Moscow, providing the opportunity to quickly and economically supply office supplies. My name is Natalya Ozertsova.
- Hello, Alexander! My name is Olga Zaitseva. Glacier Water Company. According to the All About Business magazine, our company is among the top ten companies whose service is rated as excellent by clients. We sell and transport environmentally friendly water for the needs of office workers.
10. Compliments.
It is a great art to give compliments. It is believed that it is either given or not. A bad compliment is like a bad joke: the parties will be overwhelmed by bewilderment and awkwardness, and the manager will be fixated on only one thought - how to save the situation.
Therefore, you should not make rash actions if you are not completely sure that this will benefit your business relationship. But it is a well-known fact that a well-placed compliment is the path to success.
- Hello, Angelina! Company “Three Comrades”. We provide advice in the field of financial security. I was reviewing the financial market, looking for information on the Internet, and came across your site. It is clear that the work was done by professionals, well done.
There would be more such sites. What I learned from it gave me a certain idea. Do you know what it consists of? I'd like to tell you about what we do.
People like to hear nice words, even if sometimes they realize that the boast is not based on anything. This must be used, but used wisely and carefully, without stooping to rude and undisguised flattery.
The listed methods will help every manager in their work. Some things can be supplemented and adapted for a specific client, but in general the scheme is clear. The main thing for a manager is not to get hung up on his desire to sell a product; this is the wrong position.
The task of every self-respecting employee is to interest the client in his products, and not to impose them. If a person likes the advertised product or admires the services offered, then he will certainly be ready to cooperate.
The manager needs to unobtrusively persuade the client to work together. Some methods may have different effects on different clients, but we should remember that we are all human, which means that we can find an individual approach to each one.
How can a retailer get any customer to buy anything? There are several tricks, gimmicks, and gimmicks that work reliably and 100% on every consumer. In our material we will talk in detail about 11 of them.
How to get a customer to buy more
Each of us has faced this situation more than once: when we go to sales or retail stores that offer promotions for the sale of certain goods, we seem to lose control of ourselves and buy everything in a row until the money in our wallet completely runs out.
At such moments, it seems that we are controlled by an unknown force, which forces us to buy, in fact, unnecessary goods, succumbing to some kind of outside influence. It turns out that such sensations arise for a reason: a person succumbs to cunning psychological influence, which results in hundreds of purchases.
Today, retailers actively use certain tricks and tricks to get their customers to buy more. Every salesperson can use them in their work, and you don’t have to be an experienced psychologist or wizard to do this.
How to encourage a buyer to make a purchasing decision. Video
Types of marketing ploys for the client
1. “Free” gift
The vast majority of people subconsciously react positively to such advertisements and inscriptions as “Second item for free”, “Free delivery”, “Find cheaper and we will return your money”, etc.
But every retailer knows that any “free” gift is already “included” in the price of the product that the buyer will purchase with money.
This “trick” has been working for many decades in all countries of the world, and not only in retail sales, but also in catering establishments, in telephone sales and many other areas.
It is the imaginary “free” that attracts the attention of a huge number of people who, for starters, will simply go into the store to “see” what kind of “free” unprecedented promotion is taking place there, and then experienced retailers will do everything to prevent the client from leaving without purchasing.
Word of mouth also works great here. Having learned about a “delicious” promotion in your store, the buyer will bring more of his friends and acquaintances there so that they can all buy more things together and receive even more “free” goods as a gift.
Advice: Periodically arrange “free” promotions in the store, for example, “50% discount on the second pair of shoes” or “the second item for half price and a free accessory”, while slightly increasing the prices on the most popular goods and giving away stale out-of-season ones as a “gift”. things or products that still cannot be sold in the near future.
Thus, the goods will go into circulation and bring some kind of profit. But when organizing such promotions, calculate all the risks and benefits - it often happens that with an illiterate approach, retailers go into the red instead of receiving an increase in sales.
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2. In the fight for red price tags
As you know, prices or price tags highlighted in red in retail stores have a better effect on customers than the red banner of a bullfighter on an angry bull - here the long-established association of the color red on price tags with lower prices is “triggered” in the minds of consumers.
It is the color red that retailers around the world try to highlight the size of discounts, and it is the red price tags that sellers in stores urge to look for, promising their customers discounts.
The retailer can use such an association to its advantage.
Advice: The red price tag in your store may not always “promise” a stunning discount for the buyer - it may be small or very insignificant, or the price may remain the same, but it is doubtful that the vast majority of consumers will subconsciously take goods with red price tags from the shelves no need to.
Therefore, good advice would be to sometimes use this approach in your work and deliberately reduce prices on expensive goods as little as possible, “hang” red price tags on them and wait until buyers buy everything in the confidence that they are making a bargain.
3. Hiding the hottest items
Perhaps the most well-known and popular, and therefore effective, technique for “motivating” store visitors to buy more is the location of the most popular products at the very end of the store.
Showcases with dairy products, bread, and sausages in stores and supermarkets are always located in the farthest corner. The same rule applies to the most expensive and popular goods among the population.
Even on the product racks themselves, more expensive products will flash before our eyes, and their cheap counterparts will be lost on the lower shelves in the very depths.
This is due to the fact that a wise retailer will try to make sure that a store visitor goes as far as possible to get the necessary essential goods and along the way buys a whole basket of “related” goods.
Advice: Place the most popular and therefore inexpensive products in the store on the stands and display cases farthest from the entrance, but at the same time place the most expensive and less popular items in the most visible place - on the display case, at the entrance and in places that will be visible even to those passing by .
4. We sell goods in batches
A fairly common technique today for selling larger quantities of goods is to sell goods in batches, for example, under the “ten packs for 300 rubles” promotion.
In this case, the discount, as a rule, seems insignificant, but this “trick” again affects such a simple human trait as the desire to save, even minimally.
Advice: Try to sell more and more promotional products in the store, because these are the first things that every customer subconsciously pays attention to, and often does not think about why he needs 15 packs of paper towels with a purchase benefit equal to ten rubles.
It is this desire to buy at a discount and benefit that an experienced retailer can “play on.” Both the most popular goods, and goods with an expiration date in the near future, and illiquid goods can be sold in “lots” - such goods “go away” under the “Ten for Ten” promotion very quickly.
5. Promotion “one product in one hand”
Many retailers use this simple marketing tactic to attract customers' attention - this is the so-called "buying restrictions".
It is when the consumer is directly told that “no more than two pieces of this product are issued per person,” he begins to perceive it as special, unique and in demand.
This means that the consumer will strive to purchase more and more of this product, since he will be confident that “since there is a high demand for it, it means that it will run out in the near future, which means that you need to buy more at once.”
Advice: Don’t be afraid to give special features to certain types of products and place similar advertisements near them. This artificially limited demand is sure to motivate customers to buy more.
6. Rule of nine
Each of us, having briefly noticed a price tag in a store with the value: “19.99 rubles,” will round the figure to 19, and not to 20 rubles - as would be mathematically more correct.
This “deceptive” effect of the human brain is called the “left sign effect”: a person subconsciously rounds a number down even before fully realizing its real value.
And despite the fact that at school we were taught to round numbers from five after the decimal point up, our brain automatically rounds numbers down. It is this subconscious effect that a retailer can intelligently “play on.”
Advice: When creating and printing price tags, use numbers ending in 9, 95 or 99 - so-called "charm prices". They will visually reduce the cost of goods for buyers and become more attractive to them.
7. Use color, light, scents
It has long been proven that purchasing activity is directly influenced by color, light and aromas.
We are talking about the release of the hormone of joy, which affects purchasing activity. Thanks to this hormone, a person is in pleasant anticipation of shopping, subconsciously wants to buy more goods and please himself.
It is very easy to provoke the appearance of the hormone “dopamine”, which causes a feeling of pleasure and satisfaction, in the buyer in your store.
Advice: Use bright colors; as for grocery stores, it is better to place bright fruits and vegetables closer to the entrance so that a person can see them from afar and feel the pleasure of future shopping.
A good idea would be “scent marketing” or other “sensory marketing” - that is, influencing the feelings of buyers and their emotional state in order to increase sales.
8. The law of the right hand and the rule of the “golden triangle”
As you know, the vast majority of people spontaneously move around the trading floor in a counterclockwise direction, that is, they begin to walk around the retail outlet to the right of the entrance. It is this rule that must be taken into account when placing goods on store shelves.
You should also remember the rule of the “golden triangle”, according to which the most popular products must be located in the back of the store, at the most distant point - this will be the “top” of the golden triangle, and its two remaining corners make up the entrance to the store and the checkout area.
It is on the square of the “golden triangle”, that is, on the territory through which every buyer will definitely pass, that it is necessary to lay out goods that require speedy sale - a person will go through the entire store for the most necessary goods, which means he will get acquainted with all the products and assortment and head to checkout.
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The first thing an entrepreneur thinks about after opening his business is how to find clients? In this article we have collected standard methods, online methods and unusual ways to attract clients from the West.
This selection will help you choose a way to attract customers for a regular store, online store, and service business. These techniques can be used to find clients for realtors, online stores of children's clothing, car washes and any business in general.
Standard Methods
First, let's look at simple ways to attract customers. These techniques are very popular and have already proven themselves very well among marketers.
Some methods at first glance may seem very banal and unworkable, but for each product there is always its own target audience. The same is true when it comes to attracting clients. Some methods are suitable for one business, and some for another.
Method 1: Discounts and promotions
The most important and effective way. To attract a client, it is enough to increase the price by 40%, and a week later reduce it by the same 40% and sell goods under the pretext of generous discounts. People have always loved discounts and promotions, so almost every entrepreneur uses this trick.
In addition to the usual discounts, you can come up with many other interesting promotions: “Two things for the price of one!”, “February 28, 28% discount on all products!”, “Exclusive socks as a gift when purchasing in the amount of 3,000 rubles!” etc.
A time limit on them works well with promotions. For example, “This week only, 50% discount on all down jackets!” The less time a buyer has to think, the more likely it is that he will come to you and buy something on sale.
Method 2: Holiday promotions
Be sure to organize promotions for the holidays. This is especially true for restaurants and bars or some other entertainment places where people can theoretically come to celebrate, for example, a birthday.
You can organize promotions not only for birthdays, but also for some unusual holidays. For example, Doctor's Day is probably celebrated by students of medical universities; upon presentation of their student cards, you can give them some kind of discount and then they will definitely come.
Method 3: Gifts
Who doesn't love gifts? Of course everyone loves them! If you do them more often, then the attitude of buyers towards your business will be more loyal and most likely they will come to you next time.
You can give some souvenirs that they can put in a prominent place in their apartment and constantly remember your store when they see them.
For the New Year, you can give beautiful Christmas tree decorations with the logo of your brand and then you will be remembered every year.
Method 4: Gift Certificates
Not everyone knows what to give to their friends and family, so they give gift certificates. They are a must have in your store.
The person who comes to you to spend their gift certificate may like your store and become a regular customer. And if he likes it, there is a high probability that he will call or at least tell his friends about the store. As a result, a good flow of visitors is created.
Method 5: Acquaintances and friends
The best option to get your first clients is to ask all your acquaintances and friends to talk about your business on social networks. Of course, this is a very simple, but effective method. It can start a chain of word of mouth and as a result you will have real buyers.
A huge plus is that your friends and acquaintances are unlikely to ask you for money to advertise your business.
Method 6: Free Shipping
Those who are thinking about how to attract customers to a small store that has not yet acquired a base of regular customers should simply make free delivery.
You need to inform your buyer about free shipping. You should shout that it is free and that it is generally very profitable. You can come up with such a promotion: “If you order in the amount of 5,000 rubles, delivery is free!” Then if the buyer has 4,800 rubles in his basket, he will definitely buy something else so that delivery will be free.
Method 7: Loyalty cards
An excellent option are loyalty cards. They allow you to attract more customers and make them come to you again and again.
Initially, in your store you put an inflated markup on goods. Then, after the first purchase, register a loyalty card for your client and say that now there is a 10% discount on it and if you reach a purchase amount of 10,000 rubles, the discount will increase to 30%.
As a result, the next time the customer needs to make a purchase, he will immediately remember your store and not some other one. Such cards are not suitable for all businesses. For example, it is perfect for a car wash, because the client needs to wash his car regularly, but it is not suitable for a construction company engaged in the construction of cottages, since people usually do not build more than one cottage.
Method 8: Store Location
As a rule, to attract the attention of buyers to an offline store or business providing some services, it is enough to choose a good passage place.
Open in shopping centers, in the city center, near the metro or in any other crowded place and then you can save a lot of money on attracting customers.
Entrepreneurs who open their own business in their backyard in a residential area very often wonder how to find clients. This is the wrong approach from the start.
Method 9: Thematic location
If you are going to open some kind of offline store, then you need to do this based on the environment.
There are always many businesses built around large universities: shawarma shops with cheap food, stationery stores, businesses that print and bind diplomas. These businesses cater to the audience that walks near the university every day.
Another example, if you are going to open a children's clothing store, then the best location option would be to open next to a children's hospital or next to a children's entertainment center, that is, to open where there are a lot of children with their parents.
Method 10: Employee Uniforms
The uniform concept of employee uniforms makes customers think that everything in the store is arranged as it should. Create a dress code that matches your logo or your brand colors.
In some cosmetics stores, even the makeup of the sales staff is considered a dress code. They are forced to paint their lips bright red.
It is especially important to introduce a dress code in stores. If you have five salespeople and they all wear different clothes, such diversity will cause chaos in the minds of buyers.
Method 11: Music
Buy equipment and make sure that pleasant music is constantly playing in your store. Music is a very powerful marketing tool that affects the functioning of the brain, with its help you can attract customers and make them stay in your store longer.
When selecting tracks, consider the theme and audience of your store. For youth stores, it is worth including modern music that will be familiar to people under 30 years old. For stores whose target audience is older, it is worth playing calmer, relaxing music.
Method 12: Product display
Proper display of goods can also increase store traffic. The showcase that is located by the window must be beautifully decorated so that passers-by will want to come to you. To make it look beautiful in the dark, you can hang it with garlands.
Inside the store, place products that are not selling well or that are about to expire at eye level and within arm's reach. Products placed in such places are sold much more often.
Method 13: Store Layout
Study how customers move around your store. Perhaps some shelving is in the way for them to get to the desired product and they have to go around half the store.
As a result, due to improper layout and walking back and forth, buyers become tired and want to quickly leave your home and lie down on the sofa.
Try to ensure that matching products are as close as possible to each other. An excellent example would be grocery stores; there are always chips or crackers opposite the beer and customers don’t have to go to the other end of the store to get them.
Method 14: Convenience for buyers
Do everything to ensure that customers do not feel inconvenienced when interacting with your business. This technique implies different things depending on the niche.
In online stores, it is very important to make convenient delivery and payment. Make as many different options as possible so that the client can choose exactly the one that would be convenient for him.
Method 15: Be better than your competitors
One of the most effective methods if you want to attract customers is to be better than your competitors. Usually it is because of this that buyers choose where to buy a product. Where they see positive things for themselves they go, but where they don’t see things, they accordingly don’t go.
Analyze your competitors, identify their weaknesses and make them positive aspects of your business. Provide a larger assortment, low prices, beautiful design, or something else.
Method 16: Quality
If you do not want to scare off your customers, then always monitor the quality of the products provided. Poor quality food, clothing or legal services will definitely scare off clients, and they will also tell their friends about how bad things are with you.
Also, monitor the quality in everything: repairs, the appearance of employees, flowers in pots standing on the windowsill. There are no unimportant things that you don’t have to do. Absolutely everything is important to the client and all the disadvantages that he notices in your business will affect his decision to come to you again or not.
Method 17: Word of mouth
This method will help you find clients absolutely free. Word of mouth assumes that your customers will tell their friends about your store, and those will tell their friends, and those will tell their friends, and so on.
It should be noted that unpleasant impressions will spread throughout the city much faster than pleasant ones. And if some auto mechanic from your service forgets to fix the brakes on a client’s car... Believe me, negative reviews spread very quickly and can ruin your business.
Method 18: Holding competitions
This method assumes that you can post information about the competition and attract customers on the Internet or from the street. Competitions can be very different; its focus and topic depends on the niche in which you work.
It is logical that for a children's shoe store, competitions should be appropriate. For example, who can draw a dog faster?
The most important thing to achieve in holding competitions is a large number of people. Someone will bring their friends to the competition, they will learn about your store and in the future they will become not just participants in the competition, but buyers.
Method 19: Catalogs and magazines
Place a display in your store with free catalogs and magazines. Buyers will be able to take them home, study them in detail and return to you in the future to buy some product.
This is especially true for furniture stores. You can also write interesting articles in catalogs, such as “What color of furniture will go with your wallpaper?”, “How to furnish a small room?” and so on.
The downside is that you will have to spend money on producing these magazines. Yes, they will increase loyalty to your brand, but the costs may not be worth it if you want to get customers as quickly as possible.
Method 20: Distributing leaflets
Distributing leaflets is perhaps the most banal way to attract attention, but if you are thinking about how to attract new clients without investing huge amounts of money, then this method is suitable for you.
This method is not suitable for online businesses and for businesses that are not located in a busy area. The higher the traffic, the more leaflets you can distribute and, accordingly, the more visitors you will receive.
Method 21: Flyers in mailboxes
A popular method of attracting new customers is to distribute flyers to mailboxes. This will be especially true for shops or other businesses that are located not far from residential buildings.
While checking their email, potential clients will see your advertisement and may come to you. The only negative in this case is that many consider advertising in mailboxes to be terrible spam. They collect it, don’t read it, and immediately throw it away. Therefore, there will always be some percentage of the budget wasted.
Method 22: Door handle hangers
This technique is very similar to the previous one, but unlike the usual stuffing of leaflets into a mailbox, in this case we make special leaflet hangers that hang on door handles.
This method will be more expensive than the previous one, but a huge advantage will be that many more people will read your advertisement.
Method 23: Cold calling
A very annoying way to find clients, from the clients' point of view. You pick up the phone and call all potential clients without prior arrangement. In some countries, this technique is even prohibited.
I would like to note that cold calling works great if you can offer a potential client better or cheaper products that he really needs.
It is smart to call shop owners and offer them cheaper and better software for their business. It is not at all wise to call people and ask them to buy a smartphone from your store.
Method 24: Business cards
Come up with a beautiful design for your business cards and distribute them. If you open an art school, you can distribute your business cards at the checkout counter at art supply stores. Of course, for this you need to negotiate with the owners of other stores.
This method won't give you dramatic gains, but it works great in the long run.
Method 25: Announcement on poles and stops
If you are looking to attract customers to a new store, then this could be a very good option. Advertisements are placed on special poles or stops and will be seen by a large number of people in any case. Advertising at bus stops is especially noticeable. While waiting for their bus, people from absolute inactivity begin to study the environment around them and your advertisement may catch their eye.
Try to make unusual colored ads so that you can stand out from the crowd and grab people's attention. There is almost no point in printing black and white advertisements. They are boring and people study them very reluctantly.
Method 26: Billboards
Large billboards are usually chosen by large companies that can afford them. Their designers and marketers develop the ad, then print it, rent a billboard, and then hang the ad.
Method 27: Advertising on transport and in transport
Advertising on public transport, for example on trolleybuses, is expensive and is very well remembered by a huge number of people. It will be seen by pedestrians, passengers, other drivers, people from the windows of offices, restaurants and apartments. To do this, you definitely need to hire a designer who will develop a unique and unforgettable design.
Method 28: Newspapers and magazines
Regular newspapers and magazines are becoming less and less popular every year. Accordingly, the effectiveness of advertising in them also decreases, but in any case, someone else uses them and this may be the target audience of your business, so you absolutely cannot reject the option of advertising in newspapers and magazines.
Method 29: TV
This method will certainly find its audience of potential buyers. But due to lack of experience, you may not end up with an attractive video. As a result, it is more profitable to spend the money spent on an advertising campaign somewhere else.
Method 30: Radio
You can also find a potential client on the radio. Here you don’t have to invest in creating a video; you just need to come up with a speech and hire a speaker who will speak it. It should be borne in mind that the main audience of radio listeners are car enthusiasts.
An important detail in radio and television advertising campaigns is that one person must see or hear the same advertisement many times. Only then will it fit well into the brain and the person will remember you when he needs the services you provide.
Online methods
Currently, it is much more profitable to figure out how to find a buyer on the Internet than to use outdated standard methods. A huge advantage of Internet marketing is fast feedback. You can place an ad and get 50 new clients within an hour.
A huge number of people use the Internet, which means that here you will find the target audience for absolutely any business.
Different methods require different investments. In some cases, you need to invest a lot of money, in some, little, and some methods will allow you to get a large flow of clients by investing only your time and effort.
Method 31: Own website
If you are thinking about how to find clients via the Internet, then the first thing you need to do is your own company website. Then you will buy advertising on different platforms on the Internet and direct users to your site.
An important clarification: you don’t just need to order website development, you need to order high-quality website development from professionals. Of course, you can do it for 20,000 rubles, or your neighbor will do it for free, but believe me, such sites will make no sense.
You need a professional design that will attract customers and a professionally developed technical part. A good website will cost you 100,000 rubles.
Method 32: SEO
Once you have developed a good website, you should pay attention to SEO. This is search engine optimization of websites, if done correctly, you will be able to find clients through search engines such as Yandex, Google and others. Your site will be in the first positions in search results, potential buyers will click on them and get to your site.
This method closely overlaps with the previous one. If the site was initially made well, then you will be able to achieve some results in SEO, but if it is poorly done, then perhaps this method will not work at all.
Method 33: Contextual advertising
Have you ever seen that after you searched for something on the Internet, that thing haunted you on other sites? For example, you chose which boat to buy, searched for them on the Internet and then on cooking sites you were offered to buy a boat. It would seem, why do advertisements for boats appear on a website about cooking? This is called contextual advertising, it displays what was once interesting to you or may be interesting to you.
You can use it to attract customers to your business, it costs money and you must have experience in setting up ads. You can find clients using Yandex Direct or Google Adwords - these are the two most popular platforms in Russia for working with contextual advertising.
Method 34: Targeted Advertising
With this tool, you don't have to think about where to find buyers for your online store or offline business. It is enough to know the portrait of the target audience. You configure: gender, age, city, marital status, place of work, interests and other parameters. As a result, advertising will only be shown to your target audience.
Method 35: Teaser advertising
To find clients on the Internet, you can use teaser advertising. This is one of the cheapest options for attracting customers, and it is very difficult to reach the target audience.
An advertising campaign in teaser networks will be successful only when you can collect fairly extensive statistics and understand how to set them up correctly. This will require money and time. In the end, the result may not please you. There is a chance that you will attract too few new customers and your advertising costs will not pay off.
Method 36: Advertising on Social Networks
An excellent way to attract customers is advertising on social networks. You can find clients on Instagram, VKontakte, Twitter, Facebook, Odnoklassniki and other social networks.
This is usually done like this. You select the community in which you would like to advertise. The community audience should be interested in your product. For example, a children's clothing store is well advertised in communities for mothers. Then you write to the community administrator that you want to place an advertisement, he sends you a price list and if you are satisfied with everything, you pay and your advertisement is published.
Method 37: Your own page on social networks
Another great option is maintaining company pages on social networks. You can tell interesting stories, communicate with your customers, or post information about new products or promotions.
You need to design your posts beautifully, and you also need to always think about what you write. One wrong post can ruin your company's reputation forever, so in large organizations this is done by an individual or an entire team.
Method 38: Repost competition
A very common method of attracting new customers on the Internet is reposting contests. On your company’s page, you publish a competition post, which users must repost to their page. Their friends will see the repost and may also want to take part in the competition, or simply become interested in your store. After some time, you sum up the results and choose a winner.
The number of followers on your page can grow very quickly if you regularly run such competitions.
Method 39: Private messages on social networks
You can independently find clients in contact and write to them in private messages. For example, your organization is recruiting personnel. Visit the job search community and search for entrepreneurs who need employees. Then you offer them your recruitment services.
The only disadvantage of this method is that social networks may think that you are spamming and ban your account. Therefore, under no circumstances should you do this from your main account, and when you establish contact with the client, invite him to continue communicating by phone or in another messenger.
Method 40: Thematic forums
You can also find buyers for an online store or offline business on thematic forums. Of course, forums are dying out and every month their audience is becoming smaller and smaller, because most people go to communicate on social networks.
Promoting your business on forums assumes that you will be active, constantly communicate with users and sometimes insert your advertisements. If you register on the forum and immediately start advertising your business, you will most likely be banned, because other forum residents will not know about you and you will not have a reputation.
Method 41: Advertising on Youtube
Youtube is increasingly becoming a replacement for TV, especially among young people. Here you can find bloggers with your target audience and order advertising from them.
There may be several options:
Method 42: Own YouTube channel
You can not buy advertising from anyone, but simply create your own channel on Youtube and post your videos on it. This is a very complex and expensive method. You will need time to create content and you will also need expensive equipment.
After all your efforts, your videos may not get as many views as you would like, resulting in wasted time and money. This is a very risky tool for attracting customers, but if you manage to create interesting videos that get a large number of views, you can insert advertisements for your company into them.
Method 43: CPA networks
Clients can be found using CPA networks. Such networks work according to the following principle: there is a webmaster, and there is a customer (that is, you and me). We enter into an agreement with CPA networks that we want to receive the services of webmasters. After the contract is signed, thousands of webmasters will advertise your business, but you will have to pay them some percentage of the profits.
This is a very effective method if you want to get new clients as quickly as possible.
Method 44: Buying Leads
This method is similar to the previous one, but the organization is slightly different. There are services for buying and selling leads (applications). Webmasters place advertisements on their own websites and sell leads to such services, and we, in turn, can buy these leads for our business.
Typically, such services sell leads for services: legal services, medicine, construction, etc. For example, you can take a look at a couple of such services: lexprofit.ru, leadia.ru
Method 45: Freelancing
If your business provides some services, then you can try to find your clients on freelance sites. On such sites, the customer and the contractor meet, they discuss terms, working conditions and begin to cooperate.
The more positive reviews there are on your account, the more likely it is that the customer will choose you as a contractor for their project. You should constantly review your order feed and send your proposals as early as possible, because there is a lot of competition among performers in this area.
Method 46: Direct publication of advertising on websites
To quickly find clients, you can find some interesting thematic sites, contact the administration and place your advertisement on their site. Advertising formats can be very diverse:
The most important thing is that the site on which you advertise is visited. Therefore, when choosing a site for placement, be sure to ask administrators to show statistics for their project.
Method 47: Notice boards
If you want to find a buyer for your product, be sure to post it on all possible message boards: Avito, Yandex Market, From Hand to Hand and others.
People very often choose what to buy on such message boards and they can be a great way for you to get new customers. Mostly posting on such boards is free and you will only need time to upload all your products there, but in some cases posting may be paid. Also, you can order promotion of your product and then it will be shown above your competitors.
Method 48: Advertising in smartphone applications
When entrepreneurs think about advertising on the Internet, regular advertising on websites usually comes to mind. But there are also mobile devices. Every year, users are increasingly using them and making purchases through their smartphone.
Method 49: Developing Your Own Application
Companies with their own mobile application always make potential buyers more loyal to them. By developing your own application, you will make the life of your customers much easier, because the application is always more convenient than the mobile version of the site.
The main difficulty in this case is the cost of development. Once you order an already expensive application development, you will have to regularly update it to work on new devices and operating system versions, and all this costs money.
Method 50: Email newsletter
Mailing is one of the most popular methods to attract the attention of old customers, so from the day you founded your company, try to collect the mailboxes of your customers by any means. In the future, you will be able to send information about discounts and new products to them.
Sending emails when the user was not your client and did not leave you their email is usually considered spam. In this case, it is difficult to accurately reach your target audience, so tens of thousands of letters are sent. This method rarely produces good results, so we do not recommend it.
Method 51: Congratulations!
Always try to congratulate your clients on their birthday, new year, beginning of spring or any other holidays. Such mailing reminds of your business and usually does not look like spam in the eyes of users.
Address your clients by name “Egor, Happy Birthday!” and make your newsletters unique. For example, if Egor bought a bucket in your store, you can send him “Egor, Happy Birthday! We hope that our bucket will serve you faithfully!” Such a newsletter will be remembered much more than some template messages.
Unusual methods
In this section we will look at unusual advertising methods to attract customers. Some of them are difficult to implement, some may not bring results for certain niches, but nevertheless, such methods of attracting and retaining customers are very often used.
We'll look at subtle marketing techniques. Some methods will be challenging or even shocking. Be sure to read them, and it’s up to you to decide whether to use them for your business or not.
Method 52: Spells and prayers
Let's start with the most unusual method. Believing entrepreneurs can try spells and prayers to attract customers to the store. A huge advantage is that this technique does not require money or a lot of time.
Unbelieving entrepreneurs, after using all the methods available to them to attract clients, can also try this method.
Method 53: Unusual sign
An original sign will always attract more customers than a regular one. Template inscriptions on a red background have not attracted anyone for a long time. They only catch the eye, but do not make people want to go into the store.
For example, for a fishing store you can make a sign in the form of a huge fish or even a shark. You can go further and place a huge figurine near the entrance to the store. For example, a pet supply store might supply a huge dog. It will definitely attract people's attention and some will even take pictures in front of your store.
Method 54: Unusual office or store design
If you have already come up with an unusual sign, then don’t stop there. The unusual interior design of the room will also attract buyers. And even if some come to you just to look at the interior, still some percentage of them will make a purchase from you or tell their friends about your unusual store.
The main disadvantage in this case is the cost of repairs. Together with design services for concept design, the cost of creating an interesting interior will be very expensive and not many entrepreneurs in Russia do this.
Method 55: Unified Design Concept
Think over a unified brand concept. To understand how this works, just look at large brands like Macdonald’s - their website, pages on social networks, restaurant, uniforms, logo, packaging, mobile application are combined with each other in color scheme and concept.
A unified style always gives a feeling of completeness and there is no chaos in the clients' heads when they encounter you.
Method 56: Logo
Particular attention should be paid to the logo. Try to make it provocative and memorable. Of course, there is no need to go to extremes and draw something too provocative, because this logo will be used absolutely everywhere: on a sign, website, packaging. And if you yourself are ashamed to look at it, then your clients shouldn’t even see it.
If you have no design experience at all, we recommend hiring a professional to create a great logo for you.
Method 57: Themed decorations
Always decorate your store. On New Year's Day, put up a Christmas tree and hang garlands, put up flowers on March 8, and a tank on February 23. This applies not only to offline businesses, but also to online stores. Be sure to change your avatars on social networks before the holidays.
All people give gifts to each other during the holidays, and this technique will allow potential clients to understand that you, just like them, participate in the life of this world. As a result, their loyalty to your brand will increase and they may purchase from you.
Method 58: New unusual technologies
Providing customers with new and innovative technology will make you stand out from your competitors. Let's give simple examples: buying an electric car with Tesla autopilot for a taxi service will absolutely lead to an increase in customers. Even if the customer doesn't need to go anywhere, they will still order a taxi because they just want to ride in a Tesla.
In the future, after people see or use your unusual technologies, they are very likely to become your regular customers.
Method 59: Exclusive Products
Offer your customers exclusive products that no one else has. They can be very expensive and most likely not a single customer will buy them from you, but they will come just to look at them and some percentage of them will make a purchase of another product.
Also, exclusive products create the feeling that the store has a very large assortment and even has something unusual. This technique is suitable for any business, even a butcher shop. You can put some exotic meat on display. People will leave you with a purchased turkey and think about this exotic meat and your store for a long time.
Method 60: Parking
In some niches or cities, car parking is simply a must. For motorists, this can be a critical factor when choosing which store to go to.
If you do not want to lose a certain percentage of potential clients, before renting a premises, think about whether the availability of parking spaces will be important for your target audience or not? Parking is especially important for automotive businesses: car services, car washes, spare parts stores, etc.
Method 61: Pleasant smells
Scent marketing involves the use of special equipment that distributes pleasant odors throughout the room. For each niche, experienced specialists select a specific set of scents.
This tool is very often used by entrepreneurs to attract customers and create a pleasant atmosphere. If you believe the statistics, scent marketing affects the work of the brain, increases the concentration of visitors on purchases and increases the average check.
Method 62: Positive employees
The smile of another person always gives positive emotions. And receiving emotions when purchasing a product has a very good effect on brand loyalty. Therefore, you must make your employees smile at your customers.
Perhaps someone will say that a smile will not be sincere, but this marketing tool really works, so regardless of sincerity, it should be used.
Of course, not every niche needs this. In the funeral service or medical business, it is unlikely that anyone would like to see an employee smile when a client purchases a memorial or learns that he has a serious illness.
Method 63: Advertising on wheels
By renting a truck with a special sound system that is designed to inform passersby, you can attract the attention of the entire city. It’s not every day that cars drive around the city saying that a new store has opened and you should definitely go to it.
In addition to a special sound system, the truck must be beautifully decorated and, of course, there must be an advertising poster on it.
The downside is that in some cities this advertising method is simply prohibited.
Method 64: Be a sponsor
In order to find clients for your business, you can become someone's sponsor. We're not talking about multi-million dollar contracts where your logos are plastered on race cars. We are talking about smaller investments.
You can sponsor some kind of competition, then people participating in it will learn about your business, or you can sponsor famous personalities and give them some things. Another option is to participate in charity events; you will simultaneously help others and raise awareness of your brand.
Method 65: Free Stickers
Print out as many stickers as possible with your store's logo and address and hand them out to your visitors. People love stickers and if they look cute, there's a good chance they'll stick them somewhere.
This method is rarely used in Russia, but has long been widely used in the United States.
Don't limit people in the number of stickers. If one person wants to take 15-25 stickers, then this is quite normal. Just place the jug at the entrance to the store, make a sign informing that the stickers in it are free and anyone can take them.
Method 66: Advertising with public figures
The advantages include wide coverage when purchasing advertising, and the disadvantages are its cost. Many famous personalities do not hesitate to inflate the price. As a result, the budget spent on an advertising campaign may not pay off.
Method 67: Invite famous people to your store
You can not only buy regular advertising from famous personalities on their pages on social networks, but also invite them to your store. Of course, the costs in this case will be much higher, but a large number of visitors will visit your store live.
As a pretext for holding an event, you can organize an autograph session for a musician, or a master class from a famous football player.
Method 68: Provocative Marketing
Provocative advertising campaigns can spark conversations among your potential customers. Some marketers come up with insulting, provocative ads using obscenities, and in some cases this approach works great.
The most important thing in provocative marketing is not to go too far. Otherwise, you may be subject to a huge number of lawsuits from offended people or your competitors.
This tool is unlikely to suit all niches. For example, in the tombstone manufacturing business, you can hardly come up with something like this.
Method 69: Conduct master classes
If your niche allows it, then you should definitely conduct master classes regularly. With their help, you can convert master class participants into buyers. Accordingly, the more people come to your master class, the more buyers you will receive as a result.
This may not be the easiest way to find new clients. You will have to spend a lot of money, time and effort, but nevertheless, this method works great and can show stable results.
Method 70: Participate in exhibitions and conferences
Let's start with a simple example. Are you interested in computer games? If yes, then you probably know about the E3 conference, which is held every year and attracts a huge number of gamers. Also, a large number of game manufacturers come to it and demonstrate their products.
If your niche allows you to do this, then you should definitely participate in exhibitions and conferences. On them you can meet your target audience, communicate and study them.
Method 71: Hold exhibitions and conferences yourself
In addition to speaking as an exhibitor, you can hold exhibitions and conferences to attract buyers on your own.
You can simultaneously make money from holding a conference and advertise your brand well. The main disadvantage of holding conferences is the high costs. You will have to spend a huge amount of effort and time organizing all business processes, as well as a huge amount of money. Usually such conferences are held by large companies that can afford it.
Method 72: Offer drinks
Offer your customers free drinks: tea, coffee or water. This is especially important in the service sector. Even night butterflies offer their clients tea or coffee, and small or large businesses should do this all the more.
Drinking tea can increase customer loyalty and then they will tell their friends about you. As a result, you will have new clients.
Method 73: Motivate employees and customers to refer their friends
A great way to attract new customers is to motivate your employees and customers to refer their friends. You can issue special cards for each client and transfer a percentage of their friends’ purchases to their account.
This scheme works great and has already been time-tested, so we highly recommend using it.
Method 74: Percentage of sales for sellers
You can pay your sales consultants or any other employees who somehow interact with the client a percentage of sales. Due to the fact that how much they earn will depend on them, they will work much more actively.
Practice shows that sellers advertise the product and your store much more actively and generally behave more kindly towards customers.
Method 75: Cooperation with other businesses
Look around, maybe other businesses need your products or services. If you provide truck rental services, you can contact the owners of, for example, grocery stores and offer them rental equipment on more favorable terms.
Even if your business was originally created as a B2C business, there is nothing wrong with making additional profits from B2B.
Method 76: Foreign market
Take a look at foreign markets; it may be much easier for your company to find buyers in another country. This is especially true if you are selling something unusual.
Good afternoon, readers of my blog. I am sure that those of you who decide to open your own store, or already have a business selling various goods, have wondered: “How to attract customers?” We all understand that the number of sales depends on the number of people in the store. Of course, there are also other factors that influence your profit, for example, internal marketing, which we have already discussed in the article. Today we will figure out how to attract customers, set them up to buy and force them to buy the products you offer.
Of course, I won’t take advice off the top of my head, and I’m not going to invent anything either. All recommendations are based on Urban Outfitters' experience and knowledge. For those who are little familiar with this chain of stores, I will say a few words. Urban Outfitters is an American brand, a chain of well-known stores that sell clothes, shoes and accessories from emerging designers. Currently the company has more than 140 stores in 8 countries - the USA, Canada, Ireland, Great Britain, Denmark, Sweden, Germany and Belgium.
You may ask why I chose this particular network? It would have been possible to take something more global (Adidas or Nike, for example). Firstly, I heard very often about this network from friends who had visited other countries. I’m sure they were in Adidas, and Nike, and dozens of other stores, but they talked specifically about Urban Outfitters. Secondly, I liked the concept of the stores, their idea, and approach to working with clients. Well, thirdly, after reading the article to the end, you will understand that this company’s methods of attracting customers deserve attention.
Unique atmosphere and color
If you want a customer to stay in your store for more than an hour, then for this you need strong arguments that can distinguish your store from hundreds of others. Urban Outfitters has stepped far forward in this regard and has vast Experience (with a capital “E”). Their stores have a unique combination of assortment, design, internal atmosphere and a number of other important factors that make the company’s brand recognizable and loved by hundreds of thousands of customers.
In order to attract customers, Urban Outfitters does not open stores in modern and popular shopping centers; they chose a slightly different development tactic. In the USA, absolutely all of this company's stores are located in ancient buildings that retain their flavor and spirit of the era. A supermarket built at the beginning of the century, a former theater, an old bank building - this location gives a certain romanticism and creates additional interest among buyers.
No clones
Modern chain stores, in order to attract customers, are developing on the principle of universal standardization, when the same rules apply at all points: design, prices, display and location of goods, even the form and style of sellers - everything is formulaic, everything is the same. The trend is gaining momentum around the world, but not in Urban Outfitters stores. None of them are like the other. The product and prices are the same, but the design, display and distribution of goods are constantly changing. It is this uniqueness that attracts more and more new customers.
Constant change
Each Urban store has an art director on staff, whose task is to constantly monitor global trends, rearrange and modernize the store in accordance with new trends. It also refreshes the windows and makes the brand constantly perceived as interesting and relevant.
Every year, the central office allocates good sums for the work of the art director, but does not give any specific instructions; everything depends only on the employee’s imagination. The system is quite flexible, and if one option for upgrading a store was unsuccessful, then throughout the year you can experiment, change, and find the right concept.
To attract customers to your store, try to update it at least once a year, it should look fresh and new, not become boring, and constantly maintain good condition.
Focus on customers, not products
In the section I already wrote that when starting your own business, you are obliged to research the demand of customers and focus more on their desires and needs. They do the same thing in Urbana stores. Although most of the goods are women's clothing, here you can find a lot of everything: from cosmetics to books, from cheap small items to expensive and interesting furniture. As one of the store managers in the United States says: “We primarily focus on groups of buyers, not products. There is demand, there will be supply."
Similarity between buyer and target buyer
In Urbana there is a whole system, I would even say an army, of buyers, whose main task is to select products that correspond to fashion trends and the current trends of our time. And most importantly, these products must appeal to the stores' target customers.
Buyers always report on completed transactions, and they must also ensure a certain percentage of sales of purchased products - in all other respects, freedom of action and decisions. Urban Outfitters' ethos and culture allows for, and in some cases even welcomes, mistakes. If I draw the right conclusion from a mistake and can learn a valuable lesson, then we can allow it.
Sales analysis
Weekly analysis of demand among customers is the basis of good sales, and the ability to offer people exactly the product that is in demand at a given moment. At the same time, each brand of the Urban Outfitters company (and there are already 5 of them) has its own director, its own fashion designers, its own staff, its own development strategy - which allows it to be a separate enterprise in the middle of a large empire. The central office only allocates resources for the development of new stores, expansion and modernization of the network, and everything else is taken care of by local management.
Communication is more important than selling
The primary goal is not to sell the product and forget about the buyer, but just the opposite. Your staff communicate with the client, find out his interests, needs, listen to wishes and feedback. This is exactly how salespeople at Urban Outfitters work. This allows them to attract new customers and retain existing customers.
Staff also play an important role in creating the customer experience. All designers, art directors, salespeople, buyers, and those who communicate or create the atmosphere of stores are approximately the same age as the target audience. This allows them to more accurately determine the client’s needs and create a convenient, stylish and comfortable store.
Do you have few clients? Low sales? What are you doing to attract them?
If you decide to become an entrepreneur, you must understand that the amount of profit depends on the number of clients in your business. But people will not buy low quality goods and services. Therefore, before you think about attracting potential buyers, take care of the quality of your offer and improving your service system.
You've probably heard about the formula: no clients = no sales = no business = no client acquisition system = no clients. It's a vicious circle.
But let's figure out why it can happen that there are few or no clients at all:
- The offer is not relevant or of low quality.
- There is no understanding: how to attract, retain and how to work with them.
- Wrong target audience. The entrepreneur does not understand who his product/service is for and does not know the desires and needs of his clients.
- No control. The owner does not collect data about his advertising campaigns, marketing moves, or the effectiveness of certain tools.
- The offer is no different from the actions of competitors.
Many beginning entrepreneurs do not ask themselves the question “Where to get clients?” But this is their big problem. After all, it’s quite easy to figure out what to do. But first you need to figure out whether people need it. How can you develop your business if there is no stable high “flow” of customers? In order to find it, you should take care of the competent one. All entrepreneurs in relation to marketing are divided into 2 categories:
- Think that they don't need marketing at all. They are convinced that they can do just fine without it, and they don’t understand why they should spend money on it.
- Understand the importance of marketing and try to study its features. They try different possibilities, test them in their business, and this gives them a good flow of clients.
Often new entrepreneurs think: “I will create my own business, my own offer and clients will find themselves.” But time passes, and there are still no buyers. What's the matter? For that To quickly attract new clients, try these few proven strategies:
Increase confidence in your offer
Many people are prevented from taking this step by uncertainty: “What if no one needs this? What if your competitors have a better product/service? What place will I occupy in the market?
The truth is that there will always be people who do something better or worse than you. So believe in your idea and don’t be afraid to boldly express it.
Think strategically
Once you start a business, you will immediately need clients. So take care of this in advance. Talk to your friends and acquaintances - maybe they know who would benefit from your offer.
Make your social media work for you
Many clients find what they need by simply scrolling through the news feed in . Make sure your profile helps you promote your business and is attractive and credible.
Don't be afraid of cold calling
Some people want to gain loyal customers right away. But this is not always possible. Often you have to work first before people start talking about you and getting to know you. Many people are embarrassed to try cold calling. But if done correctly, it can be an excellent channel to attract new customers.
IMPORTANT: On June 18, 2018 we are holding a powerful FREE online master class about how to properly set up an automated sales funnel for YOUR business. Create a system that will bring you twice as many conversions automatically!
Everyone who registers will receive a PDF book “Automated Sales Funnel” from Oles Timofeev as a gift!
These techniques will help you at the very beginning of your journey. But what if you have been working in the market for some time? If you have your own audience, but it’s small? You want to develop your business further and make more profit. Then these 7 ways to attract clients just for you:
1. Contextual advertising
The user will see you immediately on the first pages of the search. Where your ad appears does not depend on where you rank in the search results. A very common tool for such advertising is Google Adwords.
2. SMM
In the 21st century, social networks are expanding their range more and more. The daily number of registrations on various sites is simply staggering. Therefore, promoting the offer on these platforms is a good decision. You can do this through advertising, useful posts, interesting photos and competitions. You can sell your product/services directly from social networks, gathering an army of loyal fans of your business.
3. Email-newsletter
Almost every Internet user has email. That's why email newsletter is an effective channel for attracting customers. With its help, you can notify customers about innovations and various promotions. You can send them useful information and offer paid products. Properly constructed marketing makes sales more and more, and customers more and more loyal.
4. Viral marketing
This type of advertising works for you. All that is required is the creation of an original picture, video, audio recording, etc. that could hook the user. In turn, a person, becoming interested, will share this with his friends, and they will share it with theirs... and so on along the chain. This type of marketing works great on social media. Thus, successfully created content will allow you to introduce your offer to those people who have not heard anything about you before. Sometimes people don’t even realize that the material is advertising in nature and go to your website/blog/group.
5. Teaser advertising
A teaser is a small message that is posted with an original picture. For example, if you want to advertise your new line of yogurts, place a teaser ad, say, on information portals.
For example, the message “Have you seen him yet?”, which comes along with an enticing picture, can attract the attention of many users. A simple feeling of interest is triggered, and the person clicks on the advertising link. This is a fairly cheap and effective form of advertising.
6. Targeted advertising
For example, you are looking for boots. We went to where we found exactly what we wanted. We closed it and went on to explore the Internet. And then you see that your shoes are chasing you. They entice you to return to the site. Reminds you that you forgot to make a purchase. This is targeted advertising.