As the head of a startup company, there are so many different areas you need to attend to. In fact, in the initial stages, you may be preoccupied with getting your business off the ground and putting your product on the market. Once you have achieved all this, however, you will realize that there is one more step.
This, of course, is finding and landing your first client. It is this individual or company that will really get the ball rolling. At the same time, it can be quite difficult to complete this task, considering that you are still new to the industry.
Well, there’s no need for this to stop you. Below, you will discover the top guidelines – and tricks – to make this happen:
Identify Who You Need to Sell To
If you haven’t already, then you need to identify your target audience. Remember, not everyone needs the product or service that you are selling – only a select few do. So, before you waste your resources on a pointless market, figure out who you need to sell to.
One way to do this is to determine what kind of problem your service or product can solve. Then, consider the companies or people who have this kind of issue. This will become your target market.
Of course, there is a good chance that you are diving into an already saturated market. So, to avoid too much competition, try to determine who the underserved communities might be. These are often smaller businesses that major organizations tend to overlook. They, however, will be perfect for you.
Reach Out to Your Ideal Clients
Since you are just starting out, you may be a little hesitant to dream big. So, although you may have a few ideal consumers in place, you may not dare reach out to them for fear of being rejected. When you think about it, though, you have nothing to lose!
So, go ahead and compile a list of the companies or people that you would like to sell to. Then, find out how you can get in touch with them effectively. Before you do so, get your sales pitch ready. Remember, you are going to need to be ultra convincing to get these clients on board. So, bring everything you have.
Work with Referrals
Until your ideal clients get back to you, you need to work on other avenues as well. Now, most small businesses have to rely on referrals. Thus, the first step you need to take is to contact everyone who might be useful. This could be family members, friends, ex-colleagues – anyone.
Now, there is no denying that asking for referrals can be rather stressful for many people. Still, it is something you need to learn to do. If it is anxiety that is holding you back, you must overcome it as soon as possible.
One way that you can do this is to come up with a script. This is what you can say (or email) when requesting referrals. You can continue with this script until you are no longer nervous and able to approach the subject more naturally.
As a side note, once you have earned a few clients, try to find a way to turn them into referrals as well. This can be done by providing them with exemplary customer experience and leaving a good impression. Thus, when you ask for a referral, they will be more likely to pass the message along.
Start Building Up Your Online Reputation
Now, once companies become aware of your business, they are going to look it up online. When they do, it is important that there should be something for them to view. So, you need to get your website and social media sites up and running ahead of time.
It is through these platforms that you can really express the personality of the brand and the direction that you are heading in. In many ways, websites and social media profiles can have just as much of a hand in convincing clients as anything else.
Make Your Decision Carefully
Now, beggars can’t be choosers and you may be tempted to jump at the first client that agrees to work with you. However, as mentioned, it is this individual or company that is going to kick start things for you. In fact, they may serve as the template for your future clients as well.
This is why you should be a little careful about who you do business with. Before you agree to anything, conduct a thorough investigation on that particular consumer and see what you find out. It is best to only get involved with law-abiding individuals who are interested in doing legitimate business.
Furthermore, doing some digging can be useful for other reasons as well. It may give you a better idea of what kind of people you will be dealing with and whether they really are a good fit for your company.
Approach Your First Client Yourself
Even if you already have a sales team in place, it isn’t their time to shine just yet. When you go after your company’s first client, you need to do this yourself. Keep in mind, these potential consumers can’t make a judgment based on your reputation as you don’t have one yet.
Therefore, they will need to see you personally to determine if you are the kind of person they would like to work with. Not to mention, such a move would certainly have an impact on anyone you would like to partner up with.
Landing your first client will not be an easy task but it will certainly be extremely rewarding. One way to increase your chances of finding the perfect client is to follow the tips mentioned above. From then on, you will find that the next one will become simpler to locate and so on. Eventually, you will become a pro at locating and signing all the clients that you need.