Even professions that traditionally do not canvass, such as lawyers and notaries, are gradually looking for ways to attract new clients!
However, there are ways to optimise your actions and attract customers without (too) much effort!
To know, to like, to trust!
Being known, being appreciated and having a capital of trust are the three indicators that must be in the green to conclude a commercial conversation positively. So, if you want to minimise your prospecting efforts, you should first of all try to start a commercial approach with a target that already trusts you, that already knows you or to whom you have been recommended.
To achieve this, you need to rely on your networks, both online and offline. If your goal is to find new customers in a relatively short time with minimal effort, you might as well start with those who already like you!
8 reflexes to attract your customers effortlessly
1. Take inventory! Take a list of the people you are or may have been in contact with, classify them by the history of the relationship, identify those who could become clients. Don't forget that you may have relations in your network, even close ones (friends, sporting or cultural contexts, etc.) who may never have asked themselves what you can bring them professionally, simply because this was not the context of your meeting. And yet...
2. Adopt an attraction approach: this means meeting your contact to get to know them better, to make contact, to warm up the relationship, to share information. Be interesting before you are interested!
3. Look for the connectors, those who have a culture of networking and connecting. Because getting in touch with them also gives you access to their network. They are quite easy to identify: just look at how they came to you. These connectors are relationship-builders, they like that, they work like hubs!
4. Multiply your contacts. At each meeting you have, ask for a recommendation, 1 or 2 names that you can contact on behalf of your interlocutor! If you have 10 lunches, you potentially end up with twenty names!
5. 5. Restart an impactful process, i.e. think about what you can give in return, look for reciprocity. Being too self-centred is counter-productive and would undermine the bond of trust.
6. Set yourself some benchmarks, not of results but of means. For example, the time spent per week, the number of contacts, lunches, etc.
7. Prepare the ingredients for success! Know how to pitch your product or service offer, prepare a brochure, a website or at least a business card. Be prepared!
8. Adopt a follow-up logic: even if it doesn't work from a commercial point of view, maintain the relationship of trust.
Online: volume with less effort
With digital technology, the relationship between effort and efficiency changes dimension: social networks and especially LinkedIn (see our article "4 tips to increase sales with social selling), the professional network, allow you to reproduce your actions endlessly and at no additional cost. In the real world you can at best do 200, 220 lunches a year. With digital there is no limit.
With a well-turned post offering interesting content you can reach your entire level 1 or even your level 2, which means a quick impact on 500 to 2,000 people ! Of course less engaging for them than a lunch, but the repetition will help you increase the "to know" and "to like" indicators and finally "to trust".
It is clear that attracting customers effortlessly is not possible, but if you do it the right way, you can do it at a lower cost!
The advent of new technologies has allowed the evolution of the activity in many fields, and particularly in communication and prospecting. In order to optimise the activity of the company, it is therefore essential to integrate these new means of prospecting into its strategy. Find out how with this webinar:
