Even professions that don't traditionally prospect, such as lawyers and notaries, are gradually looking for ways to attract new customers!
However, there are ways of optimizing your actions and attracting customers without (too) much effort!
To know, to like, to trust!
Being known, being appreciated and having a capital of trust- these are the three indicators that need to be in the green to conclude a sales conversation positively. So, if you want to minimize your prospecting efforts, you'll be looking first and foremost to initiate a sales approach with a target who already trusts you, who already knows you or to whom you've been recommended.
To achieve this, you need to rely on your networks, both online and offline. If your aim is to find new customers in a relatively short space of time, you might as well start with those who already like you!
8 ways to attract customers effortlessly
1. Take inventory! Take a list of all the people you are or may have been in contact with, classify them by relationship history, and identify those who could become customers. Don't forget that you may have relations in your network, even close ones (friends, sporting or cultural context...) who may never have asked themselves what you can offer them professionally, simply because this was not the context in which you met. And yet...
2. Adopt an attraction approach: this involves meeting your contact to get to know them better, make contact, warm up the relationship and share information. Be interesting before you're interested!
3. Look for connectors, those with a culture of networking. Because getting in touch with them also gives you access to their network. They're easy enough to identify: just look at how they came to you. These connectors are relationship-builders, and they love it: they work like hubs!
4. Multiply your contacts. Every time you meet someone, ask for a recommendation, 1 or 2 names that your contact can contact! If you have 10 lunches, you could end up with twenty names!
5. Get back on track with a high-impact approach, i.e. think about what you can give in exchange, and look for reciprocity. Being too self-centered is counter-productive and will undermine the bond of trust.
6. Set yourself a few benchmarks, not in terms of results, but in terms of means. For example, time spent per week, number of contacts, lunches...
7. Prepare the ingredients for success! Know how to pitch your products or services, prepare a brochure, a website or at least a business card. Be prepared!
8. Adopt a logic of follow-up: 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 is changing dimension: social networks, and in particular LinkedIn (see our article "4 tips for increasing sales through social selling").), make it possible to reproduce your actions ad infinitum and at no additional cost. In the real world, you can do 200, 220 lunches a year at best. With digital, there's no limit.
With the help of a well-turned post offering interesting content, you can reach your entire level 1 or even level 2, for a rapid impact on 500 to 2,000 people. ! Of course, this won't be as engaging as a lunch, but repetition will help you increase your "to know", "to like" and finally "to trust" indicators.
As you can see, attracting customers effortlessly may not be possible, but if you do it the right way, you can do it cost-effectively!
The advent of new technologies has enabled business to evolve in many areas, not least in communication and prospecting. To optimize your business, it's essential to integrate these new prospecting methods into your strategy. Find out how with this webinar:
