Earning a sale is the most important thing we can do as small business owners. I get this question from my customers, small business owners, every single week. How can I get more customers? How do I find more customers?
There are no pat answers here. None that are believable, anyway. It is through smart and diligent effort that you earn sales today.
In the age of social media, a lot of the ground rules of customer engagement have changed. People expect you to be online and that doesn’t always, or often, mean that they want to visit your website. They expect to see you online and in-real-life, in the community, doing things, providing information, being part of the fabric that wraps itself around their lives.
As an old friend of mine used to say, “That’s great, but just how do you do it?”
With that, here are several tips for getting more customers.
There’s an old quote that nothing happens until somebody sells something. I would argue that’s still true, but I think sales has always been about solving a real pain for someone else. Maybe what you’re selling doesn’t address a pain point. How do I get more customers? How do I sell them something? The best way that I’ve found is to serve, really serve, and think about that person’s needs first. Listening to their story, their experience, asking them questions, and then figuring out how to use that information to help them.
Sometimes it means referring them to a colleague or, gasp, a competitor. But I don’t really believe in competition. I believe in collaboration. I believe in abundance thinking. I don’t believe the glass is half-empty or half-full; I believe the glass is overflowing.