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The trick to finding new customers


What do you do when you are looking for new customers?
Do you load your marketing gun and pull off a shot here and there and hope for the best or are you more careful?
Some people are so thorough that they never get finished with their thoughts and get away from their desk. They shoot aimlessly until they run out of ammo (read money).
So what can you do to really use your time right in the hunt for new customers?

Here are the questions that will help you find more new customers:

1. Start at your desk and find out what kind of problems that your products or services solve for your customers
It's a simple question, but tough to answer.
Why? Because we have a tendency to focus on our own offers, rather than on what customers need. For some reason, we expect customers to find this out by themselves, but by answering this question we are forced to look at our offer from the customer's point of view. The customers are not the least bit interested in what we sell, they just want to get their problems solved. If there is no problem, then the need for your product/service is usually too unnecessary. The ”problem” must be easy to understand. Our clients are not experts in our area of ​​expertise. If they had been, they would have been competitors, not customers. To reach customers, we need to be ”idiot proof”, ie. so clear that anyone will understand what kind of problem we can solve.

2. Which customers are suffering most from the problem?
With this issue, we present our list of customer leads from the right angle. The companies that are suffering most from the problems that we can solve, is most likely to become our customers. Another trap we can avoid by answering this question is the assumption  ”every company suffers from the problems that we solve.”It's possible, but it's hard to know where to start. Focus by starting with those who ”suffer the most.”The purpose of the question is to get an appraisal of the company that allows you to look for them in your customer database, in the yellow pages or in other files.

3. What impact can the problem create for the customer? (Economically? Productivity? Image?)
The aim is to fundamentally understand the customer's needs. Have we managed to formulate possible consequences, we have thought far enough. There should be at least one clear consequence per company on the list.
When you find what consequences the unsolved problem will have on the client, you will also know what arguments you can use to sell your solution to them.


4.
Who in the company has the greatest interest in solving the problem and can make the decision to buy a solution?
The aim is to have a person’s title or for a person in charge you can ask for when you call the company switchboard;”I'm looking for the finance manager” or ”I'm looking for the person responsible for the canteen”.
With the help of these questions, you'll get:
• A clear picture of what you are really selling.
• A list of ten companies that should be interested to meet you.
• Good arguments for why every business should be interested in your needs.
• Designated contacts that should be in favor of you calling them.





About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.