Over the past ten years, inbound marketing has proven its effectiveness in finding leads, attracting customers, and helping people achieve their business goals.
Inbound marketing is a comprehensive data approach through which you need to take care of your website’s content, attract buyers to read and research online products/services, and then convert them.
But what if you don’t have a marketing department or your marketing team has never practiced inbound marketing? What if you have to find customers by yourself?
Many sales professionals do not have a marketing team behind their support to have a stable source of inbound leads, but they still have to meet their goals. Here are some ways you can get inbound leads by yourself.
How do I find customers?
- Use social media to find people needing help.
- Post a blog post on LinkedIn covering a 15-minute consultation package for audiences in need
- Get existing customers to refer new customers (referrals)
- Search for customers from the personal network
- Attend networking events
- Reconnect with past closing / rejecting clients
- Implement email chains
- Write blogs
A lot of successful salespeople practiced different techniques based on the above suggestions. They know that sales are about consulting the audience based on their problems, not merely closing.
Let your audience determine the conversion process’s speed and give them the information and advice they need. This way of building trust makes deal-closing easier and safer. Here are the specific practical ways to find customers that you can use.
How to find potential customers for yourself
1. Use social media to find out who needs help
Many B2B salespeople are located on LinkedIn, but it’s unlikely they know how to use this channel effectively to top-of-the-funnel. Every salesperson desires to find a way to create a high-value connection without too much effort, and social media is a great way to do it.
A few quick tips to make your LinkedIn look professional:
- Post a relevant picture of who you are and what you’re working on professionally.
- Try to connect with as many people as possible. The more connections you have, the more comprehensive your coverage will be.
- Post in the “Share an Update” section that you are looking for and want to help an audience with a particular problem. Example: We are looking to cooperate with three companies in the beauty industry before September 10, 2021, with priority given to those looking to expand in the Brisbane area.
- Take three recommendations from existing customers of the excellent service you have ever provided to create confidence in the value, professionalism, and effectiveness of the product you deliver.
- Try extending your professional branding to sites like Facebook for Business, Twitter, and Snapchat, though your workload will likely increase.
2. Post a blog post on LinkedIn with the content on a 15-minute consultation package for audiences in need
Many people think of the blog as a dry college thesis - and using it to connect with the crowd is something everyone hates and dreads.
But in essence, a blog is just a conversation, and a simple topic blog can revolve around answering general questions about the products you get every day, such as “The Handbook [Common Business Challenges] for beginners” and “X things you need to know about [starting a business in Australia].”
3. Make existing customers refer new customers (referrals)
The referrals work, everyone agrees, but for some reason, it’s challenging to implement effectively. You can follow the seven steps below to start getting your referrals:
- Check with the account manager if the customer is delighted (if they don’t, place a call for them to see if you can fix this and make things better).
- Contact customers by phone and email to ask if they’re available for a 10-minute call.
- Thank the customer for using your service, explain that you value the relationship and want it to be valuable to the customer.
- Ask them if any contacts or companies they think are interested in your service.
- Get the contact’s name, phone number, email, and why the customer thinks this contact is right for your company.
- Ask if they can send you an email with a quick introduction to you.
- Better yet: If possible, send them a thank you card or a small thank you card for their referral help. Just a small act brings excellent meaning.
4. Find customers from the personal network
In today’s busy world, you’ll have yoga friends, coworkers, neighbors, etc. - they’re in separate compartments that are unrelated to each other. The key is straightforward - if you can share the business with them, let those you know, know the potential audience you are looking for. Define the type of company you need (size, number of employees, revenue, location, etc.) and send them an email so they can forward and help you establish relationships.
Of course, a mix of personal and work relationships needs to be productive and based on mutual respect - but it’s still a great way to expand your coverage.
5. Attend networking events
Attending these events should be part of your routine, as it is a great way to develop coverage and offer lots of potential collaborations.
Here are four basic ways you need to apply before going to a networking event:
- Networking is simply a fun session. Don’t take it too seriously!
- Showing an attitude of always wanting to share and help others is a plus.
- Always carry business cards.
- Offer to connect on LinkedIn every time you are near someone.
6. Reconnect with clients who have filed/declined applications
Some businesses already know about your product. They may have seen a demo of the product or received a telephone consultation, but they are not interested in buying at that time.
Contact them every six months. Ask if their priorities have changed, if their business and goals have stabilized, and the challenges they face.
Invest in marketing to such audiences because they have more information than brand new leads. Create the right email stream for them, send them blog posts that interest them, and stay in touch with the individual.
You cannot tell when an audience changes in business and whose budget or business needs your solution. By being prepared, you will always be the first to come to mind.
7. Deploy email chains
To send out a successful email thread, you must have a clear goal for each audience. For example:
- Identify their pain points
- Explain the meaningful message about your product/service
- Mention the name of a large customer who has used the product/service
- Cultivate the message you want to convey
- Attach more message about the product
- Reach them one last time
Deploy a comprehensive, purposeful email chain and measure how effective it is for you.
8. Write blogs
Have you started writing blogs yet? It would help if you started right from what you specialize in and knowledgeable about.
It could be optimizing your sales, referral marketing, or about your products/services - but whatever you do, start writing, and share them on your company blog, the profile page, and social media channels.
Becoming an expert in your field is essential in this era. It not only demonstrates your expertise but also gives information and knowledge to your audience.