How can you generate sales when you don’t have a lot of money to invest into marketing or advertising? This is a common problem for start-ups but also a pretty common problem for anyone who can’t source funding, which in our post-recession economy is quite a few of us. Personally below is the strategy I used to generate 5 clients for my digital marketing agency, although 5 clients in 6 months doesn’t sound like a lot, these are what I’d call IDEAL prospects, not the type of people that will quit after 2 months. Combine they have brought us over £6,000 in revenue so far and its only an average of 4 months into the campaigns across the 5 clients.
Step 1: Create Your Enticement.
I call it an enticement but you can call it whatever you want. I tend to shy away from using the word offer as that then relates that you are lowering your perceived value of the product or service. Anyway in my case I was offering free actionable advice, in most cases this was a quick basic audit which took me about 10 minutes to complete but to the individual it was invaluable. I also didn’t just pitch or pick and choose the information in this document. I gave away the farm. People are usually too lazy to do it for themselves so I wouldn’t worry about telling them how to fix something!
Step 2: Find A Place Where Your Prospects Hang Out.
In our example this involved me going to a popular UK small business forum, but not one that was flooded with people looking to get work. If you are going to a overcrowded area you aren’t going to get noticed. As I was looking to connect with businesses, mainly local ones this was the perfect place, but if you are not the online business type, then you can do this physically as well, you just need to know where your potential prospects will be. For example if you are in the fitness industry you’d probably be looking in gyms, create a list of gyms that might be interested in what you are offering.
Step 3: Build a Connection.
This is probably the most important step. If you are just looking to pitch your business constantly people will get bored and defensive very quickly and just turn off to whatever you are trying to promote. If you instead start by building a connection with an individual, talking to them about what they are struggling with and then explaining how things actually work, again don’t pitch. Just give away the farm!
Step 4: Create an unrefusable offer.
The hardest dollar to make is the first, this is the same for all potential clients. I don’t recommend ever offering something 100% free but you can offer a subscription for £10 in the first month and you provide extreme value in that time then you will have a much higher conversion rate as opposed to the “Pay me £500 now” and you will rank.
I hope you enjoyed the post and took something from it as well, remember to go and take action now!!