You may be a small business, but your ambitions are anything but that. You want to help people solve a problem they’re facing and improve their lives. You want to accelerate your growth but not by being overly aggressive but through adding value. Still, how can you compete with the big wolves in the industry and grow your customer base?
Whether you’re a landscaper, a small business coach or a law firm, here are five clever lead generation tactics.
1. Build a Strong Online Presence
What’s the first thing you do when you need a locksmith to fix your home’s door? Most probably, you hop onto Google and look for the best services in your local area. That’s also what your prospects are doing when they need your products or services.
But, here’s the thing: it’s not enough to just build your website and create your social media profiles. If you want to build an identity which appeals to your target audience, you need to be regularly active.
More than anything, you need to focus on creating high-quality content that stands out from what is offered by your competitors. Providing useful and exciting information that focuses on your customers’ needs is the key to getting them “addicted” to your products.
Make sure that your site and social media presence are up to date and true to your brand. Don’t forget to create a landing page for any marketing campaign that you create.
2. Create Powerful Partnerships
You want to help your prospects live a better life, but let’s face it, you can’t cover all of their needs. That’s where strategic partnerships can help your small business stand out. Whether you are partnering with companies within the industry or with other types of businesses, this approach is an excellent way to achieve growth.
Sending prospects to your collaborators whenever you can’t fulfill their requests shows them that you are more interested in solving their problems than getting their money. This lead generation tactic builds trust and loyalty and increases the chances of prospects turning to your small business if they stumble upon a problem they think you can address.
3. Keep in Touch with Your Customers
When customers are satisfied with your products or services, they are more inclined to refer your small business to others within their social network. Friends or not, people trust others’ opinions more than anything you can write on your website. The social proof your current buyers provide can have a significant impact on a prospect’s decision making when selecting a service provider.
The secret to keeping your customers happy is to keep the lines of communication open, even after a purchase is complete. For example, contact them within a week after a purchase and ask them to rate their experience. Even if they ignore your message, this tactic is an excellent way to keep your brand at the top of their minds.
4. Prove You Are an Expert in Your Niche
Let’s be honest, as much as you would like to think that your business is unique, there probably are a number of other companies which offer the same services or products.
So, how can you stand apart, clever marketing, stellar customer service, and excellent SE?
Yes, of course, but there’s one more thing. It doesn’t matter how compelling your marketing message is or how well you’ve optimized your website; people will always choose the businesses that they perceive as most knowledgeable. In other words, you need to demonstrate that you are an expert in your market segment. Share your knowledge online and offline by speaking at events, hosting seminars, presenting insights on your company’s blog, and so on. That will show prospects you understand the industry and its challenges and that you have the right skills to address them.
5. Put Yourself in Your Audience’s Shoes
No matter how much data you’ve gathered about your target audience, if you can’t understand what drives them, then you’re not doing your job right. Put yourself in their shoes and judge your services/products from their perspective. What would motivate them to purchase your product? Who is most likely to make this decision? How are they going to use it?
It’s easier to grow a business when you know exactly how your customers feel about the things you do. That allows you to focus your lead generation efforts and reach out to your audience with the right message.
When you’re a small business, lead generation often seems like a mammoth task. But, with the right tools, approach, and mindset, you can tackle this challenge and speed up your growth.