I got my first client by Cold Calling and working for him for FREE, however as a sign of gratitude, he paid me. That is when I started consulting. This is a story of most founders and entrepreneurs.
You have started your business or planning to start one and have an idea but don’t know how or why you will get business then you are at the right place.
This guide is best suited if you are
A freelancer just starting out
An entrepreneur looking for Lead Generation techniques
Small business owners struggling to find new clients while working on your project
Lets get started..
Contents
Foundation for any Business
Leverage Online Platforms
Existing Client Network
Offline Networking
Partnership Opportunities
Foundation for any Business
Before you start reaching out to clients, you must be ready with some basic things. No building will be ready without its foundation.
This Foundation will help you service the client when they reach out to you and you are ready.
The basic Building Blocks of this foundation are
- What is your Offering?
- Portfolio Website
- Are you ready for Business?
1. What is your Offering?
The 1st Building block of any business is your Offering. What do you offer in return of money? Is it a Service? or is it a Product? Remember, all products are services too. What is it that is unique about what you are offering?
Are you Faster? Cheaper? or more Quality than your competitors?
This bit of market research or initial thought is mandatory for anyone starting a Business or wanting to attract customers.
2. Portfolio Website
A Portfolio Website will help you showcase to the world what it is that you are offering. A Website acts like a Resume for a job. Everyone who will give you a job will ask for your Website Link.
Here are some things that are essential for your Website
a. Contact Number
b. Call to action
c. Track record
d. Other things
a. Contact Number
It is essential for anyone who wants to reach out to you to have a Phone number to call to.
b. Call to action
Commonly called CTA, it is essential for your Website to have a call to action. What must the customer do next? After looking at your Website? Buy a Product? Call you? Call for a Quote? Generate a quote automatically etc.
c. Track Record
Every potential client will want to see your past Track record in order to trust you enough to give business and trust you enough to be comfortable to know that a task will be completed. It acts like a Testimonial and a Proof of credibility.
d. Other things
There are some other things which matter in this day and age. Things like SSL or HTTPS enabled Website, Fast loading Website, No Broken Links or buttons in the Website etc. All these act as a badge of credibility.
3. Are you Ready for Business?
What if right now, a customer calls you? He is ready to give you money, can you deliver?
There are some things which are essential to check if you are ready for Business
a. Quote Ready
b. Invoice Ready
c. Payment Ready
d. Execution Ready
a. Quote Ready
Can you send the quote to a potential customer when he makes a query within a span of seconds? Or does it take a day? Is it even ready or you must go and start making a document?
This process is a little different for different Businesses, we suggest to figure it out right away. But Tally is a Solution for all Businesses for Accounting
b. Invoice Ready
Suppose your customer accepts the Quote. Do you have the automation to send Invoices on the go? Or should you wait for your accountant to send a Tally Invoice? Or are you yet to figure out the Invoice process?
We suggest Zoho Books where you can send Invoices on the go to emails directly
c. Payment Ready
What if the customer wants to pay right now? Do you have a Payment link setup to send right away? Or should you setup a Payment Gateway? Or do you still not have a separate Bank account?
We suggest Razorpay where you can setup an easy Payment Gateway.
d. Execution Ready
You can ignore all the other things but if you don’t have this ready, you don’t have a Business. Get ready to execute any new Business you get
Leverage Online Platforms
It is necessary to Leverage Online Platforms to your success. Here are some essential things.
It is suggested to focus on any one Platform at first. As it will be a waste of time if you focus on all at once.
1. Google
Why does everyone say Google it? Because it works. Anyone who searches for your Business will Google it first. Here are some of the things you must take care of
a. Google My Business
b. Google Search Console
c. Google SEO
a. Google My Business
This is essential for any Business as it helps you gather Reviews and it is the page you see on the right when you search for any Business. Do it ASAP here if you haven’t done it yet. Set it up such that you can share the link quickly if someone wants to give a review etc.
b. Google Search Console
It is here that you can track your Website Traffic from Google Organic Search. Set it up here if you haven’t. This will help you analyze and make strategies for your future Google Growth.
c. Google SEO
This is a Long Term strategy to come up on Top on Google. This takes work. You will figure it out once you are in this space.
2. LinkedIn
What better place to Network than LinkedIn – the place for Professionals. Create an account on LinkedIn and start socializing with Friends and Colleagues. It is the only way to stand apart.
Be regular and keep posting. Once you are seen, you will get Business.
Some Key things
a. LinkedIn Business Page
b. Use connections wisely
3. Whatsapp
Who does not use Whatsapp nowadays, use it. SMS is no longer there.
Here are some advanced things you can do with Whatsapp
a. Whatsapp Business Account
b. Whatsapp Product Catalogue
c. Whatsapp Auto Reply
d. Whatsapp Broadcast message
a. Whatsapp Business Account
Download the Whatsapp Business app here. It has a lot more features than you know. Including Analytics and an ability to Showcase Products.
b. Whatsapp Product Catalogue
Once you setup Whatsapp Business, you can put your Products you sell on Whatsapp. This allows anyone who sees your Profile to directly enquire or buy from you. You can share product links easily as well.
c. Whatsapp Auto Reply
You can optionally setup Whatsapp Auto replies for anyone who enquires about your Business
d. Whatsapp Broadcast message
This is another feature where you can broadcast the same message to multiple people. Pretty useful
Existing Client Network
This is one channel that should not be ignored. Existing clients already are giving you Business. Nothing is stopping them from giving more to you.
It is seven times more expensive to acquire new customers than to retain existing clients.
Once you are catering to their requirement properly, the Word of Mouth referrals are the most lucrative.
- Power of Word of Mouth
- Ask Existing Clients for Testimonials
- Ask Existing Clients for Referrals
1. Power of Word of Mouth
Word-of-mouth can be defined as a form of communication among consumers based on their personal experiences and impressions of a product or service. This process can be the most powerful information source since it involves friends and family members, typically viewed as trust-able people.
2. Ask existing clients for Testimonials
It can be Video testimonials or Google Reviews. It can be used anywhere to portray what you can do to a prospective new Client
3. Ask existing clients for referrals
Referrals helps businesses grow. You can ask existing clients for referrals and sometimes even give them incentives like discounts etc. This will help them be a loyal customer as well as become an avid advocate of your Business.
Offline Networking
There is nothing better than an Offline one to one bond. It acts as a symbiotic relationship where 2 people exchange ideas or business or just fun stories.
Here are some ways
- Functions or Events
- Formal Networks
- 121 Introductions
1. Functions or Events
It is easiest ways of Networking. There is no place better than an event where many people of almost same interest levels who meet together at a particular time.
Here are some ways to make the best out of it
a. Business Cards
b. 30 second pitch
a. Business Cards
Business cards are still the way traditional Businessmen network. You can always give your Business card at an event or function and someday, you won’t know, someone will call you referring that Business Card
b. 30 second pitch
You have exactly 30 seconds to make an impression on someone. Be ready to tell them What you do within 30 seconds if they ask you, so… What do you do?
Being Visible is being profitable. Once people know what you do, only then can they refer you Business.
2. Formal Networks
There are other Formal Networks which you can join in order to grow your Business
Here are some famous ones.
a. BNI – Business Network International
b. Chamber of Commerce
c. Rotary, CoffeeMug etc.
a. BNI
BNI is the biggest referral organization in the world. You can find local chapters nearest to you here. BNI is one of the best forms of Networking. Do join a chapter if you get a chance.
b. Chamber of Commerce
Every state has a local Chamber of Commerce. It is also one of the best forms of Networking
c. Other Networks
Rotary, Entrepreneurs Organization are some of the others which are pretty good as well. Recently I came across a beautiful app called CoffeeMug. Do have a look. Its great.
3. 121 Introductions
Nothing is better than a 121 introduction. Where someone introduces both of you and your client to you. This is the part and parcel of Networking. Some people call it Influencing. But this is the most pure form of Networking.
Remember to Exchange Business cards and get to know each other.
Partnership Opportunities
Nothing is so good as a Partnership. Remember, even when you employ someone, you are partnering with them to render a service.
Here are some strategies
- Reach out to non-competing partners
1. Non competing partners
Most Beginners think everyone is competition. No. You can always Collaborate. The more niche field you are in, you will need help of complementing businesses to grow yours. There can never be 1 winner. It is always a team effort. Be grateful to everyone who is a part of your success today and those who helped you become who you are today.
How do you search for partners?
Just like you search yourself. All forms of media, Google, Facebook, etc. And go find your partner. Almost all the steps outlined on top can be used to reach out to someone.
This is not an exhaustive guide. But hope you found it useful.
Regards,
