Business Hacks: A Guide for Start-ups and Entrepreneurs by Leong Andrew & Rice Jamie

Author:Leong, Andrew & Rice, Jamie [Leong, Andrew]
Language: eng
Format: azw3
Publisher: Stratham Richmond Publishing
Published: 2015-06-12T04:00:00+00:00

FINDING CLIENTS

In order for you to sell your products you’ll have to find clients to sell to. This is harder than it sounds, because not everyone is a client and it’ll be a specific person within a company. Therefore, you’ll need to know that a company exists and the right person within the company. In this section we’ll look at ways to find clients.

DRIVE ROUND

After visiting clients, take some time to drive round the area and look at surrounding companies. There could be other companies worth marketing. Look out for commercial vehicles and advertising boards for any companies that may need your services. If you’re driving, have a colleague, friend or family member write down the names for you. If you’re alone, use an audio recording device such as a Dictaphone and say the names of the companies. Many mobile telephones now have a recording facility. When you get back to the office you can use the Internet to find the contact details of any potential clients within those companies. If you’re in a situation where you can’t do a drive round, use Google Maps street view to do a virtual drive round.

BUSINESS DIRECTORIES

Check business directories both online and offline for companies that could use your services. When working a particular area, we like to get a list of all companies in that area and go through each one to see if they’re worth putting on our marketing list.

LINKEDIN

LinkedIn is a quick and easy way to find new clients. When logged into LinkedIn, go to a search engine, such as Google, and type in: LinkedIn + Area + Job Title - (replace ‘area’ with the area you are looking to do business development in and ‘job title’ for the position that your client would hold). Then press ‘enter’. This should bring up results of people in your area with that job title.

NEWSPAPERS

Read local newspapers and online news every morning to identify any new businesses that have been set up. Reading local news is also a good way of identifying any change that is happening. The news doesn’t have to be a negative change.

WHO ELSE SHOULD YOU BE SPEAKING TO?

Depending on your services you can have multiple clients within a company, and once you have earned the trust of your client it is fine to ask:

• “Who else should I be speaking to within your company?”

You might be speaking to the top person, but the mangers below them may be in charge of their own suppliers. You might be speaking to a manager who has someone above them, or a colleague next to them who uses or needs services like yours. Keep asking questions and keep asking for things.

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