How small businesses can generate new clients

If you are sitting and waiting for new clients to knock on your door, then you are in for a long wait. As with any business you need to make yourself known, let people know you are there and generate more customers. At the end of the day the crux of any business is to generate new client leads. As well as bringing in the money, new clients’ help a business develop, improve and remain competitive.

To get you started, here’s a list of things you can try to get your company name out there:

Word of mouth

• Word of mouth is one of the best forms of advertising. People are more likely to use a company who has been recommended to them by family or friends
• Email all your friends and family about your business and ask them to spread the word

Existing clients

• Get feedback from existing clients
• Get in contact with existing clients about any new services/products you have
• Contact existing clients who you haven’t heard from in a while and see whether they need your services/products – never forget the clients you already have
• Ask your clients for referrals
• Send out promotions with your invoices

First contact!

• Research businesses you would like to target and cold call them
• Send promotional material to potential clients

Networking

• Attend industry events, conferences and exhibitions
• Go to events in your clients industry
• Carry out a talk, seminar or webinar
• Sponsor an event
• Do some work for a charitable organisation that has links to your clients industry
• Always be ready to tell people what you do and have your business card ready

Promotion, promotion, promotion!

• Place an ad in relevant publications
• Set up Google Adwords
• Get listed in printed and online business directories
• Take part in a trade show
• Give away branded merchandise
• Carry out a direct mail campaign
• Create leaflets and posters that you can distribute and display

Let the media work for you…

• Send a press release to relevant media (local, national, industry specific) about a new product/service
• Get mentioned on a local or national radio show
• Do something ‘quirky’ that will get your business noticed (publicity stunt)
• Pitch an article to a relevant publication

Get a website!

• A website is the most effective way to reach more potential customers
• A website has no word or space restrictions, unlike traditional advertising.  Say what you want to say, without the limitations
• A website helps your business stand out in an increasingly competitive market
• Reduce your advertising costs by putting ‘see our website for more information’
• A website never sleeps, and will continue serving your customers even after you have gone to bed!
• Use SEO techniques to help search engines find your site

Use the web

• Start a blog
• Participate in online forums
• Register with social networking sites