To keep your business healthy you need a steady flow of customers. Want to learn some interesting ways to attract more customers to your business? Follow these four steps to attract more new customers to your business.
The process begins by either choosing who it is that your existing product or service would be right for or by finding the who first and then determining what they want. Next, you find out what problems they’re having, what difficulties and challenges they face, or what they really want but have to live without. And you offer the solution to that problem, whatever it is.
a. If you’re a car dealer, the people you want to help are in need of a car but they are afraid of getting taken advantage of. They want to make sure that they get the best deal possible.
b. If you’re a marketing consultant, the people that you are going to help want to get new business and they need to know how they can do that.
c. If you are a financial planner, the people that you’re going to help want security, they want to retire wealthy, and they want to retire early. They don’t know how to accomplish these things. That’s their problem.
So you offer a very simple initial solution that only requires a small step, a small type of action with little commitment and zero risks. It’s almost like a piece of bait. It’s like saying, „I’ve got the answer to your problem — come to me and I’ll explain.”
The Captivate phase happens once you’ve gotten your prospects’ attention. They’ve asked for more information about the solution that you’re offering and you have a chance to present yourself to them. But you have to present yourself in a way that is unforgettable. You can’t just be another “me too” service or a commodity product. You’ve got to be sensational. You’ve got to be memorable. You’ve got to be unique. You must captivate your audience in order to hold their attention, arouse child-like curiosity in them, and cause them to be intrigued and to want to know more.
The Law of the Hook says that a captivated audience stays to the end.
Today’s customer is street-savvy. We’ve all heard the empty promises companies make. We’ve all read the unbelievable company mission statements, engraved on a wall plaque in a corridor or reception area somewhere, that make all kinds of attractive claims yet attract only dust and spider’s webs. If you want to stand out from the crowd, you have to walk the talk. Be honest and transparent, or they’ll know for sure. As Ralph Waldo Emerson said, „Who you are speak so loudly, I can’t hear what you’re saying.” Don’t make the mistake of not being genuine.
You invigorate your prospects by helping them understand how bad the problem actually is that they’re facing now and how wonderful the solution really could be. You must get them to visualize themselves living the dream. You need to involve their emotions in the process and help them understand the depth of their problem but also the true availability of the solution and the wonderful things that will come with the solution.
People do not buy features, they buy benefits – and emotional ones at that. So, when you get the opportunity to describe what you have to offer, the last thing to do is reel off some meaningless dialogue about your product, service or company. This is especially true if you are involved in a business that provides complex goods or services that are hard to understand.
Finally, you have to motivate your prospects to take the action you want them to take. That means you have to know ahead of time what that action should be. You can’t just arrive at the Motivate phase and not know how to proceed and let the prospect direct the transaction. With a clear vision of the desired action, you can overwhelm the prospect with benefits, bonuses, offers, and value that make doing business with you irresistible.
Remember, it’s the product/service features, tangible benefits and emotional benefit of the product or service along with the total experience of dealing with your business that keeps your brand in the mind of the customer.
If you want to promote your business, attract customers and stand out in the marketplace, you need to cut away all the parts that don’t look like your brand. Do you need help? Contact us right now!