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The best sources of free business

Updated on May 3, 2013

New business

new business
new business

How to get new business at no cost

Companies often pay significant money for marketing and advertising to get new business, and many of these methods do pay off. However, it is important to also employ tried and true methods along the way to get new business at no cost.

Solicit your existing customer base. None of your previous customers will see you or your company as an unwanted cold call. They will remember you as well as your business, probably both. Most will welcome your call and appreciate your efforts. There will always be a high probability of obtaining new business if you solicit your old customers first. It is the easiest and one of the most successful methods.

Ask your customers what has been going on in their business and what have they been trying trying to accomplish in recent times. If you have a sincere and informal sounding approach, they will often gladly tell you what their short and medium term goals are.

The next technique is to then really listen. Listen intently to what they really want to do, while at the same time thinking about how your products and services will help get them there.

Then describe to them how your services really will help them get this accomplished. Do not oversell. Sell only what they will really need. Customers quickly realize if you are trying to sell them products they do not need. If they took the time to tell you their situation and you try to sell them products they don't need, you will lose a lot of credibility. If you would like to sell them 3 products or services and you realize they only need 2, sell only 2. The customer will feel that you are truly looking out for them. They will be more likely to take the products you are offering and come back to you later. They will consider you an honest broker.

Ask for the business. If your customer has told you what will further their business and you know that certain products of yours will really help them, don't wait for them to confirm to you they agree. Proceed on with the implementation of providing your product or service to them.

After you have fully completed business with your customer, ask them for referrals. Wait a few days and call them to check in on them after the transaction is completed. When a customer is happy with something you have handled for them, they will almost always say something at the time. Then ask the customer for any referrals or to assist you in helping someone they may know that could use your service. In most cases, at least 5% of customers, and sometimes a much higher percentage will refer others to you, depending upon the industry and how much they were helped by your product.

When the opportunity is appropriate, tell anyone you meet what you do and the services you provide. Give them a business card. Business cards are not an out of date marketing technique. No one shows a person they just met their website on their laptop or touchpad. The business card is still an effective way to pass along business information at the point of contact.

Begin an E-Mail advertising campaign. Gather E-Mail addresses anytime you receive them from customer prospects, new customers and old customers. Set up a group E-Mail list on an Excel spreadsheet and begin adding to the list of E-Mail addresses. Create spreadsheets for different categories, such as new customers, old customers and prospects. Go to your internet E-Mail service and create draft E-Mails. Then copy and paste the E-Mail addresses you have created in each of your Excel spreadsheets into each E-Mail draft. You can now create the remaining advertisement within body of the E-Mail. Once you send the E-Mails, send them to yourself also and save it to E-Mail campaigns in your E-Mail service.

You can send an E-Mail once per week to each of the recipients. Change the advertisement each time you send it out. Some weeks you can send out details of customers you have recently helped, what your company did, and how it benefited that customer's business. When prospects read this, they will compare these stories to their business and if there is a similarity, the prospect will understand how your services can help them.

Make follow up calls to the most promising prospects as you have time. Now you have created your own free and effective marketing campaign to generate sales. You have taken the E-Mail addresses received from the customer and used them to send them an advertisement. You can then call them and ask if they received your E-Mail. This is now an opportunity to have an exchange about each of your services with the prospect.

All of these techniques have a history of demonstrated success behind them. Soliciting existing customers, listening and addressing their needs, asking for the business and referrals, and building an ongoing E-Mail solicitation program are all tried, effective, and most of all, free ways to acquire new business.


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