If you have a business, you know that one of the most common problems is simply finding the right customers for your products or services. I recently spoke with San Antonio resident Matt Clark about this very topic. Matt specializes in helping coaches, consultants and advisors get more leads. If you have a small business, you know the importance of finding new customers. This podcast episode provides valuable insights that will help you automate the sales process and find more qualified leads.
Matt started doing door-to-door sales and transitioned to online marketing. After some experience with online businesses, he realized there was a big need for finding new leads.
He wasn’t having any success with Facebook and the traditional routes to find new leads. He realized that LinkedIn gave him a platform to be able to just find and connect, and reach out to my ideal clients. He starts conversations and then converts them into customers.
The Key To Sales
Matt says one of the biggest challenges businesses face is “How do you get people interested in what it is that you’re doing?” You need a message that’s going to capture people and lead them to take action. Then you want to take them through a repeatable sales process. A common approach is to start off with something like a landing page where people can learn about what you do. Then people can see what connects with them and then find out more about how you can help them get results.
The best part about this approach is that it is evergreen. It doesn’t need to change. When the sales process is streamlined, businesses save yourself tons of time and even have these potential customers watch a video or take a questionnaire before anyone gets on a sales call with them. In addition, this approach provides many opportunities to scale up your business.
Finding The Ideal Client For You
Everything starts with your ideal client. Many business owners say that they have between two and four different potential ideal clients. But it is important to narrow it down to one person. One of the best questions to ask is “Who would you be willing to put time and energy and effort into to speaking with on a phone call?” The answer to this question will reveal a lot to you about what you want and value in a prospective customer. Another great question to ask is ”What are the biggest problems you can solve in the easiest way?” You want to focus on what you can do easily because that will help you scale things up and have more impact with your customers.
Matt also recommends taking a look at your previous clients. Summarize how it went in words with each of those clients. You might say, “Okay, cool. Well, you know, I’ve helped five different people. Some of them were in the same industry, some of them weren’t. But I really liked working with this person.” And you can start building a model around that specific person. You can ask questions like what industry are they in? What is their job title? What size company do they have? What is the biggest problem you can solve exceptionally well for them? Do other people have this kind of problem as well?
Once you know the answers to these questions, you keep in mind that you are focusing your attention on solving that one problem. Then you go look for more people with that problem.
Thanks so much to Matt for sharing these insights with me. I really enjoyed this conversation and found it very insightful.