To capture potential clients, it is not necessary to reinvent the wheel, just a good strategy is enough. You don’t need them to be complicated or expensive. In this guide, we will show how to implement these strategies in a simple and effective way.
We know that the main goal of attracting new customers is to convert them into sales, but before taking any action, we should take multiple factors into account:
- Knowing your customers: identifying the Person who will most benefit from your products or services is the basis of any sales strategy.
- Grouping: customer segmentation allows more accurate commercial and marketing actions to be established.
- Measuring: clearly establishing how many new customers you have to attract for a given period is essential to evaluate your productivity and make decisions.
- Analyzing resources: how much equipment, people, and tools are required to acquire new clients and how much money you will spend on it.
- Aligning: attracting customers is a team effort, so to develop it in the best way, there must be a sum of efforts and a clear and rapid exchange of information.
With these elements in mind, it is time to think about the main strategies to attract customers.
The best strategies to get leads
The first thing to clarify is that plans and ideas to attract customers are not the same for all companies. As for B2B, for example, 80% of buyers prefer sellers to contact them by email.
For B2C or organizations with a direct final consumer, the sales process can be more complex, since today there are many channels that converge with each other. Sometimes a client contacts a company by WhatsApp but prefers to buy directly in the store, next time they can buy through the application or on the website.
Hence, if the question is how to attract customers, the answer will vary depending on the type of the company, its size, budget, and technological and human capital, among other factors. Based on that, you can select to:
- Grow your customer base organically ─ this means creating content on platforms, blogs, and social networks to attract the attention of your future customers. The objective is to make your potential clients find your brand and click on it to later buy.
- Attract paid customers ─ this is a common way of advertising products or services, where you pay for their appearance on a particular communication channel.
Within the wide range of possibilities, and to help in decision-making in this important aspect for any company, we select 7 of the simplest strategies to get new customers:
1. Create a corporate blog
It is one of the best-known strategies to attract customers organically. A blog is the company’s way of presenting itself as a relevant solution to a problem through smart content that attracts the attention of customers and prospects.
But it’s not just about having a blog and never seeing it again. It is important to update it and, as far as possible, have a team specialized in SEO so that the content is ranked high in the search engines.
2. Social networks
What are the favorite networks of the buyer persona of our company? Answering this question is essential to attract new customers since this will allow marketing efforts to be directed towards the ideal public in a favorable space.
Besides, word of mouth that spreads on social networks is also important for raising brand awareness. 21% of people discover a new brand through comments or recommendations made about it in this type of virtual environment.
Try Leadar to discover what social platforms are most popular among your target audience. You can not only take note of the favorite spots of your customers but find out how old they are, their gender, occupation, interests, and much more. Collecting this information will allow you to create content that reaches the right target group.
3. A free sample
35% of consumers who experience a free sample or trial choose to buy. This strategy is usually used both by companies that want to publicize a certain product and by those that seek to attract new customers.
This practice is also associated with interactive web pages and landing pages which seek that the potential client leaves some personal data in exchange for relevant content they are looking for.
The first thing here is to forget about a single email sent to large numbers of people. Only 5% of sellers consider that this strategy is effective. The solution is in customization: the more personalized the emails that are sent to customers, the greater the possibility that they will be interested in the information they have just received.
This becomes possible through proper data management that allows the marketing team to build a qualified mailing list directed to the right audience.
5. Loyalty programs
Today, offering only a quality product is not enough. The customer experience goes through several factors that, in turn, influence their loyalty. According to a study, 87% of customers have stated that loyalty to a company is related to daily interaction.
Implementing loyalty programs is a strategy to attract potential customers who already have some kind of relationship with the company and to attract new ones. Some of the ideas to attract customers are exclusive offers, memberships, and discount coupons.
6. Clients as allies
We know that acquiring new clients can be up to 5 times more expensive than retaining current ones. In addition to avoiding cost overruns, the latter can be the best allies to spread the word about the company.
Why not motivate them in some way? Incentives and discounts for referring new customers to the company are simple and efficient strategies based on trust.
7. Create communities
Bringing up topics about certain goods or services that interest consumers are also an idea to attract them. Creating groups on Facebook, opening YouTube channels, and live streaming where current and relevant information is shared, are part of the strategies to capture the attention of new customers.
Companies can also choose to feed their knowledge base through customer interactions with each other. Providing spaces such as forums where customers can discuss their problems, doubts, and solutions concerning a certain product or service becomes a valuable source of information that also allows the company to recognize market trends, and customer opinions, and position itself as an expert on certain topics.