Have you just got your digital marketing franchise up and running? Getting things started and bringing in the clients can be tricky at first. Here are some tips to help you with your prospecting strategies.
Prospecting should be an ongoing priority
You should prioritise prospecting on an ongoing basis – it should be part of your operations in perpetuity. Don’t prospect now in the hope that one day you will have sufficient clients not to have to worry about canvassing anymore. Set aside time every day for prospecting new clients.
Leverage social media
Social media marketing has become the frontline of digital marketing strategy. This is where you first start gathering prospects – it’s where you throw out your initial appeal to the broader public in the hopes that the right people will respond. Social medial should never be the be-all and end-all of marketing, but it is vital nonetheless. Hone your social media strategy and content to a fine point.
Focus on quality, not quantity
Focus your content marketing and SEO strategies on catching the attention of a dedicated market that really wants your clients’ products. It’s all very well to say you’ve got thousands of likes or hits, but if clients don’t see the results in sales and conversions, then it’s all for nothing.
Implement different techniques
To maximise your prospecting efforts, you should make use of as many different techniques and channels as you possibly can – preferably simultaneously. There are many different ways to access possible new customers: social media, direct mail, inbound marketing, email marketing, trade shows, and conferences, and more. Always remember to measure the results you get from each technique, so you know which ones are working for you.
Understand that prospecting is not selling
Many sales and marketing teams make the mistake of thinking that prospecting and selling are the same thing. This is not the case. Prospecting comes in advance of sales and is about opening new interactions with leads who can then be entered into the sales funnel. You can’t take a hard-sell approach to prospecting. Focus on building relationships first – the selling can come later!
Establish yourself as a thought leader
Build a reputation as the absolute authority in your field. As a recognised thought leader, you will have credibility and a strong reputation that will bring prospective clients to you. You can do this through blogging, guest articles, speaking engagements, and by being interviewed on popular podcasts aimed at your market.