Where Are Your Clients Hiding?
It’s a question that many exasperated B2B business owners have asked before. When you’re taking advantage of all the lead generation strategies available, but it just doesn’t seem to be enough, what are you to do? If you can’t seem to find clients anywhere, perhaps you’re just not looking in the right places. Here are a few sources that you should consider, instead.
If you’re not taking your business to trade shows, conferences, and networking events yet, you should be. Not only is a great way to establish your brand and give yourself some market presence, but they are also ways to find your potential clients. Most business events will publish lists of attendees, and you might find others following and participating in their social media campaigns and hashtags. What better place to do your research on businesses relevant to your business, so you can find some email addresses or phone numbers to get in touch with?
Of course, events are a great place to build a business network, as well. As are social media channels, cause marketing opportunities, and even your own blog. But the best way to get their attention isn’t to rush into a sales pitch but to generate a conversation or add to an existing one. Show some thought leadership and offer a few nuggets of free insight to show your value. Slip in what you do for a living and give them the opportunity to communicate that they’re aware of a problem that your services can fix and build it from there.
Looking for services
Sometimes, it really can be quite as simple as making it clear that you have services to sell and clients making it clear they’re willing to pay for them. Creating organic marketing channels through SEO and content marketing can cast a net for those actively looking for what you provide. However, another unexpected source of clients for some is the public sector. Find a good place to source government contracts and, depending on your industry, you could find a wealth of opportunities. Filling in applications might be a little different to how you usually do business but if you get the hang of it, it could be an entirely separate source of leads that isn’t as affected by shifts in the market as you other strategies. A little diversification goes a long way to protect your business.
Your expertise and insight are valuable marketing tools, but you may be surprised by where you can use them to great effect. There are online sites like Quora where people ask questions and await experts for answers. Not only can you build your brand as one of those experts, but you could even turn Quora into a leads building machine if you learn how to use it.
It’s too early to throw in the towel just yet. The tips above will give you not only examples but, hopefully, some inspiration on places you might not have thought to look for clients yet. They’re out there, they just might not be in the most expected of places.