How do you grow your customer base?

I get to understand my clients by having an end in mind plan where l want to understand my Client at the end of a meeting. I structure the conversations to understand the current operational issues, evidence and impact on the business. I then share potential areas of value-add based on previous experiences. This also then allows an opportunity to present what l know and then work on meeting a criteria as a viable working partner.

To grow your customer base, start by deeply understanding your customers' needs and perceptions. Use surveys, interviews, reviews, social media, and analytics to gather feedback. For example, in the automotive retail industry, customers often prioritize fuel efficiency, advanced technology, excellent post-purchase service, etc. By tailoring your products, marketing, and customer interactions to these preferences, you can enhance satisfaction and build loyalty. When customers feel understood and valued, they become your best advocates, driving organic growth.

I believe in listening to understand customer needs. Provide excellent service, delivering beyond expectation and encourage customer advocacy. Making sure that support is available for the client.

Growing your customer base by building relationships and trust should be looked at from a hybrid mindset. Make it a point to attend your industry’s top conferences in-person. In-person networking is the key. It goes beyond just showing up. In my experience, to get the most out of in-person conferences and events, you must prepare. Map out conference attendees. Request to Connect on Linkedin. Creating strong connections with professionals goes beyond skimming a profile summary. Get interested in people, and their interests. Professionals are people. Creating warm leads is good business, and allows an individual to bring their authentic self and have something interesting to give. Be vulnerable. Be open to receive help.

Building relationships and trust is key in a growing your customer base. I always make sure l communicate regularly with customers and transparency has always been a key factor in building strong relationships. Ready to assist and even remembering client's birthday or anniversary can create an emotional connection. I have had super users who refer me when they move to other organizations and also appreciating the work l would have delivered on finalized projects.

Building relationships and trust is key to growing your customer base. Communicate regularly and transparently, show appreciation, seek and act on feedback, foster community, and be honest. In the automotive retail industry, trust can be built through transparent pricing, free maintenance workshops, and personalized follow-ups. For example, hosting events to educate customers about their vehicles creates a sense of belonging. When customers feel valued and connected, they become loyal advocates, driving growth through heartfelt recommendations.

I have had great referrals over the years with clients within the same industry in different countries. Also, by creating platforms where we showcase the solutions and bringing people together on learn shops. Creating rewards in completing surveys. Also creating testimonial videos to put on our website and social media.

Over the years l have used the likes of LinkedIn Sales Navigator, Survey monkey, Rocket Reach and Salesforce to grow visibility. Also engaging with marketing organizations that can help in reaching out to more potential clients. Creating events that clients can attend on a specific product or topic that speaks to their industry or pain points that can be addressed.

Over the years l have nurtured and converted my leads by following through and speaking to a decision maker is key. Also making sure that is it the right time to engage and if there is available budget that will allow you to close a sale with your lead. Salesforce always will be one product that works for me. It is a great CRM.

Nurturing and converting leads is key to growing your customer base. Use CRMs to manage and score leads based on profiles, engagement, and external factors. High-intent leads might request test drives, while low-intent leads may browse or sign up for newsletters. In automotive retail, offer virtual test drives, personalized videos, and exclusive tips to high-intent leads, while nurturing low-intent leads with valuable content like car care advice. These tailored strategies build trust, keep leads engaged, and guide them towards making a purchase.

Tenacity and determination is key. Always never giving up has been one of my drivers over the years. Rejection is quite big in sales and you have to always focus on the positive side that days are different and always count on the WINS.