How to Make it Easy for New Clients to Find and Work With You

As advances in technology propel us rapidly into the future, the ways we interact with our clients must evolve and adapt in order to keep up. The methods of the past are no longer enough. Businesses need to find ways to stay ahead of the competition and shifts in the industry. Sales and marketing departments have to make room and incorporate the new methods that customers and consumers prefer in today’s world of instant gratification. 

Review websites, internet research, trial periods and social media platforms have nearly replaced snail mail and email campaigns, commercials, and impulse purchase profitability. Today, your customers, new and old, would like to see confirmation from individuals like them that what you’re selling is worth paying for. They want to see positive real-life customer experiences, brand loyalty, clear visions, and reputable companies. 

So, how do we keep up rather than falling behind? How do we anticipate where marketing and industry conversations are going in the areas of sales and marketing so we can craft our messages accordingly? We take advantage of every resource we have at hand and we adapt rather than resist:

Offer materials that supplement their research 

The good news is that new buyers are already searching for what you have to offer, but the tricky part is getting your information to them in a way that says “we have what you need and we deliver it in a way that’s better than all of our competitors.” In order to craft your message to be appealing to new buyers, consider providing them with some evidence to guide their decision. 

Testimonials, reviews, and stories from your existing customers will invoke confidence in your brand and products or services. A consumer review survey showed that 88 percent of individuals will read reviews to determine the quality of a business and an equal 88 percent trust online reviews as much as personal recommendations. Essentially, nine out of ten potential new buyers will be looking for these reviews anyway, so why not provide them first? 

You can also include praise from happy employees to show that this a mutually beneficial relationship, case studies (if they’re available), and videos. Use your company’s LinkedIn page to quickly and efficiently share this information with potential buyers all over the world. 

Providing this information for them can take a lot of the guesswork out of their search and that can be incredibly valuable. One of the most important things you can do in business is to demonstrate a strong knowledge of your industry. You’ll stand out as the company that went above and beyond, offered a solution, and personalized the process. Show them that real people are choosing your company above all others, and they’ll likely follow suit. 

Streamline the buying process for them

Providing evidence that eliminates steps in the research process for new buyers is a great start in building relationships and keeping the conversation going. Giving them access to relevant content in your brand’s community and telemarketing support can help build meaningful and profitable relationships. Many new buyers are simply searching for an easier process, so it’s important to streamline in any way that you can. 

If possible, offer demos/trial periods, samples, or deals that will solidify the stories, reviews, and case studies you provided them with. Initiatives like these are enticing and will make your new buyers feel like they have nothing to lose by giving you a chance. They’ll also make it easier for new buyers to calculate their ROI, a major component of any purchasing decision. Your marketing initiatives will be much more successful if you can streamline the buying journey for new individuals and give them physical evidence that you can fully meet their needs. 

Providing clear, helpful, and fast information is another step in the streamlining process. If potential buyers can label you as “helpful”, you’ll stand out from the competition. Quick responses and transparent communications will work wonders for your company in terms of marketing solutions. Many companies are looking out for their bottom line rather than their audience’s needs, and new buyers will recognize the difference immediately. For a further look into how to guide clients to you and your business take a look at our previous article:

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Kim has attracted an audience of over 235,000 professionals from around the globe on LinkedIn and is the CEO of Linkability, Inc. She is a dynamic Entrepreneur, Global Business Communications authority, and three-time business founder. Linkability is a strategy and consulting firm that provides world-class Intrepreneurs, Entrepreneurs, and organizations with consulting, services, and products that helps to grow robust networks and drive tangible results in sales, marketing, and thought leadership positioning.

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