Yes, I did just say that.
Your business will fail if you do not have a customer acquisition plan in place.
You, do not want to fail now do you?
I didn’t think so.
So, let’s layout a customer acquisition plan for your business.
Before we do that I recently wrote a blog post that may interest you as well as it relates to new customer acquisition.
Recommended Reading: New Customer Acquisition Marketing Strategy
Make sure to read this blog post from start to finish in order to get a good grasp of this plan we’re going to discuss.
Also, this post will not be as statistically driven as my other posts, but I promise you will not be disappointed.
Sound like a plan?
Wait a second.
[tweet_box design=”default” float=”none”]If you fail to plan, you plan to fail[/tweet_box]
It really is a matter of common sense as to why you need a customer acquisition plan in place for your business.
So, here goes.
We have 2 parts to this plan.
New customer acquisition face-to-face
So, this is what we call selling. Ah selling. That dreaded term where you’re trying to force your products/services down your prospective customers throat.
This is where you smooth talk your prospects into buying your products/services.
Selling is all about finding out the needs of your prospect, when they’re kind enough to schedule a meeting to sit down and talk with you face-to-face.
This customer acquisition strategy has 4 parts to it.
- Opening statement.
- Asking lots of open-ended questions.
- Providing proof on how your product/service solves their problem.
- Close. Ask for the business.
[tweet_box design=”default” float=”none”]If you don’t ask for the business, someone else will.[/tweet_box]
So, what will this look like?
We’ll go over that right now.
Are you ready?
- Opening statement
What is it?
It is essentially why they’re meeting with you. Now you need to give them a reason to listen to you in the time you have together.
Thank you Mr. Smith for taking the time to meet with me today. As I mentioned over the phone I can help you increase your bottom line by 20%, by showing you a customer acquisition marketing strategy that dozens of my clients have implemented in their businesses.
How does that sound?
The opening statement needs to get and hold their attention.
If I used that opening statement would I have your attention?
I most certainly would.
You would be foolish not to listen to what I have to say.
Wouldn’t you agree?
- Ask lots of open-ended questions
You need to do this to uncover their needs. Every prospect has a need, and your job by asking open-ended questions is to find out what that need is.
To clarify an open-ended question is where you want a response other than a simple yes or no.
Do you follow?
- Tell me about your current customer acquisition marketing strategy?
- Explain your customer acquisition process?
- With respect to your customer acquisition strategy, walk me through how it works?
By asking these types of questions you will uncover the needs of your prospect.
After you uncover the needs you’ll know exactly how your product/service will meet that need.
The 3rd part in this customer acquisition process.
- Providing proof on how your product/service solves their problem
This is where you give your prospect the information supporting why your product/service satisfies their need.
You provide references to other clients, who are similar and give the reasons as to why they should do business with you.
The 4th and final part of new customer acquisition in a face-to-face setting
- Close. Ask for the business.
If you’ve done all 3 of the other parts well, this will be the easiest part.
Depending on the situation, the prospect may close you and give you the business without, you having to ask for it.
That’s if you’re really dialed in to that prospect and what their needs truly are and solved them easily and succinctly.
Are you picking up what I am putting down so far?
That’s how new customer acquisition face-to-face works.
Can you see how this customer acquisition process can work in your business?
If you follow this simple 4-step process you will get results.
I promise you that. You can take it to the bank!
Customer acquisition strategy over the phone and video – Skype
First, we’re going to talk about your customer acquisition strategy when using Skype.
In addition to incorporating all aspects of the 4-step process we just discussed above, you’ll need to employ one more tactic to maximize your return-on-investment.
What is it?
Yes, really. I am dead serious.
55% of all communication is body language.
So, that means a majority of one’s communication is not coming out of your mouth.
That’s why paying attention to body language while Skyping with your prospects is critical to your customer acquisition efforts.
So, what do you look for?
- Is your prospect smiling?
- Are they nodding in agreement with what you’re saying?
- Does your prospect appear energetic?
- Are they excited to the point they seem like they’re going to come through the screen?
These are all body language signs that point to the prospect being engaged with you and your conversation, thus a good possibility to become your customer.
What are some signs that point to a prospect not being engaged with you and your conversation.
- Not smiling
- Arms crossed
- No head nodding or acknowledging they’re following along with you.
If any of the 4 signs above are present at any time during your Skype session may mean, your prospect has tuned you out and can’t wait to be done with the conversation.
As a result there is a 99.9% chance that they will not buy anything from you at this time or possibly in the near future.
Do you follow?
Does that make sense?
So, how can you tell that your prospect is engaged with you on the phone?
What is their tone?
Is it excitable?
Do they sound like they’re smiling through the phone?
Are they upbeat? Animated?
If your prospect is exhibiting all four of those characteristics, then chances are they’re listening to every word your saying. Likely increasing your chances of them becoming a customer.
What do you think?
If your prospect that you’re talking to on the phone exhibits the opposite of what was just mentioned, then they’re not following along with you and are not engaged.
What does that mean?
That particular prospect is not likely to become a customer of yours anytime soon.
If you follow these 2 parts we discussed your
Customer acquisition process and customer acquisition marketing
will produce results that will explode your business.
What do you think about that?
Do you have a customer acquisition plan in place for your business?
Is that plan working?
If you could improve that plan would you?
If you’re answering “Yes” to all of these questions then my hats off to you. Business must be awesome!
Otherwise you and I should talk. Let’s see how I can get you to where you want to be.