Hey there Entrepreneur,
This is Tabish and I work with entrepreneurs like you to help them scale their business.
In these extraordinary times of Covid-19 the ‘business as usual’ is all of a sudden not an option.
Every single resource must be utilised very judiciously and every single rupee that can be saved is a blessing.
Generating qualified leads for Sales is a dedicated Marketing function, but not every business can afford this for now. But we are still up against the wall to have to generate much more leads than ever before.
Attempting the scatter-gun approach around social media marketing, networking, telemarketing and PPC is money & effort guzzling and a very small portion of it gets you real returns.
But you still need to be selling and Selling EVER MORE!
Obviously you don’t need me to tell you that without a consistent flow of fresh leads, your business is a sinking ship. But it need not be this way.
Here are 5 TIPS to get you started and start to set-up your runway :
- Choose Going Narrow Over Wide –
As a small business, there’s no point attempting to be everything and competing with everyone out there in your industry.
It’s important to go narrow and choose a SINGLE Market at a time to work on. In other words pick a specific Niche you’d like to work on.
Going narrow means you are getting ready to become a ‘leader’ in a smaller market.
Most entrepreneurs hesitate to work with a niche and feel that they will get a smaller flow of customers coming their way. But this is a false fear.
The idea is to get that same number of customers, but now much more easily.
If you focus on a Single Niche Market then :
- You get recognised as the go-to-person as you understand that market better
- You speak the same language as that market
- Your marketing can be leveraged and the same marketing message can be used again and again to create higher and deeper impressions
- You also get more business by word of mouth
- You can build repeatability in your delivery
- You need less resources to do the same work, as they remain focused and gain experience faster due to repeatability
What’s the point in saying “We develop websites and mobile apps” OR saying “We provide customised software development services” for anyone who needs it.
This only confuses the customers and gets them to consider you as one amongst the herd. They aren’t able to relate to your services.
You could choose a niche e.g. Website designer for small manufacturing companies in Mumbai, who do not have an internal marketing team. OR e.g. Website Designer for Takeaway Restaurants with multi-locations
- Choose Your Hero To Go After Carefully –
It’s very important to identify who your IDEAL customer is. Spend some time thinking through who is your ideal customer and what exactly made them buy from you. By this I mean…look closely at every single customer you already have and nail down on ONE personality that you thoroughly enjoy working with. Then write down the attributes about this person that you can call your ‘Hero’, as that’s the kind of person we want to attract again and again in your business. Remember marketing is not about reaching out to many people at a time. But it’s all about going after that…. ONE hero …MANY times over.
- Create Your Clear Marketing Message –
- Create a crisp message about “What does your business do?” Imagine as if meeting someone over a networking event. How would you go about telling him or her on what exactly your business does? Remember that you will have only a few seconds to grab the person’s attention.
To create an accurate message that is hard hitting, complete the exercise of identifying what exactly are the Fears, Frustrations, Aspirations and Goals of your Hero. Then use these to come up with your marketing message in the format :
“I help <mention hero>__ have/get/achieve <their Goal> in <X time or some measurable metric> , so they can <achieve their biggest aspiration> without <their biggest frustration>”
e.g. “I HELP Business owners of Small manufacturing companies Get 2~3 times higher leads per month, through their own professional looking website created IN 29 days, SO THEY CAN increase their income by 50k per month WITHOUT investing hours and days writing content OR having to make huge cash investments to look professional.
4) Start Conversations –
Remember conversions come from meaningful conversations, whether they are over online chat messages on LinkedIN, Facebook, Whatsapp, Emails or in person on phone. All you need is one hot lead to convert to one customer at any given point in time. So FIND and reach out to your Hero. START a conversation.
Here’s an example of how you could get started with conversations with people that can help get you some results quickly….
You : Hey <First name> What kind of Manufacturing do you do?
Hero : <Answer>
You : That’s interesting. Is this Mass production OR Jobbing?
Hero : <Answer>
You : Great. Do you have bandwidth to take up more production currently?
Hero : <Answer>
You : That’s cool. I help Business owners of Small manufacturing companies get 2~3 times higher leads per month, through their own professional looking website created IN 29 days, so you can increase your income by 50k per month, without investing hours and days writing content OR having to make huge cash investments to look professional.
Are you open to this?
Hero : <Answer>
You : Great, What’s the best email ID to reach you on to send you my
proposal?
5) Run an Email Campaign –
Research shows that email marketing is the most cost effective form of B2B lead generation. Most people have the psychology that it does not work and consumes too much time. In fact, it’s actually just the opposite.
If you build a good database comprising of purely your handpicked target heros, then reaching out to them with email is far more effective than you doing scatter-gun approach marketing and spraying your message all around with no returns.
Here’s a sample email to get you started :
Hey <First name of Hero>,
Hope you are well.
One my customers is a Manufacturing company just like yours. They just confirmed receiving 5 new leads this month from the website we built for them in 29 days flat.
We help Business owners of small manufacturing companies get 2~3 times higher leads per month, through their own professional looking website created IN 29 days, so you can increase your income by 50k per month without investing hours and days writing content OR having to make huge cash investments to look professional.
I looked at your website and am confident we could turn it around real fast so you have more leads, more income and more peace of mind.
Are you open for this?
If Yes, then let me know and I’ll send across all the details right away.
Regards,
XYZ
My client, Raghaav has generated more leads in the last two months using our simple and practical framework. He went from having a completely dry pipeline to booking an order in 20 days flat.
The tips we share are a small part of what we do at our coaching sessions.
If you’d like to take the whole framework and install in your business, then do drop an email at sameer.waghode@expandusbusinesscoaching.com with subject line as “Scale Session” and we’ll reach out to you with all the details quickly.
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