What is the best strategy to find new customers, either B2B or final customers?
We need a strategy to find new customers, either B2B or final customers. We are a creative studio with a focus on game-based content.
Ask for the business. I have to assume that you know the type of customers you are looking for, so contact them, ask them if you can stop by to show your work. When you get there, ask them for a shot. If you are after agencies or other studios, then it's easy to find those contacts online and target them with a clever email campaign, but you still have to ask for the business.
So many great comments, it took me by surprise! I'm heartily thankful to everyone of you. I'll read it a few more times, take notes and put into practice. I'll keep you updated..
Before you can develop a strategy of "getting customers" - you need to have an understanding of who your target customers are. When I look at your website it comes under "anyone" could use our products which becomes an impossible task as customers need to identify what problem your services or products solve and how will they benefit my business. Saying everything is customized is a problem long term for your business as that is hard to maintain. There needs to be some element of consistency.
When I go to your site it is a laundry list of what you "do", not what problems you solve or how for a customer to identify how it would benefit them. What industries do you focus on, what size of a customer? This is common with development or engineering firms, as your customers are not always technically savvy, so you have to educate them....whether that is through blog articles, videos...etc. Why should they buy from you versus someone else?
I have a technical background, but the average person does not understand gamification for example. You need to show you are a subject matter expert and explain how these different technologies and methodologies that you are utilizing with benefit the average business person who is buying your services. I see you do websites, video, game development...etc. It looks like you are doing everything but isn't obvious how they all work together and benefit a customer.
When we see businesses selling a lot of services and having all customized solutions, there is a bit of a red flag as this can show a lack of focus. You need some services/products in a business that create repeatable revenue regularly. One person below stated it well - in that you need to look at your current customer base and who they are and look at why they bought.. You need to narrow down targets and "speak to them" on your site.
As an international company, the internet is your play as you can most likely not afford sales people around the world - so you should be utilizing all of the technology and things you sell for your own business: Optimized website, online advertising, blogs (for education)/ videos....etc.
If you are going to sell to an English market and be credible, you also need to get someone to help you with language and to help you with some of your positioning (marketing).
Selling becomes easier when the items above are addressed as if you are not conveying the right message or confusing the customer about what you are selling - having the right lead strategy is not going to help.
You have a limited number of customers - game companies. Try to arrange meeting official and unofficial to discuss creative content. Bring along a technical and creative guy to the meeting. The creative person needs to have some sales and marketing experience in face to face negotiations. It will cost money and time to arrange but should be worth it.
One good solution at your fingertips is LinkedIn. Armed with the demographics of your ideal target prospects (industry, geographic area, likely position titles, etc) you can do a selective search to find anyone fitting those criteria who are SECOND DEGREE connections through your existing contacts.
These are ideal because you already know someone in common. You can reach out to that common contact first and ask for permission to contact the 3rd party:
* "Hey ____, I hope business is going great! I noticed you are connected with ___. I was thinking of reaching out to him. Would you mind if I mention your name? Thanks!"
This makes it easy for your existing contact to say yes, and there is no effort or introduction required on their part. All they have to do is reply 'Yes.'
Then introduce yourself to the 3rd party (your target prospect) with a connection request:
* "Hi ___, I saw that we're both connected to ___ and wanted to reach out. ___ and I have known each other for some time and I've really valued the networking we've done over the years. I told him I'd be reaching out to you and he thought it would be a good connection. Thanks!"
From there, my approach is to add value to that new connection. Comment on their posts (if they are active), or send them an article something that you think might benefit them.
Then I like to take the discussion offline from LInkedIn as quickly as possible:
* Hi ___, It's great staying in touch here on social media, but I still like to get to know people in the real world, even if only briefly. If you'd be open to it, I wouldn't mind setting up a time to talk briefly and learn more about your work and if there's any way we may be able to help one another. I may be able to connect next ____ morning. How does that look for you?"
Hope this helps!
Creator of the Brand Roadmap
Identify the specific profile of your ideal customer, find out what would improve their life/business in a big way, write about it and send it to the audience. Today it's critical to think in terms of "Pull" instead of "Push" for attracting customers. We have all gotten really good at finding the delete key and when you "push" things at them that are "all about you" they delete it. When they are "all about them" they pay attention. Focus on "helping " them do better at what they do or improve their personal or professional lives and they will want to "pull" you into their world.
Every situation is unique. If you have been in business for a few years or more tap into your existing customers and ask them for referrals. Another method if you are a new business or not would be to join industry events or associations. See if there are conferences you can attend. Social media is great Linkedin is a good resource however I still like in person meetings.
The key is to use processes that are proven to work, and organize your efforts in an entire campaign (not as complicated as it sounds).
A campaign is the process of finding your prospects, turning them into leads, engaging them, and converting them to clients. Each stage needs to have pre-defined proven-to-work and coordinated processes to be successful (again not as difficult as it sounds).
I just completed a free online training event on "Creating Your KILLER Marketing Campaign", which you can review by going to this link: http://bit.ly/2bEYErj
Just some simple things you can already do from your existing customer base.
Work out who your 10 and 20 customers are.
Identify which market streams they are in.
Identify their position in that market place.
If they are not #1-4, the ones that are automatically become your targets.
If they are #1, then numbers 2-4 are your next targets.
Also look at sales and margins the same way. Apply the 80/20 rule.
80% of your business will come from 20% of your customers.
This will tell you which markets are more profitable.
I have also checked out your website.
I found it hard to quickly walk through an actual game. So it was hard for me to experience and see how this works. Even more so in an English language.
You talk about what it is, but you don't highlight what your product will actually do for me. You need to answer the unasked question. "What's in it for me?"
I trust this part is helpful to you.
There is a lot more to be said, but for a quick response and direction, the above will at least get you on the right track.
Please contact me If you want further advice and suggestions,
Hi Marton, you could also buy '1001 Ways to Get More Customers' by Chris Cardell and Jonathan Jay. It is full of practical tips.
I have gone through your website. Y our business is similar to ours, we are in New Delhi, India.
Your business model is B2B for services part and B2C for games (if you are developing your own games and Apps). You can start with different marketing campaigns for both business models. For B2C - engage professional service providers for downloads, review, etc. This is the best way to initiate won product, in fact everybody is doing same. And for B2B - professional BDM.
We can provide you services to increase downloads, reviews, Facebook likes, etc. at very nominal cost.
I love your ideas and the creativity that you show.... It is different and unique... I think you need a good marketing plan with a sales plan to follow up on. If there is anyway you can work with an organization or 2 and create for them working with you as you develop prototypes for them?
I would also try to get am a Dias and show and tell about your company... Make cold calls, use videos on social media, but remember you have only about 20 seconds to get their attention
Your benefits need to addressed a little bit more, you have great features now tell us how they benefit us...
Great question! This is what I coach my clients on everyday. There are 3 ways to get the best results.
1) Become an expert in your field - Research, study and create content for your field that is valuable. What I do is create videos for my YouTube Channel - CoachDavidBrownlee. It helps establish myself as a professional in my industry. The bigger impact for me is that it truly adds value to my prospects and they get to know and trust me. I get a lot of incoming inquiries from companies looking to hire me. The sale at that point is simple because they know that they already want to hire me.
2) Start an automated online sales funnel - Mail chimp, Infusionsoft, SalesForce - these are all great CRMs where you can send automated email campaigns to your prospects so they can come to trust and know you. Take your items of value (white paper, videos, free consultations, etc) and offer them through emails that go out automatically to prospects every week or so.
3) Follow up system - this is where you pick up the phone and call. I recommend 6 touches. For example: I make a call and leave a voicemail, then send a follow up email saying I am sorry I missed them and then I'll call them back, then I do. If I miss them again, I leave a voicemail and then send another email saying sorry I missed them and I will call them back. Then I call again stating "This is my last call" and then email and say, "this is my last email." At that point if they are interested I almost always get a call or an email back.
These 3 steps will get you started. Practice and have fun with it. It works every time - so know that going in. I have clients that have doubled their revenue in less than 6 months by using this technique and others that I teach.
I hope this was helpful. If you have more questions or want to reach out to me, find me at firstname.lastname@example.org.
Coach David Brownlee
Before you embark on tactical activities make sure you have a big picture strategy. You need a Marketing Plan.
To help you develop your plan you need to answer these 10 questions: https://vimeo.com/141968027
And I strongly agree with Walter's answer.
To your success,
the Marketing Coach
OwnIt.com is a website where there are a lot of business owners that you can network with, share your story, ask a question, promote your business etc.
First of all, have you determined your target market and defined your ideal client. Do you know their geographic and demographics? What problem do they have? How do you solve that problem? What result will they see from your solution?
Elaborate partner program for B2B and use game-based content to attract end users.