There are various ways to get prospects. But the main idea is to place enticing company and product information in places where they frequent.
Here are some ways to reach out to prospects:
Place classified ads in local newspapers.
You need a Sales offer that should appeal to your likely customers.
You have to appeal to both the needs and desires of your prospective customers. Needs are those common sense features that let your prospects explain why they purchased something. Desires are those emotional hot buttons that motivate your prospects to take action.
The sales proposition should also eliminate any risk or possible loss that prospects might suffer when buying your product. Thus, you might offer a money-back guarantee, delayed payment, or payment with a credit card. You also might want to offer various ways to customize the product to suit the specific needs of certain customers.
You may be able to include the sales offer with your "reaching out" material. Or you may have the prospective customer contact you to receive the sales offer.
If you are just starting out in business, you may need to offer a low price. However, reassure the prospect that you can deliver a quality product at this price. Thus your sales offer might include these points:
Note: having expertise means that you have acquired a certain amount of knowledge and experience in producing and delivering the product. See Chapter 10: Learn New Skills in my free Magic Success Secrets ebook.
When using a low price to get customers, you need some way to justify it without losing your credibility. You might offer a special price for a limited time. You might say you are lowering your price to get to satisfied customers who can provide testimonials. You might run some kind of a contest that allows for the lower price.
When closing the sale, you usually want to motivate the prospect to take immediate action. (Actions put off until later often result in lost sales.)
Here are some ways to encourage immediate action:
Make it easy for the prospect to order the product. You might provide an 800 number for ordering using a credit card. You might provide a coupon with blanks ready to fill out.
There are two ways to leverage your existing customers. One way is to develop new products for those same customers. Another way is to use those customers to help you find new customers. (I am assuming that your existing customers are satisfied with your product and the way you do business.)
Developing new products
The easiest sales are to your existing customers. You already know what they want, and they know they can rely on you. So, you would develop new products to complement your existing product. Then you would simply solicit your existing customers to buy these new products.
Finding new customers
Your existing customers can help you find new customers in several ways. They might provide testimonials that could help you solicit new customers. They might earn bonuses for showing your product to their friends and relatives. You might pay them finder fees for providing names of prospects.
If your existing customers are really satisfied with your product and the way you do business, they will give you the best kind of help. This is "word of mouth" promotion.