Why is getting through to potential clients so difficult?

[Stokesy29]

Hi!

I wanted to create a discussion regarding startups acquiring new clients.

I’m very consistent with putting together operational processes within my businesses but I always seem to fall short when it comes to trying to reach out to and acquire new clients.

Why is this so difficult?

It’s seems that even with most well put together emails or phone conversatins, I always seem to fall short in communicating the value of my business to the point my emails hardly get responses or my phone calls are cut short.

I’m hoping someone can provide me some advice and guidance for this.

Thank you!

 

[estwig]

Nobody cares about you, your business, or the value it can bring, it's not about you.

Solve other people's problems, focus on them, focus on helping them to achieve their goals.

Talk about them, not you, listen to them, listen to what they need.

 

[Newchodge]

Why is this so difficult?

Because most potential clients already have what you are selling and don't have the time to think about changing supplier unless you grab their attention within 10 seconds.

If you are selling something they don't have it is even harder - you have about 5 seconds to get them aware that they may benefit from what you are offering.

The question you need to answer is 'why should any client spend their time listening to you when they have better things to do'?

 

[UKSBD]

I would think the majority of things I have and need I go out and get.

I know it's not simple, but ideally you want to reverse your approach

Rather than you being just another of the countless people approaching them on the off chance you are providing something they might require, you need to aim to be the person they approach when they actually want something.

 

[fisicx]

As already said, I don’t care about you or your business. Can you evidence an increase in profit or a reduction in costs should I switch from my existence supplier to you?

 

[MBE2017]

It’s seems that even with most well put together emails or phone conversatins, I always seem to fall short in communicating the value of my business to the point my emails hardly get responses or my phone calls are cut short.

I’m hoping someone can provide me some advice and guidance for this.

Thank you!

Easy, you are rubbish at sales, get someone who isn’t.

Sales comes down to one simple thing, what’s in it for your client, what or how are they going to benefit? If you can put that over in ten seconds, you might get another thirty seconds to explain why they should use you instead of someone else.

 

[Fagin2021]

Easy, you are rubbish at sales, get someone who isn’t.

Unkind - but true!

Emails - Hire a professional marketer to write them.
Phone calls - Hire a professional telesales person to make them.

Concentrate on what you are good at.

 

[fisicx]

@Stokesy29 - is this a new venture or a continuation of one of your many other business ideas? (Just been reading all your old threads).

 

[Mark T Jones]

Likely reasons

1. You haven't defined your target audience clearly enough

2. You haven't presented your proposition in a compelling way.

3 you haven't a clear call to action

 

[Deleted member 335660]

I think my colleagues have put over the main issues so I would just add a couple of others.

You mention emails and telephone calls.

When I was a salesman “cold calling” was our main tool and if my memory services me right it was something like 30 calls to one successful one, albeit an appointment or potential interest. So you maybe under estimating the effort required.

Also, we used to post letters and they were seen as an introduction and excuse for follow up phoning, “did you get my letter” .

 

[Chris Ashdown]

I would

1. Check out the company website to see if y service/ business would benefit them
2. ring reception and get MD's name
3. send a personalised letter or broachers direct to them explain the benefits
4. follow up with a phone call

My first response to unsolicited sales calls was "What does my company do that needs your service" 99% of calls new nothing about my business

 

[MBE2017]

Also, we used to post letters and they were seen as an introduction and excuse for follow up phoning, “did you get my letter” .

Much cheaper to do the same, but just not post the letter in the first place, save the postage.

85% will normally remember the letter vaguely, 10% will not have received it.

 

[Gyumri]

Much cheaper to do the same, but just not post the letter in the first place, save the postage.

85% will normally remember the letter vaguely, 10% will not have received it.

?

 

[JamieSaunders]

I own a translation company and something I can tell you is:

1) No one cares about translations
2) Most people don't even know they exist

Our services are something you only know about the second you need them. The way that I've taken to acquiring clients is to contact those that are already dealing with other translation companies and undercutting/offering a better service.

For those that don't know about translations etc, but need the services, still don't care about them. They want a company that can handle the whole process, they want to be able to offload, they don't want to know about my industry, they want to know how it helps them. People react very well to this. Even on the website, we took to adding FAQs for our services based on the questions that person would be asking.

 

[Mark T Jones]

I own a translation company and something I can tell you is:

1) No one cares about translations
2) Most people don't even know they exist

Our services are something you only know about the second you need them. The way that I've taken to acquiring clients is to contact those that are already dealing with other translation companies and undercutting/offering a better service.

For those that don't know about translations etc, but need the services, still don't care about them. They want a company that can handle the whole process, they want to be able to offload, they don't want to know about my industry, they want to know how it helps them. People react very well to this. Even on the website, we took to adding FAQs for our services based on the questions that person would be asking.

I agree broadly with your points. Undercutting is a risky strategy, but can work in the for of special offers whilst proving your worth.

I'd also potentially look at aligning yourself with potential introducers who are at the stage of a process where translation might be needed.

 

[JamieSaunders]

I agree broadly with your points. Undercutting is a risky strategy, but can work in the for of special offers whilst proving your worth.

I'd also potentially look at aligning yourself with potential introducers who are at the stage of a process where translation might be needed.

Undercutting is extremely easy for us in this scenario. We're more closely in-line with industry rates. We also generally manage to get the cost down by processing jobs better, so this isn't just taking randomly 20% off to be close to the margin.

 

[Salesagents.uk]

Hi!

I wanted to create a discussion regarding startups acquiring new clients.

I’m very consistent with putting together operational processes within my businesses but I always seem to fall short when it comes to trying to reach out to and acquire new clients.

Why is this so difficult?

It’s seems that even with most well put together emails or phone conversatins, I always seem to fall short in communicating the value of my business to the point my emails hardly get responses or my phone calls are cut short.

I’m hoping someone can provide me some advice and guidance for this.

Thank you!

Have you considered outsourcing?
Look at your sales process from first contact with a potential customer through to closing the deal. Which parts are you comfortable with, and good at.

For example, you might be the expert on your product and can take over a warm, qualified lead. So you look for a lead generation service that takes the sales process through first contact, qualifying, and then you take over.

If sales isn't your forte, and why should it be, then outsource the sales function to individual sales agents or a sales agency. This can be telesales based or field sales. There are many options and you will need to investigate the many companies and individuals offering these services and making claims as to what they can do, but it does work for many businesses.

Think of outsourcing sales as you would outsourcing your account to an accountant.