Finding new customers in 2020
Discussion
I have owned an IT company (MSP) for 18 years now. Historically, we would meet new contacts and potential customers via business events, breakfasts, etc. Obviously, none of that is happening at the moment and I am struggling to think of good ways to find new leads.
We had a huge rush at the start of the lock down getting existing clients working from home with new laptops / voip phones etc. And since July / Aug, we have seen a big push for new development work and websites. I would guess business owners looked at their own offerings during lockdown and the development work is a result of that.
For our support department, we used the quiet lock down time to polish our processes, setup a new helpdesk system etc. We are geared up to be able to take on new clients, but I am struggling with that.
My question, if you don’t mind sharing is how are others now doing this now.
I am just looking for some inspiration and a nudge in the right direction.
Many Thanks
Andy
We had a huge rush at the start of the lock down getting existing clients working from home with new laptops / voip phones etc. And since July / Aug, we have seen a big push for new development work and websites. I would guess business owners looked at their own offerings during lockdown and the development work is a result of that.
For our support department, we used the quiet lock down time to polish our processes, setup a new helpdesk system etc. We are geared up to be able to take on new clients, but I am struggling with that.
My question, if you don’t mind sharing is how are others now doing this now.
I am just looking for some inspiration and a nudge in the right direction.
Many Thanks
Andy
As above, selling more / additional service to existing clients is least line of resistance in the current market.
Have the business events you normally attend not gone virtual? I'm getting loads of invites to virtual events right now.
Partner with other complementary businesses to get introductions to each others customer base - we've found this fruitful
Set up webinars to solve a business problem / challenge, and give away a high level solution that you provide (working from home IT challenges?) - not immediate sales, but a good start for a sales funnel. NB don't try to sell in the webinar, it's a turnoff
Done correctly, all of the above provide leads.
Have the business events you normally attend not gone virtual? I'm getting loads of invites to virtual events right now.
Partner with other complementary businesses to get introductions to each others customer base - we've found this fruitful
Set up webinars to solve a business problem / challenge, and give away a high level solution that you provide (working from home IT challenges?) - not immediate sales, but a good start for a sales funnel. NB don't try to sell in the webinar, it's a turnoff
Done correctly, all of the above provide leads.
Have you got a marketing person?
You need to segment your core audience and target them appropriately.
Are you looking at reacquisition of former clients?
How are you up selling / cross selling existing clients? Phoning them up or something slicker?
Partnership idea is good but other businesses may have their hands full at the mo either trying to keep their heads above water or with the torrent of work some talk about.
What sort of clients have you got at the moment, is it broad or narrow, you need to create a target list and work out how to approach them.
What sort of marketing materials do you have? Website, selling decks, case studies etc ?
You need to segment your core audience and target them appropriately.
Are you looking at reacquisition of former clients?
How are you up selling / cross selling existing clients? Phoning them up or something slicker?
Partnership idea is good but other businesses may have their hands full at the mo either trying to keep their heads above water or with the torrent of work some talk about.
What sort of clients have you got at the moment, is it broad or narrow, you need to create a target list and work out how to approach them.
What sort of marketing materials do you have? Website, selling decks, case studies etc ?
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