Five Tips to Land Your Company's First Client - Online Jobsboard for jobs seeker News / Blogs By Blogger
August 24, 2022 Category: Business (10 minutes read)

Five Tips to Land Your Company's First Client

Five Tips to Land Your Company's First Client

Know Thy Clients

Identifying your target audience isn’t just for marketers or businesses. It’s also an important process for freelancers. The best part? You should already have a an idea of clients that you want to work with without conducting any sort of market research. Knowing who you want will make it easier to land new clients. For example, if you’re a photographer specializing in weddings, then you already know your target audience.

Instead of casting too wide of a net, narrow down your potential clients and build profile on them so that you’re aware of their demographics, hobbies, income, and where they hang out online. With that knowledge, you can begin creating content and offers specifically for them.

Always Be Prepared

This should be an ongoing process that freelancers need to continually work on since it involves several steps.

For starters, when I say that you need to prepared, I’m talking about getting the basics out of the way. Have a website. Build an online portfolio. Be active on social media. Get business cards made. Practice your elevator pitch. You never know who’s searching for you online, or who you’ll run into at a mixer, family party, or conference. You need to have some evidence that you’re a left freelancer who can provide a service.

Another part of being prepared is knowing what the competition is up to. This includes everything from how much they’re charging for their services, how clients have discovered them, and how you can differentiate yourself from them. That doesn’t mean that you have to be enemies, your fellow freelancers could become an assist for you, which I’ll discuss later. This means that you can share and trade ideas, advice, or even potential client leads.

Finally, revisit the profiles of your potential clients. You should have already done your homework and found out what makes them tick? How can you be an assist? When you do have a chance to talk business with a client, you should be able to answer those questions without hesitation.


Go into the sale informed

There is possibly nothing worse than trying to sell your products or services to someone and not being properly prepared. You should remember that you are trying to make a sale, so your main goal is to convince a potential buyer that the product or service you are offering is actually worth buying. Learn as much as possible about your offer and the needs of your customers. 

Solve your customers’ problems on the first calls

Improve your first call resolution by ensuring your customers get what they want the first time they reach out to you. Creating a good first experience will leave a good impression and contribute to positive brand recall. Adopt a friendly approach to your customers’ needs and really make them feel like you are there to help them. Be nice, regularly inform them about the progress of their inquiries, assure them that your full attention is being dedicated to their cases, and listen to everything they say. Happy customers mean a happy company!

Provide self-service options

Times are changing and so are customer expectations

In 2019, Artificial Intelligence and machine learning allowed for the automation of 25% of all customer service interactions. It is expected that this number will grow by another 15% by 2023. Another report proves that a whopping 73% of customers want to solve issues completely on their own with the help of self-service tools and applications. The most commonly preferred channels for support are a company’s website, as well as IVR and social media profiles.

Analyze your current efforts 

According to Alejandro Gonzalez Inarritu, “too much knowledge and analysis can be paralysis”. Whilst we agree with this statement, we think that no analysis can be even worse, especially for a salesperson. Find your golden mean and dedicate your time to analyzing your past performance. Use solutions like net promoter scores (customer loyalty and satisfaction measurements) and in-app data to determine whether your customers are happy with the experience you provide. Being aware of the mistakes you make, as well as the strengths that make you a successful salesperson, will let you find out what is and what is not working in your company.

Connect customers with the right agents

We live in an era when time is very precious and no one likes wasting it on things that will eventually turn out to be useless. This is why you should master your company’s ability to quickly and effectively route your calls to the right people within your company. 

In terms of call centers, a great tool providing that is the aforementioned IVR technology, allowing for call routing and delivering quick and relevant customer service. IVR is proven to reduce call duration by 40%, which gives you more time to serve more customers and, hopefully, make larger profits. It is also great for customers as they do not waste their time waiting in line for an agent who will not be able to help. Do look into this feature if you feel like it might improve your approach to customers.

Give yourself some runway

Many promising companies fail because they don’t have the resources to last long enough to get things going. How long can you last without any clients or income? The more cash you have in the bank, the lower your risk will be and the higher your chances of success. I recommend starting with 6 to 12 months of operating expenses on hand.

Talk to everyone you know

Sending an email out to everyone you know announcing your new business is all fine and good but talking one on one to the few individuals who can truly help you is better. When you approach people don’t ask them for their business. Instead ask them for advice on how to get their business or the business of those they can refer you to.

Get involved in your community
People generally do business with people they like and trust. Deals get done at kids soccer games, through religious affiliations or via relationships formed in volunteer organizations. Of course you don’t want to be the guy everyone knows as being involved in the community for his own self-serving ends. Focus on being a good member of the community first, and business opportunities will naturally come to you without needing to be forced.

Get involved in the business community
 When I first arrived in Hong Kong I went to every business event I could find. I identified those who were doing the most to help Hong Kong’s entrepreneurial scene grow and then I offered to help wherever I could. I have received quite a bit in return.

Collaborate with competitors
If you view every competitor as an enemy or a rival to be defeated, you’ll miss out on some of your greatest opportunities. One of the first things I did upon moving to Hong Kong was to identify competitors and reach out to them. More than half of them told me upon our first meeting that they frequently had projects they were too busy to handle and asked if I’d be interesting in taking their surplus business. Last week I met with a competitor. As a result we are organizing a series of training and education events for executives to learn more about online marketing. Together we will be able to have greater reach than either of us could get working separately.

Get social online
Twitter, Facebook, Google+ and LinkedIn offer excellent opportunities to connect with the various communities that may be interested in your services. But social media can also suck up a lot of your time, so use it wisely. I start online conversations by posting on my blog about entrepreneurship and marketing, quoting experts who will share the content and then sharing the content via social media.

Optimize your website
I tell my firm’s clients all the time that it’s going to take months of SEO before they start getting sales or leads from their website. That’s generally the way it works, but sometimes it can happen quite a bit faster. We started getting leads from our the Hong Kong version of our website within a few weeks of launching it.
. Collaborate with other businesses.

If there is another industry that can collaborate with yours, make connections for the purpose of mutually beneficial referrals. For example, if you’re a wedding photographer, connect with caterers and bands that also work weddings. If you’re a copywriter, connect with graphic, web designers and printers.

Write for trade or association publications.

Having your article appear where potential clients will read it increases your exposure and credibility. If you’re a virtual assistant for Realtors, write a piece for the local real estate association newsletter.

Speak or do trainings.

Showing off what you know as an expert is a great way to build credibility and garner new clients. Find organizations that target your market and offer to do a training. For example, if you’re a copywriter, offer to do a program on writing great sales copy for your local Chamber of Commerce. Many who attend will decide they’d rather hire someone (you) than do it themselves. Plus, you can sometimes get paid for speaking, adding another revenue source.

Many organizations, such as chambers of commerce, like to bring in speakers who can share something new with their members. Often these organizations are desperate to find someone to present and all it takes is making contact and offering to share what you know. 
 In addition to blogging, I’ve been doing a lot of writing for various publications. Writing isn’t for everyone, but if it’s something you enjoy, try submitting some articles to the publications your clients read.
Get hired by your former boss

 While this doesn’t work in all cases, many small businesses get their start by turning their former employer into a client. The advantage for you is that your boss knows the quality of your work, and if it was good, he should be willing to hire you. The advantage to your former boss is that often, hiring a contractor is less expensive than hiring an employee.

Engage your network

 Tell everyone you know about your business. While your friends, family and former colleagues may not need your service, they may know people who do and be willing to refer you.
Get involved in local and online business networks.

When done right, with the attitude of helping others and delivering value, meeting people in your business community and through online networks, such as LinkedIn, you can get your business in front of people who will hire or refer you.

Get PR
Sign up for Help A Reporter Out (HARO), a free service that connects sources with journalists. You’ll get emails each day telling you what kind of sources journalists are looking for. If you see something you can respond to, you might get yourself and your company featured in a publication. Or you can contact journalists directly and offer yourself as a source and pitch them ideas for articles they could write with your assistance.

Don’t Burn Bridges

This doesn’t mean that you have to become a pushover. It also doesn’t mean that you can’t fire a client when thing aren’t working out. It means that even if you part ways with your former employee or client, they’re still an assist. In fact, every contact that you have matters. Make a strong impression on them by delivering quality work on a timely manner. Be professional and thankful for the work that they’ve provided. And, stay in touch.