Since 1991, Credico has outsourced sales for Fortune 150, mid-market, and nonprofit companies around the world. It’s what we do. We help companies large and small grow their customer base while building presence and impact. Companies hire us because while every business wants to acquire new customers to grow, navigating that process isn’t easy.
Simply put, you need to acquire potential customers who will buy your business’s goods or services to boost sales. To do this successfully takes a strategic approach, which means you must develop a robust customer acquisition plan. HubSpot recommends implementing this plan in three key steps. The first step is attracting leads, then nurturing them until they are ready to purchase. and finally, converting these leads into customers completes the process.
Achieving optimal results with a customer acquisition plan takes more than having ironed out the details of your plan. You’ve got to be able to work that plan to see it come to life. Below are six fundamental elements to achieving the results essential to your plan’s success.
Be direct and concise
Avoid lengthy pitches. Instead, use well-crafted phrases that get straight to the point. The goal is to be personable yet direct and concise. This demonstrates that you value your audience’s time and are honest about your agenda and proposal.
Talk about failures
Sharing your failures or mistakes in life or business makes you more relatable and trustworthy. Doing so instantly humanizes your company while demonstrating that everyone makes mistakes. However, it is necessary to explain how you’re preventing those mistakes from happening again in the future.
Get sold yourself
To improve your sales strategy, analyze the successful competitors in your area and observe their sales process. Pay attention to your emotions throughout each step to understand why their approach is effective and well done, which will lead to your presentations getting the same results.
Practice your pitch
If you want to improve your sales skills, practice your sales pitch. Consistent practice can lead to increased confidence and better results when interacting with potential customers. Rehearsing your pitch frequently can also help you find any flaws or potential areas for development, allowing you to adjust your strategy and convey your sales message more successfully. They say “practice makes perfect” for a reason. By practicing and thus perfecting your pitch, you’ll be better able to connect with potential clients.
Ask questions
Encouraging individuals to express their needs can be highly beneficial for any relationship, especially the business-to-customer relationship. It’s important because it lets people know that you care and are genuinely concerned and creates a safe space for them to share their thoughts and feelings — even when generating sales.
To build trust and fully understand what someone is saying, it’s crucial to actively listen and ask follow-up questions. By doing so, you’ll be able to focus on specific points that need to be addressed when it’s your turn to speak.
Take notes
Taking notes and reviewing all the feedback you receive is essential, as it helps you and your team improve your skills. Whether you’re talking to a potential, past, or current client, make sure to take notes during each interaction. When a client notices that you’ve taken notes from previous conversations, it also shows that you value their input and are committed to providing excellent service.
Get new business from old business
To improve your chances of success, try reaching out to your loyal customers first to see if they have any additional business they can provide or if they know anyone who might be interested—keeping track of who refers who is important, too, and can help you maintain a strong relationship with your current customers while also potentially expanding your customer base. Positive word of mouth leads to some amazing results!
The attitude, experience, and commitment you bring to the table can make all the difference in determining the success of your acquisition plan. It’s how you set your business apart from your competition and how to effectively implement your acquisition plan, grow and have an impact.