Forums: Discussions for entrepreneurs and small business.

Many people assume, customer prospecting is often likened to fishing only with sticks and fishing lines. Once the fishing line thrown into rivers or the sea, will attract bait fish. What is often forgotten is to choose a location to throw the hook and bait the fish likes. In the case of select fishing spots, for example, you need to specify the criteria your customers.

Lets look at 4 ways you can get your first client or add to your already steady stream of business.

1. 1.   Advertising. The key to advertising successfully is to generate promising leads in exchange for the money you spend. To do so, it helps to offer a message that not only hits on your target customers, but also showcases the value you can offer them.
   
   Take television, for example. In general, TV will be your most expensive option. But targeting based on programming instead of channels or networks -- that is, placing ads on Cooking with Joe vs. a campaign on a cooking network -- offers a more specific outlet for your resources.
   
   Radio also allows you to selectively target formats and programming. And even in large metro areas, you can often score inexpensive sponsorships of weather or traffic reports.
   
   
   
   
2. 2.   Networking and referrals. Landing referrals from networking or past business associations isn't just a cheap way to pick up new business. It's also a way to pick up customers with the highest retention rates. What's more, referral customers tend to purchase more over time and in turn become a source of additional referrals.
   
   How do you find referrals? Beyond having a product or service that's in demand, you must have a clear idea of who your "perfect" or "ideal" customer is.
   
   That way, you can communicate to others in your network what type of customer you're looking for. You can also focus your own products or services to meet the needs, wants or desires of that very specific profile.
   
   Then, you need to ask for referrals from satisfied customers. Be sure to also find ways to continually thank your sources for their ongoing advocacy of your business.
   
   
   
3. 3.   Teaming up. Another way to leverage available resources is through what's known as a "host-beneficiary" arrangement. In this arrangement, another business with the same target customer will use their database to promote your business.
   
   They might attach a gift voucher or other discount offer for your products at the end of one of a newsletter or mailing. Examples of this include: a high-end hair salon and a high-end car dealership or an attorney and an accountant.
   
   To draw in another business, offer to pay for the business owner's mailing or email expenses, or offer the business owner commission on any sales.
   
   
   
4. 4.   Strategic Alliances. You might take that partnership a step further and form what's known in the industry as a "strategic alliance." While a host-beneficiary relationship is generally a one-time or short-term commitment, strategic alliances can sometimes last for many years. For instance, a Web designer and an ad agency might send each other referrals for clients who need added services.
   
   

Using these ways to get your first customer. If you can’t get some business using these techniques then I would get out of the catering industry. If you have some good ways to get clients then let us know in the comments.

-------------------------

Global buy sell B2B trade marketplace