Prospecting to clients

The focus of today’s blog is to highlight the different ways an Eazi-Apps partner can prospect to clients and secure new business. Some of the common questions we get asked here at Eazi-Apps are how do I prospect to clients? How do I maximise my chances of securing new business?

While there is no hard and fast rule to this, we have recommended a number of strategies.

No, we are not talking about apples and pears that are ripe to be plucked from your neighbours tree! We mean, tapping into your local network and contacts. Have you built up a list of contacts that you have dealt with in the past? How about that restaurant you always visit on a Friday night? Or maybe your local hairdresser? Or your car garage? Once you sit down and think, you’ll realise that there are many businesses you visit on a frequent basis that would be a good fit for an app. Why not utilise that relationship you have built over time to foster some new business and enjoy mutual benefits?

The days of high powered executives sitting around a breakfast table drinking tea and discussing the business world are slowly fading. Business networking clubs are now a great way to build your list of business contacts and to see how you can add value to the business community. Generally, you’ll find networking events very informal, friendly and engaging; with soft introductions to other like-minded individuals. Why not build a test app for the networking club you are attending to generate some goodwill and free publicity for your business. After all, a well-received app will leave a lasting impression.

Referral marketing is spreading the word about a product or service through a business’ existing customers rather than traditional advertising.  People frequently talk about products or services they enjoy, and the companies who offer them.   According to some studies, 65% of all new business comes from referrals.  Recent findings from Nielsen support the remarkable potential of referral marketing, observing that people are four times more likely to buy when referred by a friend. Strategic use of referral marketing allows professionals to tap into the power of recommendations to achieve exceptional results.  It is easy to ask existing clients to give you referrals that you can follow up on allowing you to tap into an excellent lead source with fewer barriers!.

Now you might think this involves sitting with the local directory and making endless calls all day long. Think again. We are not advocating cold calling here, a more suitable name would be “targeted calling”. For example, pick a particular industry such as the accounting profession. Then embark on a little research about the various “targets” you have identified. Would they be suitable for an app? Does their business have the key characteristics that you are looking for in a client? By doing a little research you can not only save yourself some time, but also increase your chances of ultimately securing new business.

Thinking slightly outside the box here but we have all heard the phrase, “right place, right time”. Well, what if you could engineer the right place and right time? Nothing is stopping you from identifying a prospect, building a test app and then walking into your chosen business and spending 5-10 minutes demonstrating. It can seem daunting at the beginning but like with anything in life, practice makes perfect!

As we have seen, there are a number of ways you can prospect to secure new businesses. This list is by no means exhaustive and is merely a starting point when you set out on your Eazi-Apps journey. Contact us today to see how we can help you realise your potential.