How to find more customers and alternative suppliers
Sales may suddenly drop when current customers are no longer able to buy from you and vendors may be facing a supply challenge. Keep your business going with these tips to add customers and find back-up suppliers.
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How to find more customers and alternative suppliers
Supplement your existing customer base
Finding new customers may require a change to the way you’ve always done things. Take these steps to bring in new business.
1. Reconfirm your target buyers
Revisit your ideal customer profile. Are they still buying? Is it realistic to continue to sell to this type of customer?
If possible, connect with your customers to better understand their current situation and needs. You might need to temporarily change what you sell. For example, instead of doing home renovations, some contractors are now installing plexiglass shields so businesses can safely conduct point-of-sale transactions.
2. Change the way you sell
Face-to-face selling, trade shows and networking events may be temporarily suspended due to the pandemic, which gives you an opportunity to get creative about the way you sell.
Polish up your LinkedIn profile and reach out to prospects (same for all social media accounts)
Join online networking events and webinars – and maybe host your own
Do online demos of your product or service
Bundle your products
Use delivery services to send products or samples
Talk to customers and prospects on the phone
3. Do more online selling
Being able to sell online increases your reach and may reduce costs. These days, people expect to be able to buy what they want online. If you aren’t already set up to sell online, now is the time to make the switch. Thankfully, it doesn’t take a lot to upgrade your online presence.
Update your website and social media pages. Write compelling copy and use high-quality photos. A professional online presence will help convince consumers to buy from you.
Add an e-commerce storefront. Apps make it easy to build a storefront onto your existing website so you can begin selling products online.
Create content for visitors to download in exchange for their email addresses to assist with lead nurturing.
Schedule online demos of your product or service so people can see what you have.
Hire a local delivery service. If you buy products from a manufacturer and re-sell them to customers, you can arrange dropshipping direct to your customers.
Keep up on social. You may want to post a regular cadence of new content to keep it fresh.
Invest in search engine optimization. Use keywords on your site to make it easier for potential buyers to find your business in a search.
4. Offer something exciting and new in line with the times
You can attract customers with products, services or benefits aligned to current needs. For example, a fine dining restaurant can introduce home delivery or made-to-order meals.
Offer a delivery service or curbside pick-up
Hold an online customer appreciation night
Encourage customers buy a digital gift card to share with friends
Offer a one-on-one online consultation at a great price
Run a free lesson or online session to promote your expertise
Start by asking your customers what else they would like to buy – and offer it.
5. Team up in a marketing alliance
By working with other business owners targeting the same customers that you want to reach, you’ll have shared access to a larger pool of customers, reduce your marketing costs and stand out from competitors.
For example, a plumber and roofer can team up to market to homeowners.
Line up alternative suppliers
Some supply chains are being interrupted. As much as you enjoy working with your current vendors, it’s wise to look for additional suppliers just in case you need to switch.
Look online to find potential suppliers
Get vendor referrals from other business owners
See who supplies your competitors
Ask trade and industry associations to match you to suitable suppliers
Think strategically and look for reliability, quality and value for your money. When you find a possible new supplier:
Ask for business references
Check their capability to fulfil orders – how do they secure their own supply chain?
Check that the supplier you choose is the one that will be doing the work as opposed to subcontractors
Place a small test order
Finding more customers and lining up additional suppliers for your business makes good business sense and lowers risk because you won’t be so dependent on limited sources of income or supply.
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