Prospecting 101

The Best Way to Win Clients

Win new clients vertical

Winning new prospects is one of, if not the most important, part of being an entrepreneur. Without new business, your business does not survive. You can be the best in your field, but if you can't get others to buy your services, you'll be in hot water fast! Winning a new prospect can take multiple steps with multiple strategies, but here are 6 tried and true ways to win new business.

1. Research

The first step to winning new business is to do your research! Return to your school days and treat this like a research paper where the research topics are your prospect's industry, pain points, and challenges. This will give you great insight into how to tailor your messaging and approach toward your new prospect.

2. Personalization

Once you've completed step one and know your prospects' pain points, the next step is to personalize your outreach. I know It is tempting to create a generic template or messaging that applies to everyone and blast it out to as many prospects as possible, but a tailored outreach will go much further.

3. Value

Proving value is key! Here you will clearly articulate how your service will be of value to them. In this personalized outreach, you want to ensure them that you know their pain points and you have the best solution for their specific problem or pain point.

You can showcase your value by using case studies from similar use cases, testimonials, or other relevant examples.

4. Trust

Trust might be the most important step in this process. Though logical factors such as price, quality, and features play a part in the decision process, emotion is just as, if not more important. Consumers often purchase from a brand they can relate to, trust, and have been socially influenced by.

You can build trust with prospects by providing them with transparent and honest information, being responsive, taking the time to answer any and all of their questions, and demonstrating your expertise.

5. Urgency

Creating a sense of urgency is key to guiding a prospect into action while they are still hot. If they have time to cool off they might de-prioritize your service offering or act on another deal. Some ways that you can create a sense of urgency are by offering limited-time promotions, emphasizing the cost of inaction, or limiting the amount of quantity left.

6. Follow up

It's all in the follow-up! Following up with prospects after every meeting or interaction is crucial. If you don't get a sale during the meeting, set your next meeting during your current meeting and always follow up after. I recommend setting up a follow-up schedule to keep communication consistent and flowing.

Overall, winning a new prospect requires a combination of research, personalization, value proposition, trust building, urgency, and follow-up. By following these best practices, you can increase your chances of converting a new prospect into a customer.