Landing great B2B clients can be tough, especially if you're a new business.
How can you not only reach the right people at the right time, but win their favor and stand out from the crowd of better-known competitors offering similar services?
One of the best B2B lead acquisition strategies for small business is to really, really focus on creating a great customer experience for all of your clients.
Being a relatively small operation actually gives you an advantage against, other bigger companies you might be competing against.
You can develop closer professional relationships with clients, and really go above and beyond to give them exactly what they need.
A recent blog post from Duct Tape Marketing explains how you can attract and retain great B2B clients with top-tier customer service.
Focusing on the customer experience
What I found is your most profitable clients who also refer you, typically do so because they were the right fit, they had the right problem, they went after the right service, they really engaged and they allowed you to do the work that you knew you needed to do.
Consequently, they were profitable. They’re also referring you because they like you, they like doing business with you, and they like your people.
Typically if people have a great experience, they’re going to be more inclined to refer you.
What are the common characteristics of your most profitable clients who also refer you today?
What I want you to do is think about more narrowly defining who makes an ideal client for you based on that discovery, or based on the fact that you did some analysis on your current customers.
This doesn’t mean you’re never going to serve anybody else, but it does need to become the filter where you go out, and you start prospecting and where you change your messaging to attract that ideal client, client niche, or those industries that you specialize in.
Because there is a real practical reason for this, you’ve already decided, or determined that they make an ideal client based on profitability and referral, but there’s also an expectation, that once you start narrowly defining who makes an ideal client for you, you can then go to work on more narrowly defining what their problem is, and your promise to solve that problem.
You can find more great advice on landing amazing B2B clients in the full blog post — plus the accompanying podcast — from Duct Tape Marketing.
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