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HomeMarketingAttracting new business

Marketing | Attracting new business

Once your solo business is up and running the next focus is attracting new business. One of the best ways to attract new business is through business referrals.

As well as looking at specific ways of getting a business referral, this section also includes information on evaluating potential business opportunities, building relationships, choosing the right customers and tips on how to build rapport.

Attract business: Obsess over Customer Experience

09 Oct 14 | Paul J. Morris

If you’re looking for points of differentiation, start obsessing over Customer Experience. I’ll tell you why it’s important and how to do it. Read more

Using stories to attract business

31 Aug 14

Storytelling is a great technique to use in presentations and training, but how does it help grow your business? Podcast guest, Andrew Griffiths gives us the low down. Read more

How to build rapport with new clients

24 Apr 14 | Michael Quinn

Clients do business with people they like and trust. But how do you build rapport in order to develop trust and form relationships? Here are my top three tips. Read more

Have I found marketing nirvana?

22 Apr 14 | Dave Gillen

There’s a place where the marketing is cheap and the conversion rates are higher than anywhere on earth. It’s a nirvana that I was blind to, until now. Read more

How to write sizzling sales emails

19 Apr 14 | Jenny Spring

In the time it takes you to read this sentence, 20 million sales emails have been sent. Your sales email is probably one of them. Here’s four ways to get it noticed. Read more

Need more business? Look to your lovers

04 Apr 14 | Katie McMurray

The people who have supported me the most are the people who already know and love me. Your strongest advocates are close at hand, stay in touch with them. Read more

Five dating tips to help close sales

28 Mar 14 | Jenny Spring

I’m celebrating 25 years of marriage, and almost the same amount in sales, so I know that love and dating can teach us about closing sales. Read more

Mini marketing budget? Cultivate raving fans!

27 Mar 14 | Warren Harmer

Do you have a dedicated band of converts who rave about your business? If not, you should, especially if you have a small marketing budget. Read more

The water’s over there!

25 Mar 14 | Robert Gerrish

Hey, I love the pursuit of efficiency in business, but flexibility and consideration have a place too. Well, assuming we value our customers. Read more

Attract leads: Three marketing tips

07 Mar 14 | Mike Smith

In business it’s important to focus on attracting leads as well as closing sales. Read this article to discover three excellent ways to attract more leads. Read more

Are you hunting field mice or antelope?

25 Feb 14 | Jayne Tancred

Is it time to stop letting small opportunities distract you from big ones? Here’s why your target market is not ‘everyone’. Read more

Get customers in 60 seconds without pitching

18 Feb 14 | Dave Gillen

If new prospects contact you by phone, I’m going to show you how to win them over in 60 seconds, without pitching. Read more

Three marketing tips to boost business

14 Feb 14 | Mike Smith

Last month I gave you four hot marketing tips to kick start the year, this month I’ve got three more tips to help keep the marketing momentum going. Read more

Four marketing tips to kick start 2014

24 Jan 14 | Mike Smith

To make 2014 your best year yet, here are four hot marketing tips that will help you generate more leads and sales. Read more

How to define your target market (and get inside their heads)

24 Apr 13 | Amanda Jesnoewski

Marketing your business without a properly defined target market is like driving blindfolded. You might get lucky and coast along for a while, though chances are you won’t get very far. Read more

How to attract an endless supply of clients

30 Jan 13 | Lucinda Lions

Attracting a never-ending supply of clients for a small business is completely possible, especially if you’re proactive, creative, and willing to ask yourself some tough questions. Read more

Creating lead magnets

12 Oct 11

Not all of your market are ready to buy right now. Dale Beaumont describes to Robert how lead magnets can help you bring people closer to purchasing. Read more

Are you really ready to attract new business?

11 Oct 11 | Robert Gerrish

In a conversation with one of my coaching clients, I was reminded of a simple strategy I learned years ago, but had filed away in my mind. See what you make of it. Read more

Self promotion: Blow your own trumpet

25 Aug 11 | Robert Moorman

Regardless of how passionate we are about our businesses, many small business owners are reluctant when it comes to self promotion. Why is it so hard for us to share our stories? Read more

What’s your distribution strategy?

10 Aug 11 | Russell Dymond

Do you sell your products direct to the end user, or distribute them through resellers? Could changing your distribution strategy help grow your sales? Read more

Reaching those who count

24 May 11 | Robert Gerrish

"Don’t count the people you reach, reach the people who count." It’s a classic saying, but with today’s focus on accumulating followers, has it become outmoded? I don’t think so. Read more

Send sales through the roof using social proof

09 May 11 | Lucinda Lions

In the psychology of persuasion, the phrase ‘social proof’ refers to the way other people’s actions guide our own. Here’s how you can use social proof to increase your sales. Read more

Podcast: Seven top marketing initiatives

15 Jan 11 | Tim Reid

Timbo and Luke share the top seven marketing ideas that performed the best for their business in 2010. Read more

Generating word of mouth referrals

29 Sep 10 | Jo Macdermott

Referrals are one of the most effective ways of getting sales, and cost you virtually nothing. So how do you go about generating word of mouth referrals? Read more

How to prevent business referrals from going wrong

16 Aug 10 | Amanda Gonzalez

It’s a lovely feeling knowing others think enough of us to make business referrals. But no matter how good their intentions, it’s not always a great fit. Read more

Righting business referrals gone wrong

26 Jul 10 | Amanda Gonzalez

Generating business referrals is the ultimate in marketing. They’re credible, powerful – and they’re free. But how do you undo the damage when referrals go wrong? Read more

Build business by running an event

26 May 10 | Peter Chaly

Ever thought about running an event as a way to build business? Here are 10 reasons why you should. Read more

Attract better, more lucrative clients

11 May 10 | Robert Gerrish

Wouldn’t it be wonderful if you could attract better clients and increase your fees? Well it may not be as difficult as it sounds. Read more

Evaluating potential business opportunities

07 Dec 09 | Peter Crocker

When you run your own business, you’ll inevitably be presented with great-sounding opportunities by prospective partners. But beware, most of what glitters is not gold. Here are some strategies for evaluating potential business opportunities. Read more

Getting new clients with a ‘bait piece’

26 Nov 09 | Charles Cuninghame

The free information offer is one of the most effective on and offline marketing tactics for getting new clients. Here's how to create a cheap and versatile educational "bait piece" that you can use to increase the effectiveness of your marketing. Read more

New business and going to the movies

04 Jun 09 | Bronwyn Simmonds

Before seeing a movie I’ll browse the poster, watch the trailer or ask a friend what they thought before paying to go and see it. Understanding this process can work wonders when thinking about attracting new business. Read more

How to attract clients

15 Apr 09 | Robert Gerrish

My guest in this video interview is business attraction specialist, Richard Woodward. He works with organisations seeking sponsorship and helps businesses grow their client list. Read more

How to meet and greet potential clients

19 Mar 09 | Karen Morris

The meet and greet is the business world’s equivalent to a job interview. The process of meeting potential clients can make even the most fearless of us break into a sweat. Read more

Boost referrals with a memorable introduction

02 Mar 08 | Robyn Haydon

Positive word-of-mouth is the main source of new business for many soloists, and networking is a good way to build it. But people have to remember you to refer clients, so how you introduce yourself to people you meet is important to boost referrals. Read more

The easy way to speak to target prospects

11 Feb 08 | Robert Gerrish

This one’s for those who love speaking, but struggle to find an audience; hate speaking, but know people; or simply don’t have anything very interesting to say. It’s a straightforward strategy to target prospects and I think you’ll like it. Read more

Choosing the right customers

06 Sep 07 | Robyn Haydon

Most of us see the decision to buy as the customer’s. But us soloists are, to a degree, defined by who we do business with, so our part in the decision is equally important. This short exercise will help you to focus on choosing the right customers. Read more

Winning new business: How to avoid the giving trap

07 Aug 07 | Robert Gerrish

There’s you in pursuit of winning new business, all excited by the prospect landing a star client. You’ve spent months, even years, perfecting your policies and procedures and as quick as a flash you shoot yourself in the foot by giving stuff away. Read more

Winning new clients: How to get the gig

20 Mar 07 | Robert Gerrish

I recently received an email from Sylvia, a coaching client, which prompted me to write on the important topic of winning new clients. Read more

The art of getting a business referral

17 Oct 06 | Megan Tough

Every business needs a few influential people willing to speak glowingly about what you do and regularly send a business referral or two your way. Here’s how to cultivate these gems so both parties get great value from the relationship. Read more

More to building rapport than meets the eye

28 Aug 05 | Richard Woodward

When I introduce the subject of building rapport to clients I sometimes get the response “It's okay, I get on fine with people” and a look that says “no need to cover that, let's move on”. Well, not so quick! Read more

Increasing sales by building relationships

11 Aug 05 | Richard Woodward

In the pursuit of new business, do we sometimes focus too much on increasing sales and not enough on building relationships? Read more

Attracting prospective new clients

12 Jul 05 | Richard Woodward

Understand what makes your prospective new clients tick and you're on the way to doing business with them. Read more

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  Payments are processed securely via PayPal. For annual membership we also accept invoice payment via EFT. Contact us