Making money by attracting new business

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

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

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Attracting new business articles

• Marketing

  Boost referrals with a memorable introduction

  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.

  • Published 03 March 08
  • Robyn Haydon
  • 15 Comments

• Marketing

  Choosing the right customers

  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.

  • Published 07 September 07
  • Robyn Haydon
  • 4 Comments

• Marketing

  Winning new business: How to avoid the giving trap

  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.

  • Published 08 August 07
  • Robert Gerrish
  • 11 Comments

• Marketing

  The art of getting a business referral

  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.

  • Published 18 October 06
  • Megan Tough
  • 3 Comments

• Marketing

  More to building rapport than meets the eye

  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!

  • Published 29 August 05
  • Richard Woodward
  • 1 Comment

• Marketing

  Increasing sales by building relationships

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

  • Published 12 August 05
  • Richard Woodward
  • 1 Comment

• Marketing

  Attracting prospective new clients

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

  • Published 13 July 05
  • Richard Woodward
  • 5 Comments