Jim Shulman loves working with successful independent practitioners who are frustrated with the direction of their professional practice and their life. His clients tend to be devoted to their families and friends, driven to succeed, and passionate about helping others.
His specialists are practice management and development for financial advisors, attorneys, and CPAs, based on thirty years’ experience in sales and marketing. This is the crucial link between best practices and empathy with your role, often very lonely, as a business owner and manager.
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I’ve known Jim for several years now. I met him at a networking event and I can honestly say he’s one of those individuals where the minute you meet him, he has this aura surrounding him. He’s incredibly sweet, nice, genuine, and wants to see you succeed. He has an incredible memory and makes you feel welcomed at all times.
In this episode we talk about ego, and stubbornness, and define entrepreneurship in a way I believe will be relatable to you. To selfishly say it, he defined just about every feeling, thought, and inclination I’ve ever had about myself.
It was great talking to you old friend. Happy to finally have you on the show. Enjoy today’s episode with Jim Shulman of Elsinore Business Associates.
And, to make sure you get everything you need to know, here are some tips on How To Get More Out Of Your Customers.
Get out of your comfort zone when it comes to your pitch.
If you’re having difficulties growing your customer base, it’s possible that you’re narrowing your focus unintentionally—and so missing out on prospective new customers. It’s no surprise if you’re having trouble attracting new clients if you’re presenting your business the same way you always have.
One of the most important strategies to attract new consumers is to build trust. You’ve won their trust and their ear after you’ve earned their trust. You can then begin to teach them how to recognize your product’s higher worth.
Ask for referrals
Once you’ve earned a customer’s trust, put it to good use by asking for references. One of the best sources of new clients is current customers. You can’t, however, sit back and wait for them to bring their colleagues, friends, and family to your company. Instead, take charge and develop a strategy for aggressively soliciting referrals from your happy clients.
Incorporate actions that generate referrals within the sales process. Send follow-up emails to clients to ensure that they are satisfied with their purchases. Then, send another email asking for referrals. If the sale price justifies it, consider adding incentives.
Make your skills recognized
You may build curiosity and even create buzz by exhibiting your industry experience, which can help you attract new consumers as well as earn more revenue from your current client base. Volunteering to appear on industry panels, hosting a webinar or workshop, speaking at industry events or to groups that your target customers belong to, and holding educational sessions are just a few ways to make a positive impact on potential new customers and clients. This method is especially effective for B2B business owners.
Take part in community activities
According to polls, the majority of people prefer to support small, independent enterprises. Participate in charitable activities and organizations to raise your profile in your neighborhood. Sponsor a neighborhood fun run, arrange a holiday “gifts for kids” drive, or provide equipment to a local Little League team. All of this boosts your profile, making it easier to attract new customers.
Continue to provide exceptional customer service and support.
A customer who calls customer service for the first time is just as valuable as one who contacts customer service for the tenth time. Each customer should be treated with respect, and necessary action should be taken. A satisfied consumer is more likely to tell three friends about their favorable experience. And, excellent customer service leads to greater sales.
Best of all, CRM software allows you to maintain track of previous customer communications.
Bring a pal promo
This concept is similar to referrals, but it involves client involvement. To get your loyal clients to introduce their friends and colleagues to your business, provide “bring a friend” incentives. To attract more guests, a restaurant could, for example, offer a “buy one entrée, get one free” deal.
Calls to action can be included
On the other side, there are a variety of marketing methods you can employ to attract new clients. Every piece of marketing you put out, whether it’s an Instagram post, a weekly email, or one of your offline marketing techniques, should include a call to action.
Calls to action don’t have to be complicated or ask a lot of your customers; frequently, the goal is just to get them to participate more. Inquire about their thoughts, propose that they tag you with a certain hashtag, or send them a link to sign up for your email updates.
Try giving new clients free trials.
Another viable strategy for attracting new customers? Allow them to try your goods for free. Free trials are a terrific strategy to sell because they attract new clients and generate positive feedback. They also enable you to get additional input on new items and make necessary modifications.
Instill the value of your product in this possible buyer. Also, make it evident that your product or service is actually exceptional. If you do this and provide excellent service, you will most likely be able to convert them into loyal customers.
Collaborate with like-minded companies
Getting together with businesses who have a similar consumer base but aren’t direct competitors and discussing how to promote to each other’s customers to drive new business is a smart method to acquire new customers without spending a lot of money. Working with a company that sells maternity apparel, for example, would be a terrific relationship if you sell infant things.
Consider these ideas as a starting point. Feel free to add your own suggestions. The important thing is to get started today so that by next year, you’ll already be selling to a larger customer base.