How do I catch the attention of prospective local business clients
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If you're selling professional or financial services to local businesses, you should approach your marketing by first answering the following questions:
- What's the customer's pain?
- How can you fix their pain?
- Why should they trust that you can fix their pain?
- Where can they get a hold of you?
Answer the above questions before you do anything else. Once you've answered the above, then think through how you can get this message out.
Online
To start with, you want to have a strong local online presence. This includes Local search + Google My Business + Bing for Businesses. Research the keywords and search terms that your customers will search for, and make sure your online presence provides that information. Make sure you have a decent website, and that you and your business have local listings and social media accounts. Connect with and follow other local businesses online.
Referrals and Influencers
Also consider who their other trusted business advisors might be. Normally local business owners will have a banker, lawyer, and accountant that they deal with. They may also have a commercial realtor, and commercial insurance agent. Lastly they may belong to local business associations such as chambers of commerce, business improvement associations, BNI groups, etc. Get in touch with these individuals and organizations. Meet with them for coffee and / or lunch. Get to know their businesses and what they do, and let them know what you do, what makes you different, and the types of customers you deal with. At associations, look for opportunities to speak as a subject matter expert.
Reach out
Make sure your business is visible, but don't hesitate to either pick up the phone or drop by other local businesses to say hello. Don't make it a sales call, just drop in and say you're new in the area and would like to introduce yourself. Leave a brochure and some cards.
Getting attention and building relationships takes time. Stay at it, be professional and helpful, and you'll start to see your business grow and thrive.