Getting customers

Getting customers: how to prospect for business leads, encourage referrals, identify hot prospects, win back old customers and attract new ones.

Many people hate cold calling, but sometimes there is no alternative when you need to attract new customers. Expert Andy Preston provides advice.

There are so many ways to keep in touch with customers or approach new prospects. But well-written sales copy still has the power to persuade.

Ten ways to approach new customers including advertising, email marketing, ecommerce, social media, word-of-mouth and networking

How to win back old customers. Lapsed customers may need an incentive to return but with the right approach they can become loyal customers again.

Even if you're flat out, generating sales leads allows you to be choosy about which jobs you take on. Ben Dyer looks at how to increase your leads.

How to grow your small business and protect your cash flow by identifying high quality sales leads and turning prospects into new customers.

Many businesses use telephone marketing to communicate with customers. Any firm that sells direct usually handles enquiries and orders over the phone.

There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.

In order to make sales, we have to understand our customers then ensure we target the relevant potential customers with the right sales messages.

FAQs on all aspects of telemarketing for small businesses

How to work out whether telesales is right for your business, and make it work for you with effective planning and staff training.

Many firms don't know who their most profitable customers are or how to retain them. In difficult times, customer loyalty may be your greatest weapon.

Finding new clients is not easy when you are self-employed - nine ways to get more work as a freelancer

Benefits often prevent a salesperson from engaging with the real motivations of the buyer. In fact benefits are no more than an abstract idea.

Cold leads are difficult to convert into buyers. So how do you approach a cold lead to give yourself the best chance of making a sale?

Good customer service can turn customers into evangelists for your product or service, spreading the word and bringing in new business.

Human beings have two major motivations; to gain reward and to avoid loss. There will be plenty of times where both motivations influence a decision.