How to Gain New Accounts in Tough Times

This article will give some steps and tips on how to gain new accounts/customers for your company even if you do not own it.

Instructions

Difficulty: Moderate

Things You’ll Need:

• Your Own Business/Company
• Strong desire to gain a competitive advantage

1. Know everything the world knows about your new customers/accounts Do Research --> Understand the market the target account/customer exists in, the dynamics of that market, and how it impacts your company's ability to succeed.
2. Relationships Definitely Do Build Income!! Build Channel Partnerships --> Use channel partners to build relationships with your new targeted customers.
3. Partnerships also Build Income Integrate Campaigns and Systems with Partners
4. Educate yourself on what competitors are doing to gain a competitive advantage!! Find Out what Your Competitors are Doing!! --> If you are in Retail, send a scout out to find out what kind of pricing they are offering, what kind of customer service and new offers they are marketing. The same applies to other industries such as Banking & Finance, Accounting, Healthcare, Legal, etc..

Tips & Warnings

• Be Patient!! Success does not happen overnight...make a plan and then 2 contigency plans in case that one does not work!!
• Selling is not the goal. Get new customers to think of your company when they are ready to buy.
• Increase mindshare and become profitable!! This step in marketing is called positioning where you position your company's products and/or services in their minds before anyone else.
• "Educational material is the best way to penetrate a new account" Kathy Macchi.
• DONT SELL...EDUCATE YOUR CUSTOMERS!