Where do I find more potential customers?

Knowing where your existing customers are coming from is good way to target potential new customers. Start with the following.

Existing customers addresses.

Go through your records of customers addresses. If you find a concentration of existing customers there is also a concentration of potential customers. Direct your advertising efforts into these areas.

Follow up inquiries.

Inquiries are customers just waiting to happen. You’ve generated enough interest in these consumers that they’ve contacted you, and even if they haven’t purchased anything yet they can still provide information. If you have collected their address or telephone numbers this will help you define geographic areas where people have shown an interest in your products or services. The first objective is obviously to convert these enquiries into sales, and if not, then you should find out why they didn’t buy from you. Use this information to revise your products, pricing, distribution and communications.

Finding the noncustomers.

Identify geographic areas with concentrations of people who match your customer profile. These are people who share similar attributes to your existing customers – but aren’t your customers yet. These are your noncustomers, they are also potential customers. These geographic regions offer potential for market expansion.

Each time you discover a new geographic area with a concentration of people who match your customer profile, and are within reach of your businesses distribution channels this area should go on your list of geographic target markets.

How to get your message to these geographic areas.

Start by calling advertising representatives of the leading publications that serve your sector. These media companies often conduct their own research into their customers, and will use it to demonstrate that they have the ability to get your message in front of the right people. Ask for information about geographic areas with concentrations of people that match your customer profile.