PART III

Getting a client is like making a friend. First, you have to know him/her, then you have to get on well and gain confidence, and once you are friends, you have to keep him/her and enrich the relationship. The challenge is to make that your potential clients become clients and keep the clients that you have. First, they must know about you, and they know your service/product to connect with them.

In this article, we give you some advice that together with the previous posts (20 effective ideas … Part I and 20 effective ideas… Part II), will help you to increase the recruitment of clients, and consequently, your sales.

11) BE PART OF TRANSLATION OR YOUR SPECIALITY ASSOCIATIONS

Join the guild

 

Joining an association of the area has a lot of advantages. The associations keep you up to date about everything related to your area, organize events and training, and you can exchange experiences with other partners, etc. Above all, (it is of our interest in this post) you can increase your social circle, which is another natural ¨networking¨ where you can meet collaborators, and you could expand the collaborations with other members of the association, and consequently, you could increase your services, clients…

In summary: Increase your sales…

Being part of an association of the area can not only be beneficial if you have the possibility, but you can also be part of an association of that area.

Example: Food Industry Associations. If your speciality is in translations of that area, you have more than 30 organizations were to choose from because you will find your target there.

12) WORK ON YOUR CORPORATE IDENTITY AND BRANDING.

Taking care of your image is important

 

Having an excellent corporate image may be as important as the service you offer. If the service is good but is not attractive for the consumer, it will not succeed. Having a brand manual and applying designs according to your strategy is important.

There are direct sales commercial actions, but others are image sales. You do not have to neglect these actions that will help you to position your company in your potential client's minds. So, when they think about translation or interpretation services, your company has to be the first one that comes to the client´s mind.

In another post, we will talk about specific actions to improve your corporate image. These actions will make that the client thinks about you, in the first place when they need your translation or interpretation services. Some of them as agreement with associations, networking assistance…. have already been mentioned in this post 20 effective ideas to gain clients. (Part II).

13) OPEN YOUR SALES STRATEGY TO NEW MARKETS

We have the great advantage that in the translation area, we do not have limits. On the contrary, it is an area that closes the distance, and we have to take advantage of it. Why only offer your services to local companies? The Internet offers us the possibility to connect with possible clients (and that they connect with us) even when they are not in our country. We can take advantage of the competitive benefits that are made because we belong to different countries, and we can increase the sales by reaching more clients.

For example, if your speciality is in winery cellars translations or the viniculture area, but we have winery cellars all around the world, you could increase your clients by reaching those possible clients with commercial actions that we mentioned before.

14) ADVERTISE AND COMMUNICATE THROUGH THE MEDIA OR CHANNELS OF YOUR SPECIALTY

You must be seen in publications of the area to which your public belongs. So, in that way you make sure that you reach the appropriate people.

Analyze the media related to your sector and talk to them to check what kind of collaboration you could have.

For example, the association of the food industry may send the monthly or biannual newsletter, etc. to their partners.

15) CHECK WHAT YOUR COMPETENCE DOES…. ¡AND DO IT BETTER!

Analyze, learn, improve

 

It is always important that you have the competence in the spotlight to make sure that you are not left behind with the quality of the service or marketing actions. Although the translation world is indeed a very collaborative sector, we do not have to forget that they are competitors.

You have to constantly see what the competition is doing, analyze if they are working well, and try to improve it. We are not saying that you have to copy, but to check what is happening in the market so you are not out of step.

There are a lot of tools with which you can monitor what the competence does to increase their growth. For example, you can take a look at the announcements that the competence publishes in social media using the Facebook ad library (https://www.facebook.com/ads/library/.). By doing this, you could know how they communicate, and you could analyze and do something similar, or, on the contrary, you could distinguish from them to reinforce your corporate image.

-------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------

In all cases, we always recommend tracking all the commercial actions that you make. By doing this, you could detect the ones that work to reinforce them, and which ones do not work, so you could check and improve them (or you could simply not use them).

To track all the commercial actions, we recommend having CRM tools and detecting the good things and measuring the results. The best thing is that that tool is fully connected with your project and invoice manager, so you could automatically measure the results with the real sales.

You could connect all the processes of your company including the CRM to manage the commercial actions that you make with Gespoint Translator. If you want to know more about Gespoint click here: SEE + INFO