How can you find customers for your new business or new customers for your existing business? One of the easiest ways is to find out who your competitors sell to and then market your business to the same or similar customers.
Finding out who your competitors’ customers are is often quite simple. If you sell to businesses, you’ll find that some competitors will list some of their biggest customers on their website, in press releases, or in promotional literature you can pick up at trade shows. If you find the names of those customers, there’s nothing to stop you from promoting your business to those same customers or customers in similar lines of business.
Or, if you sell to consumers, you can tell on a broader level who their customers are by where they repeatedly run ads. If the competitor has had an ad in the same local paper or same magazine for more than 6 months, then there’s a good chance their ad is working. If you place a similar ad in the same publication, it ought to work for you, too.
Source: Janet Attard, Business Know-How
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