The responses to this question by INC 500/5000 CEO's are:
1. Building Relationships, face 2 face
2. We always pick up the phone on 1 ring in our customer service dept
3. We speak at industry conferences
4. Referrals and word of mouth for quality work and products goes a long way
5. Cold Calls
I know many of the INC500/5000 CEO's and their products and services run the gamut from consumer oriented things to B2B stuff - like B2B telemarketing. The client acquisition strategies shared also relate to how long they have been in business, market share, size, annual revenues and the number of employees.
This is an important point, because a referral based customer acquisition strategy will only allow you to "JUMP" start your business, but will not allow you to scale.
Attending shows and speaking at them gets you in-front of thousands of prospects, bigger targets, larger ticket items sold.
Cold Calling and B2B telemarketing allows you to reach a broader audience, and allows for scale.
Good customer service allows for customer retention, that leads to growth. Did you realize inbound support calls can easily turn into a sale and shift the conversation from support to B2B telemarketing. Are your support reps up to date with your product promotion and placement?
Shaking hands with a customer or prospect builds a connection that leads to more sales.
These strategies are all contingent on where you are within the life-cycle of your business.
Hope this helps. If you're interested in learning more about customer acquisition, feel free to drop us a note. We offer a range of outsourced sales solutions such as B2B telemarketing and outside sales staff.
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