
How to Get and Keep More Customers: Proven Strategies for Business Growth
Posted by Roberto Dal Corso
Have you ever felt like your business is stuck on a hamster wheel, constantly chasing customers but never getting ahead? Or perhaps you land new clients only to struggle with retaining them? If this sounds familiar, you’re not alone. Many small business owners face the same challenges. But there’s good news: with the right strategies, you can create a system to attract and keep customers, turning your business into a growth engine.

In this article, we’ll break down actionable strategies for acquiring and retaining customers, inspired by the Entrepreneurs Marketing and Sales System (EMS) and other proven approaches. By the end, you’ll have a clear roadmap to sustainable business growth.
Have you ever felt like your business is stuck on a hamster wheel, constantly chasing customers but never getting ahead? Or perhaps you land new clients only to struggle with retaining them? If this sounds familiar, you’re not alone. Many small business owners face the same challenges. But there’s good news: with the right strategies, you can create a system to attract and keep customers, turning your business into a growth engine.
In this article, we’ll break down actionable strategies for acquiring and retaining customers, inspired by the Entrepreneurs Marketing and Sales System (EMS) and other proven approaches. By the end, you’ll have a clear roadmap to sustainable business growth.
Why Getting and Keeping Customers is Crucial
Nothing happens in business until somebody buys something. Your ability to consistently attract and retain customers determines your business’s fate. Without this, growth is unpredictable and stressful. On the flip side, having a reliable system for customer acquisition and retention can:
Create steady cash flow: Predictable revenue allows for better planning and investment in your business.
Build a strong brand: Happy, loyal customers become ambassadors, spreading positive word-of-mouth.
Reduce stress: Knowing your marketing and sales machine is humming along reduces the daily grind.
Take the example of Celia, a business owner in Zurich, Switzerland. For years, she struggled with inconsistent customer flow. Once she implemented a structured marketing and sales system, she went from surviving to thriving, doubling her revenue in under a year.
One misconception many business owners have is that if they offer a great product, customers will come. However, even the best products need marketing. Without visibility, your audience won’t know you exist. Recognizing this is the first step to ensuring your marketing and sales efforts align with your business goals.
Let’s explore how you can achieve similar results.
A Step-by-Step Framework for Getting and Keeping Customers
1. Understand Your Ideal Customer
Too many businesses try to market to everyone and end up appealing to no one. The first step is to define your ideal customer—or as the EMS system calls it, your “Dream Buyer.” Here’s how to get started:
Demographics: Age, gender, location, occupation, income level.
Psychographics: Values, goals, challenges, and buying motivations.
Behavioural Traits: Purchasing habits, preferred communication channels, and decision-making processes.
Exercise: Write a detailed profile of your ideal customer. For instance, if you’re a consultant, your dream buyer might be a mid-sized tech company looking to streamline operations. This clarity will help you craft targeted messaging and offers.
Even at this stage, it’s important to challenge the belief that more leads automatically equal more revenue. In reality, focusing on quality leads—those who align with your ideal customer profile—is far more effective and cost-efficient for sustainable growth.
2. Build a Strong Foundation
Before diving into flashy marketing tactics, ensure your basics are in place. According to the EMS system, foundational blocks include:
A clear and compelling value proposition.
An updated website optimised for conversions.
A Google My Business profile to boost local visibility.
A system for handling inquiries, ensuring no leads slip through the cracks.
It’s also a common belief that retention happens naturally if customers are happy. However, retention requires deliberate effort. Regular engagement, loyalty programs, and consistent value delivery are essential to keeping customers coming back.
Tip: Audit your marketing assets. Are they professional, consistent, and aligned with your brand? Weak or outdated materials can deter potential customers.
3. Create a Marketing Calendar
Consistency is key to acquiring customers rhythmically. Develop a marketing calendar that outlines:
Weekly and monthly campaigns.
Social media posts.
Email newsletters.
Having a calendar keeps you accountable and ensures your efforts are steady rather than sporadic. Remember, even the best tools require a plan. Without consistent marketing activity, potential customers might forget about your business entirely.
4. Craft Messages That Resonate
Weak messaging is one of the biggest reasons marketing fails. Ensure your messages address these three core questions:
Why should a customer choose you over competitors?
What unique value do you offer?
How will your product or service solve their problem?
Example: Instead of saying, “We offer accounting services,” say, “We help small businesses save time and reduce tax stress with tailored accounting solutions.”
Another common belief to challenge here is the notion that if you offer a great product, customers will come. Even stellar products or services need well-crafted messaging and visibility to attract attention and build trust.
5. Nurture Your Leads
Most customers don’t buy immediately. Nurturing leads keeps your business top-of-mind until they’re ready to purchase. Use these methods:
Email Campaigns: Share useful content, success stories, and offers.
Retargeting Ads: Remind website visitors of your services.
Follow-Up Calls: Personalised communication builds trust.
By consistently nurturing your audience, you create a loyal customer base that values your brand and remains engaged. This deliberate effort counteracts the assumption that happy customers naturally return without further action.
Additional Tips for Sustained Growth
Measure What Matters Use key metrics like Customer Lifetime Value (CLV), conversion rates, and retention rates to track progress. EMS emphasises knowing your numbers for informed decision-making.
Invest in Training Equip your team with the skills needed to execute your marketing and sales strategies effectively.
Leverage Automation Tools like CRMs and email marketing software save time while maintaining personalisation.
Ask for Feedback Regularly survey customers to understand their needs and improve your offerings. Feedback also gives you actionable insights to refine your customer experience.
Conclusion and Call-to-Action
Getting and keeping customers isn’t a one-time effort; it’s a continuous process. By understanding your audience, building strong foundations, and nurturing relationships, you can create a sustainable growth system.
Are you ready to transform your business? Start by evaluating where you stand today. If you need personalised guidance, let’s chat. Book a free consultation to explore how the EMS system can help you achieve rhythmic, predictable customer acquisition and retention.
Your path to consistent growth starts here.
Downloadable Tools: Enhance your journey with practical resources. Access a free marketing calendar template, customer profile worksheet, and more at https://dalcorsogroup.com/free-resources.