How to Win Clients Before They Start Looking

Versaviya Despars
Feb 23
2 min read

Updated: Jun 10

Most businesses focus on the two percent.

The two percent who are ready to buy. The ones actively searching, comparing, and making decisions.

But what about the other ninety-eight percent?

The ones who have the problem but aren’t searching yet.The ones who are researching but not ready to commit.The ones who need trust before they ever take action.

If you are only marketing to the people who are already in buying mode, you are playing the short game.

Your best customers are the ones who have been following you for months. The ones who trust you before they even need you.

Think about it.

When you need a new hair salon, financial advisor, or business consultant, do you start from scratch?

Or do you ask a friend?

Your future clients are doing the same thing.

Which means if you want to be the one they choose, you need to be there before they start looking.

Give value before they need you.

Write posts that answer the questions they haven’t even asked yet. Share brand storytelling that connects with their struggles and aspirations.

Show them you understand their customer journey long before they’re ready to take action.

Create a lead generation strategy that nurtures relationships, not just transactions. Instead of only focusing on direct sales, use content marketing to build trust over time. A well-crafted email marketing campaign or a thoughtful social media strategy keeps you top of mind without being intrusive.