This article was updated on February 4, 2026 with an up-to-date FAQ section.
There’s one thing everyone wants to know – the golden question: how can I get more customers? How can we expand our network of existing customers, and ideally, the easiest way possible? You probably already know that you should implement some tools that can make closing deals faster and easier – such as SalesWing, which identifies your most sales-ready leads based on their website activity, or FindThatLead, which will find you almost anyone´s email address.
But there is only so much a tool can do, if you don’t put in the work. We have come up with 3 of the easiest ways to expand your customer base – we hope you find it useful!
Attending events to increase your customer base
Events are one of the best ways to make new contacts in the shortest time possible. So long as you select the right events, you’re guaranteed to enter a room full of people who are all your potential targets. Now, that´s not to say all you have to do is enter, eat some hors d’oeuvres and you’ll leave with a case full of business cards. While you’re there, you’ll have to do some quality networking.
How can you ensure that you’ll get quality networking done? For starters, don’t just randomly attend events and hope for the best – go prepared. Think about the types of new clients you´d like to close, what sector they are in, and what level in the organization is the decision maker. Based off this information, you can compile a list of industry events these individuals are likely to attend.
Once you have an intelligent list of events with your potential customers, prepare in advance for each event. Find out who will be attending by checking the attendance or exhibitor’s list, and actually contact these leads beforehand. By using FindThatLead, with just a person´s name you can find their email address within seconds. So email them, introduce yourself in advance and even try to set up a meeting.
Pro tip: Not a fan of networking? Find a “networking wingperson” – a trusted confidant who can help you introduce yourself, and gracefully back away when you’re giving your pitch. This could be a co-worker, a colleague from another company (you both could help each other), or even a customer.
Joining a Business Organization to expand your contacts
While searching for industry events, you may have come across some events hosted by either alumni networks or business organizations. Joining one of those networks or organizations is a great way to expand your contacts. Once you become a member of one of these clubs, you will join the ranks and be seen as a peer or colleague, not an unknown contact trying to sell something.
Don’t just show up for the events, join and become an active member of their community. Just as you know that building up your online reputation is important, we can’t completely forget about our offline persona. Try to become known as an expert in your field, and socialize with others. Build up trust with highly regarded professionals in your field, and you’ll find over time that not only will it help your reputation, but they will be likely to recommend new clients for you.
Checking your sales pitch
The two methods above work only once you have perfected your sales pitch; and know that once the right person hears it, the message will resonate strongly for him or her. If you’re not closing new customers at the rate you should, why not take a look at your approach to selling? Have you really tested your messages and know that they work?
Assuming that your company has already crafted a strong value proposition and has found its market fit; there are many different ways to communicate your sales pitch. First, we recommend practicing and testing your pitch as often as possible. Preferably with colleagues or trusted friends, who will tell you the truth on how the message is being delivered.
One secret of a great pitch, that many people don’t add, is to focus on empathy. You should always make your sales pitch about the customer: listen to them, try to understand their situation and address their problems. You’ll be amazed at how far a little empathy goes.
And once you’ve hooked them, don’t forget to follow up! In your email you can add a link back to your website and track the prospect by switching on SalesWings. If the prospect clicks on the link, SalesWings will track it and tell you in real-time when your prospect is sales-ready.
At the end of the day, there are many different ways to expand your sales network and close more deals. These are just a few different strategies, and remember to make your life easier by implementing some tools into your online routine too.
Frequently Asked Questions
- How can I get more customers from events?
- What strategies do you recommend for event networking?
- How can I use business organizations to my advantage?
- How can we refine our pitch to ensure a winning script?
- How can we expand our customer base using lead scoring?
- What tips do you have for cold outreach?
- What are some time-saving efficiencies I should be aware of?
How can I get more customers from events?
Choose the right conferences, research attendees, pre-book meetings, and arrive with a focused plan to turn conversations into clear next steps.
Start by shortlisting events where your ideal buyers gather, then review attendee or exhibitor lists to prioritize targets. Reach out beforehand to introduce yourself and propose quick meetups, so you’re not relying on chance encounters. At the event, keep questions customer-centric, take concise notes, and close each chat by confirming a follow-up action with timing. Immediately after, send tailored recaps and calendar invites to maintain momentum.
Tip: Use an event preparation checklist and a tight follow-up cadence to boost conversion.
What strategies do you recommend for event networking?
Prepare talking points, enlist a “networking wingperson,” and set micro-goals to ensure quality introductions and measurable pipeline impact.
Draft two or three conversation starters tied to your prospects’ challenges, plus a 20-second value statement that invites curiosity, not a monologue. A trusted colleague can open doors and tactfully exit after the handoff so you can qualify. Aim for achievable targets (i.e. five scheduled follow-ups before lunch) so you prioritize depth over collecting business cards. Afterward, send tailored follow-ups that reference the specific pain points you heard and propose one clear next step.
Tip: Block 30 minutes after each session to write and queue follow-up messages while details are fresh.
How can I use business organizations to my advantage?
Join relevant associations, contribute consistently, and earn trust as a helpful expert rather than pitching prematurely.
Identify two organizations where your buyers are active (industry bodies, alumni groups, or chambers) and commit to visible roles such as committee work or speaking. You can share practical insights, introduce peers to each other, and volunteer for panels to build credibility. By engaging regularly, you shift from “vendor” to “valued peer,” which unlocks warm referrals and co-selling opportunities. Track which meetings generate qualified introductions and double down on those formats.
Tip: Create a quarterly “give-first” plan—office hours, templates, or checklists—to stay top-of-mind without selling.
How can we refine our pitch to ensure a winning script?
Stress empathy, clarity, and proof: lead with the buyer’s problem, state your outcome in numbers, and back it with relevant evidence.
Run short role-plays with peers to pressure-test language, then iterate until your opening earns a genuine “tell me more.” Replace feature lists with one crisp impact statement and a customer story that mirrors your prospect’s context. A low-friction next step (a short diagnostic call or tailored demo) and confirmation of timing on the spot will ensure a smooth ending. Record versions, A/B test in meetings, and retire lines that don’t create momentum.
Tip: Pair each claim with a reference customer or metric you can substantiate.
How can we expand our customer base using lead scoring?
Adopt behavior-based lead scoring to prioritize sales-ready prospects and focus outreach where buying intent is highest.
Track actions that signal intent (pricing views, repeat visits, or engagement with case studies) and weight them alongside fit criteria like industry and role. Route high-scoring leads to reps quickly with a tailored message referencing the content they viewed. This reduces time spent on low-probability leads and increases meeting acceptance rates. Review thresholds monthly so scores reflect real conversion patterns.
Tip: Align scoring with your qualification framework (such as MEDDIC or BANT) to keep marketing and sales criteria consistent.
What tips do you have for cold outreach?
Personalize at scale: build segmented lists, reference a trigger, and lead with one relevant problem you can solve.
Start with tight segments by industry, role, and challenge, then craft short messages that name a timely catalyst—funding, hiring, product launches, or regulatory changes. You can use a clear, specific CTA such as “worth a 12-minute call to review your Q3 pipeline gaps?” Sequence 3-5 touches across email and LinkedIn, and stop when intent is absent to preserve sender reputation. Measure replies by segment and promote winners to your master playbook.
Tip: Keep messages under 120 words and one idea per note to maximize response.
What are some time-saving efficiencies I should be aware of?
Standardize repeatable plays, automate handoffs, and use lightweight tools to track engagement and forecast next actions.
Package successful motions (event follow-ups, referral asks, and objection handling) into templates that reps can personalize quickly. Meeting scheduling and reminders can be automated, and keep a shared dashboard of active opportunities with next steps and owners. Use link tracking on follow-ups to gauge interest and prioritize callbacks. A streamlined workflow gives managers better visibility, shortens cycle time, and frees reps to focus on high-value conversations.
Tip: Review your top three plays monthly; prune steps that don’t change outcomes and double down on those that do.
About the Author:
Gerard Compte is CEO at FindThatLead. FindThatLead is the ultimate tool to get people’s email with just one click.
We thought you might be interested in this article…
> 3 Simple Steps for Sales Professionals to Grow Their Client Network
