I am trying to grow my website maintenance business (www.enrichmint.com). I have been able to add several customers in about a year but I would like to increase that substantially in the next year. Based on my price point and my current clients, there is a very niche business that can afford the monthly fee and benefit greatly from the service.

It is the small to small/medium size business that cannot afford a full time web developer in house but knows that they need to keep their website fresh. All of my clients come from word of mouth or from search engines.

I really believe (maybe naively!) that there is specific group of business owners who would sign up in a minute if they only knew a service like this was available.

How do I find and get the word out to those businesses?

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Jay’s Answer: There are many ways, such as: 1) Focus on who your competition is focusing on and 2) Identify companies that have budgets but whose website hasn’t changed in a while.

However, you have a number of problems. Most micro-businesses (1-15) employees can’t afford your $400/month fee. They could hire someone to update their site for them for much less. Small businesses don’t either have the time to generate useful content or the need to update their information monthly.

Also, fresh isn’t as important as generating new customers. That’s what your clients ultimately care about. Help them to both attract more traffic and get more conversions, and you’ve got something that will attract potential clients in droves.