We all know that selling involves finding and closing new clients. But where do you find them?
Below is a list of 19 places where you can look. Print these off and have a think about where you can find your best clients and start prospecting.
Not all of these 19 will be right for you. But, with a little imagination I am sure you'll find out exactly where to find new sales. New sales this month and each month you keep looking. The business is out there, the sales are waiting for you so go out and get more sales.
1. Yellow Pages. An excellent source but widely used. Try starting from the back to the front as most sales people who use the Yellow Pages go from the beginning to the end. Or you can access Yellow Pages for any city on the Internet.
2. Trade Shows. As you will find a lot of customers all under one roof this is an excellent place to meet new prospects. Where is your next trade show?
3. Newspapers. Review the, want ads, business section and business articles to get company names and ideas as to whom you might want to approach. Also, look for corporate announcements as well. The newspaper can provide lots of ideas
4. Industry Associations. Find out the companies and individuals who belong to specific associations—legal, medical, engineering, and so on. Consider offering yourself as a keynote speaker at their next meeting. They are always looking for ways to spice up their meetings—maybe you're the answer. Lots of leads can be had here especially if you know your stuff.
5. Use your local library. Look in the current business publications, annual reports, and an archive of newspaper articles on micro-fiche. Make a copy of relevant articles, announcements, and want ads.
6. The Internet. If it's not on the Net, it hasn't been thought of or invented yet. Use it to retrieve valuable information about a specific industry, investigate new technologies related to your field, subscribe to mailing lists, tap into a newsgroup, and so on. As it is so vast make sure you use your time wisely here though. Don't waste selling time here.
8. Breakfast Clubs. Consider joining a relevant one that helps you network. They are always looking new members. Alternatively, offer yourself as a speaker—they often look for interesting people to feature as a keynote.
9. Friends and Allies. Remember the old saying its not what you know it's who you know. Who do you know who can help you? Ask about. Sometimes your friend will help you just because you asked.
10. Previous files. Take a look through old files in the office. I'm sure you'll find some orphan accounts—perhaps even some potential born-again accounts.
11. Business Magazines and Clubs. Join the relevant ones and keep track of who's doing what.
12. You Own Internal Customers. Think of the non-sales employees that you work with. This can be a great place to get leads.
13. Referrals. Perhaps the best place to get new client introductions. Simply because you should have done a good job for your client. So who do they know that could do with you doing a good job for them. Have you asked all your clients?
14. Target a Vertical Markets. Pursue a specific profession and learn what you can about it. For example, it might be the legal or the medical profession. Get to know it inside out and be the authority in your chosen field. You will soon get known as the guy who knows the most.
15. General Observation. Keep your eyes and ears open. We are bombarded daily with thousands of messages—billboards, radio, advertisements, banners, TV, and so on. Whats new within or around your territory—construction, an information sign on a building, or remodeling in progress. Take an unfamiliar route to your existing customer to see what's going on in and around your territory. Don't drive by and wonder—stop in and find out.
16. Acquisitions and Mergers. Read the business section of your local newspaper and watch for any announcements of acquisitions and/or mergers. Your favorite account could triple in size overnight and open up an opportunity to pursue new business—real growth. Armed with an endorsement as an incumbent, your chances of success within the new company are excellent.
17. Social Contacts. Go outside your immediate circle of friends and family to include neighbors, members of social, community and religious organizations; former classmates and any other group whose members might buy the type of product or service that you offer. Sometimes social events are an opportunity to meet new and interesting people. However, be tactful when pursuing these contacts.
18. Social Clubs. Consider joining a social club or a service club such as a Rotary Club, Lions Club, or The Chamber of Commerce. It not only gives you an opportunity to volunteer for a worthy cause, it is a great avenue for networking.
19. And now….Cold Calling. The dreaded cold call. Lets face it, we all have to do it so make your mind up to just do it. This really is the backbone to good prospecting. So make a point of learning from an authority on the subject. Your sales and you bank balance will benefit.
About the Author
Billy Stewart has been a top performing sales person, manager, coach and author for the last 18 years. He writes for the web site http://www.sellingskills.info.
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