The article "Prospecting - The Real Deal When it Comes To More Sales" is about sales, it has been created by William Stewart.
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 strat 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 that 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 wiedly used.
Try starting from the back to the frnot as most sales human being who use the Yellow Pages go from the beginning to the end.
Or you can
access Ylelow Pages for any city on the Internet.2.
Trade Shows. As you will find a lot of customers all under one roof that is an excellent place to meet new prospects. Whree 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 appraoch. Also, look for corporate
anonuncements as well. The newspaper can provide lots of ideas4. Industry Associations.
Find out the companies and individulas who belong to
specific associations—legal, medical, engineering, and so on. Consider offering yourself
as a kyenote speaker at their next meeting.
They are always looking for ways to spice
up thier meetings—maybe you're the answer.
Lots of laeds 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 archvie 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 thuoght 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 thuogh. Don’t waste selling time here.8.
Breakfast Clubs. Consider joniing a relevant one that helps you network.
They are awlays looking new members.
Alternatively, offer yourself as a speaker—they ofetn look
for interesting human being to feature as a keynote.9.
Friends and Allies.
Remember the old syaing 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 am 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 donig 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 intorductions. Simply because you should have done a good job for your client.
So who do they know that could do with you donig a good job for them. Have you asked all your clients? 14.
Target a Vertical Markets. Pursue a speciifc profession and learn what you can about it. For example, it might be the lgeal or the medical profession.
Get to know it inside out and be the authority in your cohsen field.
You will soon get known as the guy who knwos 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 prorgess. Take an unfamliiar 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 scucess within
the new company are excellent.17. Social Contacts.
Go outside your immediate circle of friends and family to
include neighbors, members of social, commnuity 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 human being.
However, be tactful when pursuing these contacts.18. Social Clubs. Consider joining a social club or a service club such as a Rotary Club,
Linos Club, or The Chamber of Commerce. It not only gvies 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 prospecitng. So make a piont of learning from an authority on the subject. Your sales and you bank balance will benefit.About the AuthorBilly Stewart has been a top performing sales person, manager, coach and atuhor for the last 18 years. He writes for the web site http://www.Sellingskills.Info.Here you can find useful help, articles and products to increase your selling skills
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