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From the Follow
these tips to keep prospecting for customers By: Laura Laaman The best salespeople come in all
shapes and sizes, but they have many strategies in common. One strategy they
understand is that to continuously increase their sales and guard their
market share, they must increase their number of leads. Great salespeople always actively
look for new business. Some leads will develop quickly, and others will take
a while. By always prospecting, you will consistently have sales flowing. Markets change. Industries hit bad
patches. Customers commit at different times. Wise salespeople diversify. Here are some prospecting practices of the best sales people: 1. Invest in targeted
subscriptions. Being among the first to read your local business journal and
newspaper, scouring for stories or announcements of new businesses or leads
in general, is a huge competitive advantage. Top salespeople continuously
tell me they consistently acquire new business by beating others to the
punch. 2. Get your business journal's Book
of Lists, which sorts and ranks various business categories. It provides a
wealth of information, including number of employees, addresses, phone
numbers and contacts. 3. Prospect where you do business
every day. Always have your new-business antenna up and scanning. Look for
opportunities while you're shopping, banking, at the airport, on planes and
even riding elevators. Drive new routes to work and look for new business. 4. Join your local or regional
chamber of commerce. Your return on the modest membership fee will be far
greater if you frequently attend chamber events or, even better, volunteer as
an expert in your area of business. You not only get an audience to learn
about your products' benefits, but generally you'll get free advertising to
promote the event as well. 5. Join other targeted
associations. Every profession has association meetings that can provide a
wealth of knowledge. Top performers belong to groups such as
Toastmasters that help improve your public-speaking skills while also
providing you with more of those free commercials. 6. If you have an appointment with
a company, ask for referrals to neighboring businesses or departments. Big
businesses have many departments. 7. Arrive for your appointments
early to canvass businesses near your appointment's location. 8. Start serving the clients of any
salesperson who may have left your company. Approach your sales manager and
ask to contact old customers that individual was servicing. 9. Notify your customers of any
technical advancement for the products you provide. Let them know of any
awards you or your company have received. And ask for referrals. 10. Build alliances with
other sales professionals. Find four top people in noncompeting businesses to
share leads with. The best sales people recognize
that every minute of every day is prospecting time. QUICK INFO Prospecting tips §
Invest in targeted
subscriptions and get the Book of Lists. §
Prospect where you do
business every day. §
Join your chamber of
commerce and other associations. §
Ask clients for referrals
to neighboring businesses or departments. §
Arrive early for
appointments and canvass businesses near that location. §
Serve the clients of any
salesperson who may have left your company. §
Notify your customers of
any technical advancement for the products you provide. |
Build alliances with other sales professionals.