10 Ways To Prospect For New Customers

If you’re looking for new customers, then you’ll want to stay one step ahead of the competition, and one step ahead of your colleagues.
Here are 10 ways to help you find new customers.
1. Demographics – ring round local businesses, or those sorts of companies you’ve dealt with before, or those who are in similar sectors or industries to your existing customers.
2. Expect the sale – confidence and assumption can work wonders. Using phrases like “after we have supplied”, “we will” and “you’ll also need” will make your potential customer trust you, and depending on the situation, you can close the sale much more easily.
3. Keep up to date with the news – reading the local and national papers, industry specific and regional magazines and watching TV will keep you informed of what’s going on, and will help you have an advantage. Knowing that there’s going to be a new hotel / regional funding for companies in certain sectors / grants to relocate/ big contracts awarded to local businesses, and even sporting success could be used to your advantage, no matter what products or services you offer. These situations may mean that companies need more stationery, a bigger firm of accountants, a local solicitor, a convenient computer supplier, a reliable taxi service, and so on.

4. Referrals from existing customers - ringing existing customers and seeing if they know of anybody that could use your products or services is much easier than cold calling, and can also give you an opportunity to talk to one of your customers, and you can even mention any new products you have.
5. Have a reason to talk to people – If you’ve read a report or a news item that affects a business or sector that you are involved in, or potential customers, why not contact these companies? You will have a reason to talk to them, and can mention your other products and services.
6. Record your calls – By recording your calls, you will be amazed how quickly you improve your sales techniques. You will know where you hesitate, what the hesitation sounds like to customers, and how to spot buying signals and much more.
7. Keep scores – By keeping a record of calls and appointment, you can work out how many calls you make before you get an appointment, and how many appointments you need before you get a sale. Is this consistent every day, every week and every month?
8. Get a coach – Having someone to motivate and inspire you can help to improve your sales techniques and increase your sales figures. A coach could be a physical person, such as a colleague or manager, or a book from a successful salesperson, or well known business person.
9. Write down the first 2 calls for the next day – this way you’ll already have 2 calls to make the moment you get to your desk, and won’t spend the first hour researching potential new clients.
10. Make use of events, such as business fairs to keep your company name at the forefront of people’s minds. You will also be able to find out what’s going on with businesses, and which companies can benefit from your products and services.
Now you know how to get more business, why not try one of these techniques and see if you can improve your sales figures today?

Find out even more ways you can improve your sales figures with Sales Training Courses from SalesTrainingIntl.com