Tuesday, January 29, 2013

Make A List And Check Again And Again

By Randy Lisciarelli


Who do I call?

Where do I get my list?

Those are two of the concerns I always get when I talk with people about developing their biz.

There are a number of publications on this topic, but for many years I have actually distilled the ideas and theories down into some actionable items that any salesperson can take and put into action. Right here are simply a couple of:.

Make a list of everybody you understand who might be a prospective client. I call this low-hanging fruit. This can be relative, individuals you have actually understood throughout your business and university career, or even your friends and neighbors.

Call a list broker and protect a list of people or businesses who meet the qualifications of excellent customers. This isn't really going to be as rewarding as going to people you know, but these leads can be worked.

Ask individuals you know to give you leads. Here's the thing - everybody understands somebody who requires what you have to offer. You merely have to start asking people who they know - who you could call.

Call your present customers and have them offer you suggestions of people with whom to link. If you have actually served them well, they will be more than about to point you to individuals they understand.

Go places - conferences, events, etc., - and make yourself available. When you serve people and make yourself offered to people, you will establish very good leads.

Among the blunders people make is thinking that if they do a lot of advertising it will draw them a lot of good leads. I agree with marketing and having a great site. If done right, those things will bring you leads. But I think sales is about individuals and connecting with individuals.

These are just a couple of concepts. If you work these ideas you will create a good "favorite" list. Put all the names together, arrange them into the best and coldest leads, and everything between, and begin working them. Begin with leads that seem to be the best and then work your way down the list. When you've finished, start at the top again and make an additional contact.

Fire up the phone - call, e-mail, text, and browse through. Remember: the work you are doing is about relationships. Get in front of as many of individuals on your list as you can and get your foot in the door. Sales do not always come right away, so don't get inhibited if leads do not pan out right away. Ensure you continue to build the relationship, and a sale will most likely come your method.




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