Any business, no matter what size, is absolutely dependent on sales for its survival. If you are in sales, or you own your own business, then you are intimately familiar with this concept. When sales are good, the money is flowing and everybody is happy. When sales are bad, it feels as if the sky is falling and the end is near. Sales is a process, starting from the time you first meet the prospect, until the time when they finally buy your product. This can take anywhere from a few minutes to several months.
Prospecting is an essential first step in gathering more potential customers. Without actively prospecting, your sales will quickly run dry. In this article, you'll learn some basic things about prospecting, where to go, how to find them, and what approach to take. Once you mechanize this part of the sales process, you'll begin to make a lot more sales.
Prospecting can be tough, and it's what causes many sales people to quit. Prospecting can involve a lot of rejection, but only if you go about it the wrong way. Many people try to persuade the clients to buy the product from the start, but that's not what prospecting is all about. Prospecting is simply getting in front of as many people as possible, and finding out if they have any kind of interest in your product. When you are simply looking for interest, there's no risk of rejection.
Now you've got the right mindset, how do you go about finding all these potential customers? It's pretty simple, really. Anywhere there's a group of people, there's going to be about one or two percent that are interested in your product. So your job is to find these people, and simply sort through them.
Expos and shows that are open to the public are a great way to meet tons of potential clients. It's not that expensive to set up a small booth. Have some brochures made, and have some kind drawing where people have to give their business card to enter. Give away something related to your business, so that the names you collect will be more likely to be customers. You can easily get a couple hundred names a day using this method.
If you're completely lost on how to find new clients, consider cold calling people from the phone book. This may sound a bit scary, but if you create a ten second description of your product, and then simply ask if they are interested in it or not, it won't be so bad. You can also set up web sites related to your product, and collect emails from people who are interested.
No matter how you prospect, a certain percentage of any group you target will be interested in your product. That means the more prospecting you do, the more money you'll end up making.
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