By Jim Hernandez (Click here to read article in Latin Business Today).
(Do it and business will grow a minimum of 15%… Guaranteed)
This is article # 1 based on a 4 part selling cycle that is further broken down into 8 major steps.
The four areas are focused on How to Find, Sell, Close, and Keep More Customers. We will begin by discussing step 1 of 8:
PART 1 – How to Find More Customers
STEP 1 – Prospecting (The top 5% of all salespeople in the world are good at this)
This is probably one of the most difficult steps as most people are not willing to endure the rejection of speaking to people who might say NO when determining if they are interested in what you sell. Some sales people have the mentality of, “Just bring me more customers and we will close the deals.” In the Digital Age most businesses strive to increase their web presence by developing a website, upping their social media usage, blogging, etc. The hope is that someone will call, place an order, or walk through their door. While this does work to some extent, you need to be sure you are reaching the right people.
Who is the best group of people you can prospect with? (The best way to reach the right people)
The best way to prospect is within 3 niches or verticals. The rules in choosing these verticals are based on 3 things – you ought to have something in common with each niche, they should have a need for what you sell, and they must financially qualify for what you sell.
Based on our work in 35 nations we have determined that the best place to prospect is with your existing customer base. Most companies, managers, and individuals are spending nearly all of their time chasing down new prospects, while the majority of their business is coming from their loyal customers.
Consequently, the first place to prospect is with the customers you are already doing business with. You have something in common with them, they have a need, and they have already proven their financial capacity. This step is key in growing your business. How you turn these customers into more business requires some detailed undertakings and planning, but at a minimum, stay in touch. When they are ready to buy again, you should be their first choice as well as the first place they would refer friends, family, and coworkers to.
Now you’ve had a glimpse of the first step in our 8 step series. These articles draw from trainings that have repeatedly and consistently produced results in multiple languages and in markets across the Americas.