Article
One: Finding Client Information - How to Produce Prospect Names from a Magic Hat! By Gavin Ingham
OK! So I've been a little imaginative with the title but if you've been in sales anytime then you know that there is no magic hat out there full of client details for you to dip into! Even so, it doesn't stop salespeople constantly moaning to me about not having enough people to ring or about not having enough leads to prospect.
The key to finding more prospects is all about what you focus on. It reminds me of a children saying they're bored in the middle of the summer holidays. There's always something to do, they're just too busy focusing on their own perceived boredom rather than looking out for something interesting to do!
I once gave one of my sales consultants Wales as a territory. That's Wales the country not whales the animal. He came back to me a week later and said that there was no business in Wales. I asked him how he knew and he said that he'd rung everyone!
Moral: There's always more clients out there to prospect so stop moaning, and start looking. Here are some ideas of where to look.
1. Client websites
Websites are a great source of knowledge. Search them. Who are your target clients? Go to their websites and have a look at the contact details. They might not be the people you want but they might be able to tell you!
2. Google it
The internet is phenomenal. I'm no great expert but I know there are more contact details on the internet than I could ring in a 100 million life times and it's growing every day. Thing is, as it grows so the good names get harder to find. Find out how to use your search engine of choice more effectively (I normally use Google and Yahoo) and get searching.
There are many free courses online which teach you how to search intelligently - indeed Google and Yahoo have comprehensive instructions in advanced searching.
An increasing number of people also have their CV's online and guess what's on them? Contact details.
3. Your clients' clients
Most salespeople do a deal and then either walk away from their clients or try and sell them something else. This is incredibly short sighted as your clients are a shortcut to your long-term success.
Why not organise a meeting with one of your clients and ask for a testimonial. If they're happy with that ask them for a referral. Even better, tell them how your product can help their clients and how that in turn will help them. You'll be amazed how helpful they can be.
4. Your physical sales network
All salespeople should have their own network of individuals who they can contact. Some of these are buyers, some are referrers, some are fans. To get the sales edge you need to constantly add value to this network and make it easy for them to help you to succeed.
Any of your clients involved in sales? Then why not write them an email telling them how to join my newsletter by visiting
www.gaviningham.net now. I often refer my clients to relevant, quality newsletters and they love it!
Find a way to stay in contact with this network frequently - start a newsletter, email them with offers, send them cuttings, keep them informed with market information and reports.
5. Trade directories & shows
Many trade directories can be relatively cheap to buy and can be packed full of information. With the internet you can now view sample pages of many of them online and compare the information that you are getting.
Trade directories can be particularly useful as they allow you to segregate a certain section of your market and approach them with tailored offerings. As they are market specific they often have more detailed information about their members too.
Visit trade shows, conferences and seminars. Go where your clients are. Mix with them, learn more about them, add value to their networks.
.... points 6 to 10 after the
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