Existing customers

Existing customers

Sometimes, our best new opportunities to improve the business begins with a satisfied consumer. Unfortunately, we tend to spend most of the time finding the prospect of knocking on the door of people who do not know us or our company. Why? In general, we feel confident that calling existing customers is not an important part of prospecting.

When talking about our consumers, we tend to assume that they know all the things that we have to offer. Anyway, they have our brochure and we have told them a complete range of products and services. However, we ignore the fact that our customers will remember all the things concerning our company, and we do not give them lip service that we provide to new consumers. It leaves an open door for competitors. How can? Ask yourself this question: What if a competitor entered and found a need that we do not know, because we underestimate the state that consumers will call us when there is a need? What could potentially happen to consumers both us?

Why do we not membantuk our customers - and simultaneously help ourselves - to use a device called a "chart a chance?" Simply put, chart a chance to help us illustrate the reality of the relationship with each customer we have and keep customers both past lost over time. Instead we can identify new opportunities from these consumers. Complete chart of chance like the one on the following page for consumers at this time. You will definitely find sales opportunities.

Methods chart a chance to succeed, no matter how long you have worked as a salesperson. If you are new in sales or new change jobs, completing the chart opportunity before making introductory phone calls are an effective way to make yourself familiar to consumers in your area. For the more experienced sales professional, the chart forces you to think creatively about consumers who've served for several years. Chart opportunity may not work for all businesses, but on the most part, this chart success.

Robert Prignanc, a financial adviser at Mony Group in Pittsburgh, Pennsylvania, succeeded in using the chart opportunity to offer additional financial products to consumers ever.

Make my clients know all of the services and products we offer are always a challenge for me. In fact, because they do not know all of our products and services, I found that many of those who buy from our competitors.

That's why I listed all the products and services that we offer. I make a lot of copies of the list. Then before calling, I wrote my clients in the chart and review. I see what they buy and what additional products or solutions that might help.

Where to find new opportunities?

Where to find new opportunities?

There are many people who can benefit from your product or service. But not everyone is a consumer. Why? Sometimes it is because we do not know them. Other causes are because they they did not know us. The reason behind the Prospect search is to find people who could benefit from what we offer - no matter where the location of nominally or with whom they do business today.

Here are some ways to find new opportunities and generate prospective buyers. Not all the ways it can be applied to a product or service, but it does not mean you should ignore the way. Remember: sales reaching the highest sales open to all ideas to gain new opportunities. They tried many ways as possible. Therefore, these measures add to your list. Most likely you will uncover a field of new possibilities that were never previously considered.

Changing our view of prospecting

Changing our view of prospecting

For sales with the highest achievement in all industries, prospecting for new opportunities is actually fun. It was a treasure hunt - a fund that ultimately leads to the pot of gold at the end of the rainbow. Why do they look at him like that? Because they have the skills to make prospecting efficient and more productive.

Tips to overcome the reluctance of Prospecting / Calling

Add zest in prospecting activities

Most sales professionals would rather do any kind other than prospecting. However, the fact remains that the more often we find prospects, the more the customer relationship that we have. Here are ways to stay motivated in finding prospects.

1. Give yourself talk encouragement.

Selling the idea of ​​prospecting directed toward yourself. Affirm that you are eager to meet with more prospects because it will lead to more sales. Do not expect you can feel better just after a little encouragement talks. You may have to re-sell yourself five to ten times a day, until your subconscious mind takes over and does the work for you.

2. Set a goal and force yourself to achieve it.

An unsolved problem is how to make ourselves do what we have to do. Do not be afraid to do a lot more contact. Do not put it off. Just do it. Set a goal that can be managed. For example, depending on your situation, you can set a goal to make five contacts per week. Think about it: After one year, you have made more than two hundred relation to potential customers, just by making a simple phone call every week. Or set a goal to go to a business or social event every month and get acquainted with five new people at each event. At the end of the year, you have to see about sixty new people. How many more consumer relationships that will be established through this?

3. Stop making excuses.

It seems like we've been using all these reasons at any point in our career journey: "I can not perform prospecting on Friday afternoon, no one. There is no point in looking for new opportunities in the months of July and August because everyone was on vacation. I can not call on a rainy day, no one is excited to listen to me. "We need to stop rationalizing our laziness.

4. Overcome the fear that you make yourself tired.

If some salespeople can survive melakuktan hundred phone calls a day, it is possible for you to add ten more calls in a day, or any realistic in your business.

Writer Ralph Waldo Emerson said, "Do the thing you fear, and fear you will surely die." In other words, if we have the necessary skills and make a commitment to conduct prospecting consistently, our fears regarding the likely will be lost. Then we increase the opportunities to increase our sales, because we have quite a lot of the instructions to avoid a sales slump experienced by most salespeople.
Think about it this way: If we learn to play a music instrument for the first time, on awalny it may not be pleasant. But when we started mmenguasainya, we will be more like it. Rather than cringe at all times exercise, we begin to view it as a delicious and soothing activity.
For most of us, prospecting will probably never be as fun as strumming a guitar or playing the piano. However, when we see that the increase results by the prospect of leading to more consumer relationships and higher incomes, we will look at it with an entirely new light.
In the current sales environment, the quality of each opportunity tend to be more important than quantity occasion. But still, many consumers we can help in the end.
Classic book, The 5 Great Rules of Selling, confirming the theory. Author Percy Whiting reported that a company facing bankruptcy challenged salespeople to contact extra ten prospects every day. Ten percent of the calls resulted in sales so much so that instead of closing, the company's factory production continued for twenty-four hours.

Why do we not look for prospects?

Why do we not look for prospects?

If we all agree that prospecting is important, why we

tends to make the activities of the lower priority?

Fear is is one of the factors. When salespeople do not have

search system outlook is good and just looked at it as a phone call

random, they often acquire resistance. And it is reasoned, the more often

we declined, the more difficult to re-start prospecting.

Another issue is the value we place the time we spend

prospecting. If we leave the office one afternoon and went to the library

to examine the electronic database, it felt like we ignore the elements

our work which seem to have a higher priority, especially if the business

prospecting we only get little results.

There is still another reason why we avoid prospecting, because we

have the perception that we interfere with other people's time. Often, when we

looking for new opportunities, we have to make some sejaring to obtain

information regarding potential business contacts. We know people who we call

is a busy man. Therefore, we convince ourselves that they are not really

welcome our interference, even though it may not be true.

For most of us, prospecting is betting hit or escapes that

indeed. Sometimes we succeed and sometimes we do not succeed. This is

This is why it is very frustrating. But in reality, the system

prospecting right created a series of tools that we can use to

is building a new chance, straight to our door. A system of prospecting

Good will bring prospective customers to our presence.

New opportunities

New opportunities

Find prospects

Only hard work will achieve extraordinary results. But, hard work with

using methods and systems will yield something magical. There is nothing that

profit more with the truth than people realized that

make a living by selling.

-W.C. Holman

For most salespeople, the search for new customers or prospects is

a task that was met with a lack of enthusiasm. Why? Because it is usually

do behind a desk, using a computer, or elsewhere are not

before your consumers.

Of course, we all know that looking for sales prospects just like spread

the seeds in the garden. If we do not plant the seeds, we will not earn interest. The more

many of the seeds we plant, the more interest we will earn. The same thing

apply to the relationship between new sales opportunities with consumers

feel satisfied. Without prospects, we don't have a consumer relations. This is why

Why find prospects is very important for our success.