Author Box
Articles Categories
All Categories
Articles Resources

3 Tips for Finding New Clients

April 09, 2012 | Comments: 0 | Views: 123

It was back many years ago and my first day on the job in my new sales career. Nervous? Absolutely! I was driving up to the Knoxville office of the old Digital Equipment Corporation where I spent 15 years of my career. I had just completed the Internal Sales Development Program and was excited to see what it was like to sell computers to people I have never met.

My first assignment was to prospect. So I asked my sales manager, "what do I do?" He smiles, sits me down at one of the many cubicles in the office and says, "start smiling and dialing". But what number would I dial? He then hands me the yellow pages, asks me to turn to the letter "C" and look under computers. Then what? Well Stu, start calling the companies and see if they would be interested in carrying our computer line as a reseller - finding resellers was my first assignment. 1st call-hi my name is Stu Schlackman with Digital Equipment Corporation and I wanted to see if you would be interested in carrying our line of computers? Digital who - says the prospect? Click! Next call - same opening-no thanks we carry IBM. Next call was a company by the name of Four Phase Computer Systems - hello my name is.... Response? Son, do you realize we compete against Digital? No sir, but thank you, that's good to know. How embarrassing and yes that's what many of us in sales are afraid of, embarrassment, rejection and the final outcome - futility!

According to recent research, "Finding New Clients" is the 2nd biggest challenge life insurance agents face. This is also true of many other industries. Why? Is it because of the rate of change? That's part of it. Less demand and more supply, yes again. Many already are doing business with one of your competitors. It can also be a lack of focus in your marketing efforts. Let's explore 3 ways to target new clients.

1. First, you have to know what your target market looks like. What is your company known for and what does the ideal prospect look like? Where have you had the best success where the client saw the value and the sales cycle was minimal? If you've had repeat business in this market, most likely this would be a good target market to pursue. Define the characteristics of your market and use your existing clients as references and to ask for referrals. This turns a cold call into a warm call. If you have happy clients they are normally willing to help open a few doors with their network of business colleagues. It's much easier to focus on a target than to have a shot gun approach where you can't send the same consistent message.

2. Second, you have to offer a compelling reason to meet. What would the client/prospect gain from meeting with you? Can you communicate that message? Again, one of the best approaches is to let them know how you've helped other clients, which demonstrates the value you deliver. Can you articulate your value in a brief amount of time? That's what they need to hear in the first 20 seconds.

3. Third, you have to overcome their objection to meet. As my good friend and Cold Calling 101 expert Barry Caponi would say, prospects will lie to get you off the phone. The best way to handle their objection is to ask them a question that will reveal an issue they are having. It's the perfect time to say, "Stu that's exactly why I think it would be worth our time to meet."

If you want to find new clients - and who doesn't, you need to do 3 things:

• Intimately understand your target market • Articulate the benefits that you provide • Overcome meeting rejection with a well-crafted question

Using and mastering these techniques will fill your pipeline with new prospects and clients.

Good Selling!

After more than 20 years in corporate sales, Stu Schlackman formed Competitive Excellence, an executive sales performance coaching firm. Leveraging his highly competitive nature, Schlackman’s firm focuses on coaching and training sales teams to turn them into top performers.

Schlackman uses his experience to coach companies in how to “oust” the entrenched competition and overcome sales adversity. From getting in the door to closing the deal, Schlackman teaches everyone from novice sales person to veteran sales executive what it takes to compete and succeed in sales today. Schlackman is expert at identifying the buying preferences of individuals based on their personality style, and teaches others how to master this skill.

The author of Don’t Just Stand There, Sell Something, Schlackman imparts wisdom, sales techniques, and practical advice for corporate executives, sales professionals, corporate trainers, and others who want to compete and win in business and in life.

Source: EzineArticles
Was this Helpful ?

Rate this Article

Article Tags:





Target Market





In India, employment opportunities are set to grow by a good margin in the coming year, a phase which was started in the turn of the second decade of the 21st century. organisation, candidates with

By: Sarkariexam l Business > Careers Employment l April 01, 2013 lViews: 11708

Sometimes it is amazing to see that certain jobs can precipitate huge turnouts in the recruitment drives. It is as if thousands of people were waiting for the vacancy advertisements and the moment

By: Sarkariexam l Business > Careers Employment l December 30, 2012 lViews: 690

In recent times, jobs in healthcare segments have grown tremendously. It is anticipated that this growth curve will continue for the times to come. Various factors are responsible for this

By: Sarkariexam l Business > Career Advice l December 27, 2012 lViews: 447

Are you in a dilemma whether to choose web based CRM or not? If yes, don’t worry. You aren’t the sole person having this doubt.There are numerous firms trying to make out whether investing in a

By: Reneta Vasileva l Business > Customer Service l December 23, 2012 lViews: 409

If you think about it you will realize the fact that each business has its own set of risks that are involved in it.The trade secrets that you have and the information related to the business is what

By: brumbrum1 l Business > Risk Management l December 23, 2012 lViews: 263

As the time is changing, concierge management services are now growing despite the slowing economies of the world. The main reason of it is the need that is highly specific to the people who like to

By: willsmith10 l Business > Management l December 23, 2012 lViews: 333

The goal of all salespeople is to close more deals faster and easier. In an attempt to achieve these ends they often sabotage their overall results and efforts by failing to adhere to a few

By: Tim Connorl Business > Salesl April 25, 2012 lViews: 188

The sales process typically occurs in a cycle. New leads are generated; potential customers are contacted and converted to sales. Some of these customers leave when their contract ends, creating the

By: Andy Westl Business > Salesl April 24, 2012 lViews: 167

Sometimes we don't realize the barriers we place between our customers and a sale. A little initiative can pay big dividends, if you learn to make it easy for them.

By: Douglas R Krugerl Business > Salesl April 23, 2012 lViews: 170

There are no shortcuts to success. We have to make time for our family and business if we want to be successful in both. We have to stay focused on our business goals and at the same time be here for

By: Maria Duronl Business > Salesl April 23, 2012 lViews: 160

Body language is probably the most powerful and honest way to express ourselves. Yet too many salespeople underestimate the power of body language or even ignore it all together. This article shines

By: Kees Scheffell Business > Salesl April 21, 2012 lViews: 226

Strategies to grow sales in the ever changing environment. You cant do it the same old way. You need to Re-Imagine your sales strategies.

By: Sam Kariukil Business > Salesl April 21, 2012 lViews: 176

Discuss this Article

comments powered by Disqus