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First you need a
a website which showcases the benefits you deliver to
your customers. It is the first place prospects will go to check you
out.
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Decide what types of organisation are your best
targets.
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Then you find
directories of these
prospect companies using the Net, business directories etc.
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Prioritise the prospects - start with the best ones.
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Next you make contact with these
prospects, obtain the name of the
person with the appropriate job title. Try to speak to them.
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If you can get through, state in a few short
sentences what you do and ask if they are the right person to be
talking to. Then ask, can I send you some information?
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Write or email your sales pitch and say in it that,
'I will call in a couple of days to get your comments'.
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Log details of the contact, the company and any
points raised in conversation. A database or contact manager is best
for this, but you can use a simple card file initially.
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Make at least 6 fresh contacts each day, 10 would be
better. A valid contact is where you have spoken to the
decision-maker; if you only reach reception, it doesn't count.
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Each day check to see if you need to make call-backs.
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If appropriate for your product value, set an appointment to visit.
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Visit and discuss the
prospect's requirements, depending on the product / service you may
have an opportunity to close the business on this first call -
otherwise . . .
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Draw up a proposal,
revisit and present the proposal. (You may then need to revise the
proposal and resubmit.)
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Now you negotiate the price and close the
sale.
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Keep this process going - either be prospecting or
seeing customers. Once you start to get sales, you can reduce the
amount of prospecting, but do not stop it entirely or you will lapse
into a feast-or-famine roller coaster.
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Make contact with all prospects and customers at
least 3 times a year.
Very few of your competitors will be doing anything
like this - you will have a big advantage.
Once business starts to flow, from time to
time you will get jobs coming in unsolicited. That's a nice
bonus for all the hard work which you've put in.