Very few of your competitors will be doing anything
like this - you will have a big advantage.
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
Decide what types of organisation are your best
Then you find
directories of these
prospect companies using the Net, business directories etc.
Prioritise the prospects - start with the best ones.
Next you make contact with these
prospects, obtain the name of the
person with the appropriate job title. Try to speak to them.
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?
Write or email your sales pitch and say in it that,
'I will call in a couple of days to get your comments'.
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.
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.
Each day check to see if you need to make call-backs.
If appropriate for your product value, set an appointment to visit.
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 . . .
Draw up a proposal,
revisit and present the proposal. (You may then need to revise the
proposal and resubmit.)
Now you negotiate the price and close the
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.
Make contact with all prospects and customers at
least 3 times a year.
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.