15 Places to Find New Sales Prospects

The Phone book is over rated, targeted lists can be a gold mine and social media can’t be ignored but here are 15 places sales people can go  to find prospects.  They’re typically free or low cost, readily available

15 Places to Find New Sales Prospects …Since they don’t grow on trees some of them are tried and true all take a bit of work on your part but will lead to as much business as you want based on effort the effort.

1. Print media: newspapers, business journals, trade magazines.
2. State and local government websites and offices for building permits, new incorporations, sales tax registrations, occupancy permits.  It’s a virtual gold mine, if what you sell has anything to do with new businesses, relocations, expansions. This is a prime place to start.
3. Referrals from customers, prospects, friends, family, business associates, and suppliers – ask for referrals, not everyone has a sales mindset so it just might not be thought of.  The referral doesn’t have to be into a new company. Getting introduced into another part of an existing customer’s organization is just as good.
4. Lists – they’re for sale by selective companies. Ask for samples of what they can provide. Be specific. You need to narrow down who your customers are and then you can go after them in earnest and not over pay for people that aren’t a match for your product or service.
5. Lead services- There are a variety of companies that provide relocation leads from business to consumers.
6. Networking – So who do you hang out with? If it’s not sales people from other industries, business owners and leaders you’re not rubbing elbows with the right people.  Networking is more art than science but make no mistake about it, there is some science involved.
7. Chamber of Commerce- Working in a small market or even a big one the chamber of commerce is the pulse of the local good old boys network, if it’s not, look around. There might be another more social organization, but in every part of the country they are there.  Before you join though, go to a few of the events. Pay the nonmember price and make sure that it’s an active group with vibrant members and not just lunch twice a month with the nearly retired.
8. Architects and Developers- if they build it,  you need to know who and what they’re working on,  it is a two way street with developers and leasing agents, you can send business their way as well.
9. Banks- Forget the huge monoliths of the industry except for the guy selling SBA loans, he will prove to be quite useful for you and depending on the nature of your product or service you might be useful to him as well.  Also don’t over look the growing number of small private local banks and savings and loans.  Many times they are not only more approachable but better dialed into in the local business community than you think.  Why you might ask. Because most of these types of banks are owned by members of the local business world, it’s typically a way to earn a decent return on a relatively safe investment and diversify them.  Besides who wouldn’t love to say “and oh yeah I’m one of the investors in blah blah blah bank”.  Talk about an ego trip!
10. Manufacturers- Who makes what you sell?  Hit them up, part of their role is to create demand.  Often after they’ve created the demand they don’t know what to do with it or where to turn because their company uses the Channel approach to selling. In other words, they can’t sell directly to the customer. That’s where you come in. Are you getting more than your fair share of opportunities from them?  If not, ask, but offer something in return like feed back on the leads, or bring them into deals that you’ve found.
11. Competitive brands customers- who buys a similar product to yours?  Great timing is everything so lobbing the occasional but consistent call into competitive brands users isn’t such a bad idea.
12. Trade associations- Join them and actually attend the meetings!Offer to speak and Deliver Value in your presentation.
13. Users groups- Host an event for your local users group….a cup of coffee and a cookie goes a long way after a tough day.
14. Consultants- Consult them! Befriend them and they will practically walk you into opportunities
15. Your competitor’s websites – sure they list their best customers but most often there is more than one door into a house.  It is a bit of an elephant hunt but can be a lot of fun. They’re calling on your customers, might as well call theirs.  Market share shifts for a variety of reasons, wouldn’t it be nice to be one of them.  This is a tactic that isn’t for the faint of heart.  If you are going to make a hard play for your competitions best customers you have to have a plan, know a weakness and go after them hard and quick.  Don’t go for the whole enchilada, a simple order, an opening into their kingdom.

Tags: Increasing Wallet Share, marketing ideas for sales people, Sales Training

This entry was posted on Saturday, August 8th, 2009 at 6:40 pm and is filed under Sales Training. You can follow any responses to this entry through the RSS 2.0 feed.