Sales and finding customers: What are you doing to find prospects?

How good are you at finding customers?

Whatever your business is, no matter how fabulous or amazing your product or service, you need to attract new prospects. To do that consistently you have to set up processes and deliberate.

There are many ways to define leads, but when I work with clients to help them with their sales processes, at the broadest definition I start with ‘leads’ which are cold contacts and when these are qualified they are ‘opportunities’.

First, how big is your list of prospects that you would define as ‘leads’ or ‘opportunities’?
When did you last contact these prospects? Do you have a regular newsletter, series of educational updates, market insights or perspectives that you share with them?
How many leads did you generate last month? Last quarter? How many do you plan to generate this month?
If you don’t know, you need to set up a baseline and start tracking this number – so you can see what’s working.

So how can you find potential new prospects and generate leads? Here’s some ideas of where you can find new customers – and to help them find you:

  • □ Workshops
  • □ Webinars
  • □ Podcasts
  • □ Downloads: e-books, how-tos, checklists
  • □ Attending or sponsoring events, tradeshows
  • □ Networking
  • □ Social media: LinkedIn, Twitter, Facebook etc.
  • □ Blogging
  • □ Videos

Frustrated by not having enough prospects and want to ramp up your sales? Then why not shift your business results and sign up now for my 60-Day Sales Challenge.

Patience and the need to nurture sales

Do you think there is a need to nurture sales? If not, you may be sabotaging your own revenue opportunities.

It’s important to recognize there’s a need to nurture.

Many startups are driven  by ‘revenue panic’ while other, more established businesses may be driven by the demand for quarterly revenue increases  – in either case they need to practice nurturing — and to not simply walk away from prospects that aren’t buying immediately.

Time versus Nurturing

In many cases sales may deem certain prospects unsuitable because they aren’t going to buy in the next quarter. This short-term view, driven by panic for cashflow or relentless revenue goals, needs to shift to a solid nurturing approach, with opportunities and prospects being added to a long-term nurturing process which is reviewed, measured and a part of the marketing plan.

Trust goes hand-in-hand with Nurturing

The importance of trust is well documented in the transactional sales cycle. Numerous studies over many years draw attention to it’s importance in winning more opportunities, prospects and ultimately new customers. But how do you build trust?

By relationship, little by little, via nurturing. Relationship building is good for everyone – good for both seller and buyer. We have all heard anecdotes of the customers that follow a good sales person elsewhere? That is the power of relationship – and the importance of nurturing it within the sales cycle.

As well as dissolving uncertainty and risk for the prospect, it ensures that you, the seller, are really listening. Whether it is the messaging you create, the communications you send or the calls you make; take the time to listen, nurture, build relationship.

How patient do you think you are with opportunities to nurture sales and to help your prospects at all stages of the sales cycle?

Want to ramp up your sales and shift your business results?  Sign up now for our 60-Day Sales Challenge.