How Will I Generate Sales Leads For My Brand New Business?
Even Ray Kroc and Kernel Harland Sanders had to start at the beginning
. It can be simple if you stick to a consistent plan and follow some tried and tested rules. To succeed with any new business venture we will need many qualities and focused determination but in particular, I think the qualities below would be the ones that I would list as the most important ones.
Belief - You must believe in the products and services you are offering to your client, this will show on your face and in your voice. You need to have self-belief, and great belief in your products. Courage - You must have the courage to ask for the order. If your customer replies "NO", they probably just mean they do not "KNOW" enough about the product or the services you are offering.
Discipline - You need to have the discipline of a regular sales pattern and to follow a daily planner.
Empathy - Try to see things through your customer's eyes. Would you use your own product or services if they offered to you?
As a new sales person entering any competitive marketplace, you must ensure that you are ready to generate income straight away-"Where will I find business?", "How will I begin to generate a referral base?"
Is the statement below one of fact or should you question it?
Not many new sales people have a ready-made list of clients to work from to begin with.
Maybe you do have a ready-made client list that you will be able to pull out of the drawer and start contacting people.
Maybe you think that you do not have access to a database at all.
Maybe you do have relatives.
Maybe you do have friends.
Maybe you do have next-door neighbours.
Maybe these people do work. Moreover, maybe you just need to ask where and what they do?
Maybe you are already involved in a sporting or social club.
Nearly all of us have databases available to us; we just have not formalised a plan and put down a list.
I know that you will have answered 'yes' to many of the above questions. The great news is that the people in the groups above may be a big part of your ongoing success as a professional businessperson in the years ahead.
When should you start to think about prospecting?
Immediately that you have a product or even concepts or ideas to talk about would be my advice.
Visit the 50 people that you do have on your list, or even write them a letter of introduction to post to them. Let them know that you have gone into a new venture and ask them for their help. 'Selling is a numbers game' it is a fact
Let us look at the key steps in working your database to the greatest effect.
Step1:
Write a short letter to your contacts list; advise what you are now doing and how you can help them. The letter should be no more than a single page and friendly and personal in tone. You would not write a formal business letter to a relative or a friend! Just finding out all the contact details and preparing the mail out is a good opportunity to get your client contact issues organised. Ensure you include a couple of business cards and perhaps a little information on what your new venture involves.
Step 2:
Follow up your letter with a phone call the week after your mail out. Remember in most cases new business is not something that happens immediately. You are aiming to build business for the future and you now want people talking about your new venture. It might be that your contacts are looking for your product or service. The letter you send or the phone call you make could prompt them to do something. or mention what you are now doing to others they know
Step 3:
Follow up regularly. It is not enough to send out a letter and just 'hope' that something may come of it. You need to send things to your contact list on a continuous basis. I would suggest at least once every Eight weeks. Be respectful and thoughtful with your letters or notes and include some variety or things of interest to make sure that your message stands out from others.
Most great endeavours begin small, and if a consistent effort to do the little things right is applied you will soon be surprised how quickly your new idea or business will start to take shape. Imagine that kernel Sanders had never opened his mouth about the special ingredients that he used to make his now famous Kentucky fried chicken. Or that Ray Kroc the founder of McDonalds fast food restaurants had never talked about his concept about fast clean food. Both of these entrepreneurs started their businesses aged well over fifty years of age.
Therefore, my advice is to begin, make a simple list and start talking and writing, thinking, and the rest may just start to happen faster and more profitably then you can possibly imagine.
by: Paul Ingersole
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