We all want new business but few of us put in the time or consistent effort to uncover as much as we really need to keep our pipelines filled to our satisfaction.
If you think back to your value selling training, you know that a critical factor in any prospecting venture is that you must provide value in the process and you must give at least as good as you get. Here are 3 ways to build your customer base:
- Find out who is buying from your competitors. You will have a ready-made list of prospects. Be persistent but not pesky in contacting these potential customers. When the timing is right, they may jump ship and look to you for support.
- Tap into your existing network for referrals…from friends, family, current customers and all professional connections. Targeted introductions can preclude painful cold calls and may lead to new business where the trust factor is already partially established.
- Use social media from LinkedIn to Pinterest. Share information and build online relationships slowly. Once sound, then it is time to present your offering.
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