Peady’s Selling Engagement sponsored by IRD Prospector

Finding new clients or customers is often the first topic that most sales people want help with, whether they have been selling for five minutes or five years.

To do this effectively you have a couple of choices.

First choice is to pick up the phone or start door knocking to do some cold calling – it’s a numbers game with a poor success rate in getting an appointment.

Your second choice is “warm” calling – contacting or following up prospects you already know. A great way to set up those “warm” calls is via networking.

Networking forms a vital part of any prospecting activity because you get to go where your current customers and prospects are likely to go.

Your prospects are people like you – they play sport, help charities, participate in community groups, attend church, help at their kid’s school etc. Why not connect with them there?

The 6 Ways

So here are my ideas on how to find new leads or clients or customers:

1. Join a community group such as Lions, Apex, or Rotary. Really participate. It’s a great way to meet like-minded people while helping the community.
2. Check out trade shows that are specific to your business or market. These events are a terrific way to connect and become well known in a business environment.
3. Business referral groups are another way to actively network. These groups help members find new prospects. Google the subject, you’ll find them in most towns.
4. Attend local chamber of commerce business networking events – you’ll meet any number of interesting people. The more you attend the better you become known.
5. Get involved with a sports group or gym. It’s amazing what conversations take place on the sidelines or as you swap apparatus. Maybe you’ll talk about what you sell.
6. Consider any of the education groups such as Toastmasters or Dale Carnegie. You get to learn something new AND cross paths with other people who are just like you.

All 6 of these networking ideas combined with your normal prospecting activities will help find new leads and from there new sales opportunities.
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at [email protected]