The Definitive Sales Guide

FINDING LEADS
The first step to making a sale is finding a lead. How do you find a lead?.. Most entry level salespeople would say, "Cold calls, knocking doors, mailing lists, etc..." WRONG, WRONG, WRONG! You may be able to make one or two sales using these tactics, but in the long run they only lead to failure. What is the answer?... REFERRALS. Referrals break the ice for starting a conversation, this conversation hopefully leads to a friendship, this friendship leads to a sale, and all of these things lead to a LONG-TERM CUSTOMER. The best place to get referrals is from your friends. Who do you know from school/alumni, previous jobs, church, clubs, etc.. that can benefit from your product? That's usually a good place to start, but you can even take it to another level... Who do your friends know that can benefit from your product? When getting a referral ask for these items: Full name, phone number, place of business, title, and something they enjoy in their free time. Before making the appointment with this individual study his company very well and think of ways your product will benefit his business. Prepare a brochure for him and be sure to highlight the items that pertain to his line of work. Now make the appointment and don't forget to mention the name of your friend that made the referral. During your meeting be sure to make your presentation short, sweet, and to the point. As he is showing you the door, it is a good time to ask your prospect for a referral. This may seem unusual to you, but he probably knows more people in the industry that may also benefit from your product.