Search for your prospects no leads, a lead

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Success in selling has not so much a lot to do with what you can, but with whom you know and how well you manage identify yourself to others.

What relationship is there between sales results and notoriety at the customer?
A small around ask at a training brought a nice consistency to the light between the sales results and how well others you know.

I asked two groups spontaneously from the same organisation how often they were called by customers and by prospects (clients who they knew not yet, but who had received their telephone number of others). And what emerges? You can compare these figures almost one on one with the sales results!

Intrigued I proceeded to search for links. But I could not find agreement in the area of assertiveness, experience, the time that was in service. I could only find the direct coherence with the fact or whether or not was called spontaneously by customers and prospects.

Why would the customer come to you?

Logically, you’ll say. Selling is easy as customers themselves at you steps.
And you are quite right! Selling is indeed a lot easier if customers come to you spontaneously ring a Bell. But let’s analyze.

How is it that you customers to toestappen?
Clients come knocking at you spontaneously because they have confidence in you, and see you as the ideal partner. This feeling can they have because they know and you have previously did business with you. Confidence may also occur if another has referred them to you. Because one of their friends or colleagues you as their lead has passed.

How is someone with whom one wishes to contact you?

The first step is, of course, that one you know.
And we are lucky in that area. Each salesperson has a number of people who know him or her. We call them contacts. But here is the law of large numbers of application.

The more people you know, the more opportunities to obtain a referral.

The second step is to create your contacts, of ambassadors.
That means: to serve and support your contacts so that they will do the same for you. It’s a hard law. The first step is up to you.

Give your contacts a reason to you spontaneously recommend. Set your network open for them, help them with the challenges them delivery leads, where they stand for (even if you deliver something that is not directly on), their help and stay.

The third step is activate your contacts.
That is – just like shutting down in sales – for many the hardest step. Question there to. Be direct, open, respectful and honest. Simple question: do you remember people who could take advantage of my offer? And thank every contact that you have for the referrals you get.

Send them an email, call them or find them on and thank them. Give recognition for their help.

What will you muster?
The result will be that also sell for you is simple; customers will toestappen on you. It seems like an ideal solution, right? But remember: this will produce, and also you tomorrow after tomorrow not sell no additional.

This approach works exceptionally well, even on different jobs at different companies. But it is long-term work.

Tip
With this approach you’ll build a personal waardeportefeuille. It is your savings capital as seller. You can choose to spend it directly (and still keep a small balance on) or to let it accumulate, and there to enjoy for years to come.

It is the largest value you as the seller has!

Bron: Peter Stinckens
Peter Stinckens

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