Business Q&A - How to secure business with a new client

This question came in from Tristen about how to secure new business.

 And the answer is pick up the phone and make something happen!

Tristen, in the email you noted your coming from a communications company. After working with account managers from that industry I did learn that it is not a horrible business to be doing sales in since most companies need the products\service and they are always looking for something better.

The good news is the path you take to secure business is no different then any other industry.

Step 1- Check out your local library and get access to Info \ Reference USA or like service. Most libraries have access and you will be able to log in from home for free.

Step 2  - Use the reference service to do searches on the companies you want to target. Often it will have the name of the individual you want to target. If it doesn’t then you can call in and ask for the manager you would like to speak with.

Step 3 - Research the companies you are targeting so you can speak about their business intelligently.

Step 4 - Your typical sales calls. At this point you want do your pitch and set an appointment. Face time is key so if you cannot get them on the first call then keep following up until they give in and decide to meet you.

If your looking for active marketing then cold calling is the quickest way to success and with services like Reference USA and the Internet you have half the battle won by already knowing whom you need to speak to so the rest is left to your salesmanship skills.

I hope this helps. Post a comment below if you have more questions on this topic.

If you enjoyed this post, make sure you subscribe to my RSS feed!