How to get a new customer to do business with you Presented by Joe Ellers The Sales Guy

Getting new accounts is a key to the success of a sales pro Especially now. You have only three options to get new business: Sell new stuff to your existing accounts Find new accounts Sell brand new products/services to new accounts The one with the best return now… You have to force yourself into prospecting activities

Forget what you know about your territory You think you know what’s out there… Look again There’s more possible customers than you think…they might be smaller…they might be in different industries…you probably don’t know them or you would already be selling…but you still have competitors, right?

Use your existing customers as a springboard Who have you been successful with? What were the applications? Who are the key contacts? Use them as references and get referrals…lots of them…people are they key…use any/every hook…put yourself in play Put together a list of people that should be doing business with you…don’t forget the customers that used to but don’t

Go back to the basics Why should the customer want to do something differently? More of something they want or less of something they do not want… If they’re still open, they’re buying something…and now they just might want to do something differently

There has to be a reason Remember the key sales equation: Real sales opportunity = product/service + something else You better know the “+ something else” There better be economic benefit You better be able to document it/prove it (Those references are a real help…)

The Key: Use a process Call them/visit them to learn something Send them something of value Call them and set an appointment Follow up, follow up, follow up, follow up…

Schedule your prospecting time How much time are you currently spending looking for new customers? You need to spend more What you need to do: Find new organizations Find the right people Find a piece of business

Doing more will it easier to do more Famous former Packer Coach Lombardi gave some good advice to his team when they were nervous about an opponent… Just hit the hell out of somebody The sales definition…