1. How to Target Potential Customers
Presented by Joe Ellers
From the Stellar Seller Sales Coaching Program

2. Your Presenter:
Joe Ellers- Consultant, Trainer, Speaker & Business Strategist.
Author of:
-The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

3. Start with what you have
What does a good customer look like?
Type of organization (Will they be there?)
Size
Potential
What else?

4. Learn from it For the sales you have, what do you know?
What opportunities are there?
How much per employee? Square foot?
What are your product/service connections?
What kind of ratios can you carry over?

5. Define a list of what you want…
What market segments do you want?
Who are the current customers in that segment?
Who are the prospects in that segment?
Are there enough of them?

6. Where can you find more? Suppliers/customers of current customers
Talking to your suppliers
Non-competing salespeople
Trade journals

7. The old stand-bys Tradeshows Industrial directories Phone book
Internet
Driving around (Not my favorite)
Purchased lists:
Trade publications
Newsletters
Newspapers

8. Just Say “No” to cold calls
Make Lukewarm calls, instead
What is your value proposition?
Develop references/proofs
What job titles need to hear it?
Make a survey call first…

9. Start with the sales/marketing or customer service people
Ask for their help
Understand what their issues are
Translate this into benefit for them
Find out what you can do to help them
Work it

10. Summary of action items
Start with what you have
Learn from it
Define a list of what you want
Find some of them
Develop a professional way to make the first contact…