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

2. 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

3. 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?

4. 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

5. 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

6. 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…)

7. 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…

8. 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

9. 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…