Most salespeople think of prospecting as reaching out to new people they don’t know, to interest them in buying something. In fact, most salespeople can get so caught up in looking for new customers that they totally ignore their existing clients. A single way to make more sales is to leverage your relationships with people you’ve already done business with.
The ability to generate high-quality leads is a very vital aspect of any sales process. Many successful manufacturing companies build their sales process around lead generation strategies that center mainly on attracting and identifying these high-quality leads efficiently. The more sufficient knowledge prospects have about your company, the more their chance of recommending you.
It is a very useful strategy to make use of your already existing clients and customers to promote your business. Reach out to existing clients and ask them for referrals and introductions. One of the ways you can leverage your existing customers or clients is to ask them if they know of any similar companies that are on the lookout for services that you offer. You could also ask them if they have contacts elsewhere that they would be willing to share.
Another method of leverage existing clients is by asking for testimonials that you can use throughout your marketing and sales process. These positive reviews and testimonials can be posted conspicuously on your website, in newsletters, and in brochures. Ask thoughtful questions about what they see changing. You’ll strengthen your relationship and gain valuable insights on best practices in the process.
Consider reaching out o old clients that have left you in the past and find out how things have evolved with them since the last time you were in touch. Sometimes your existing prospect over a long time might have decided to go with a competitor. You would do well to check in with them again and re-connect. Ask them if they are happy or if they had been going through a hard time and ask them if this is settled. Occasionally give out freebies. These freebies can be in form of free assessments or free consultations. One of the advantages this offers is that it helps you establish trust with your prospects.