Worlds Best Sales Tips #3

More Sales Tips from a really good book. "The World's Best Sales Tips by Ciaran McGuigan is a quick toolkit for improving your sales techniques.

Ciaran talks about "Exploding your opportunities" on page 4. What he is referring to is using the contacts of existing customers as a base for future Suspects. All SMEs suffer from not enough sales funnel. We struggle looking for lists and other ways to get more contacts to approach.

This method involves looking at each of your customers in turn. Think about the suppliers and customers that this customer has. Try and write down six names associated with each customer.

This way you can quickly go from 6 customers to 6 customers and 36 suspects to contact.

Be sure to make sure you have permission from your customers to contact these new contacts. Also it is great to get a written referral from your customer on how you have helped them. Think about how your products and services can assist each of the new contacts and draft a letter to each introducing yourself and enclosing the referral from your existing customer.

Another twist on this is to look at the suppliers to your existing customer. They usually like to keep their customers happy so if your customer says that he would like to refer you to them, they will naturally have to at least take your call or see you.

Powerful?

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