The Effective Salesperson’s Guide to Finding Quality Sales Leads

June 25, 2010 by  Filed under: Sales 

In sales, ensuring that new, quality, leads are always coming into the sales funnel is critical to the success of the business. To keep the leads coming in, the effective salesperson should know where the potential customers are to communicate with them. Here are a few ways to find these future consumers.

The Community

Volunteering in the community is an excellent way to meet other people who share beliefs and interests. Working together can provide key insights into a prospects personality, and enable the effective salesperson to identify the triggers that can help close a sale. However, the additional benefit of increased exposure through this type of philanthropy is wasted if the salesperson’s efforts are not genuine. Volunteering in the community is an excellent networking tool, but only for those that are legitimately interested in the benefit it can provide to those in need.

Fellowships and Societies

By becoming a member of local Business Associations, Chamber of Commerce, or Business Networking groups, an effective salesperson can increase their level of exposure to other business owners who can help spread the word about a product or service. The understanding within these groups is to help each other be successful, and the more you promote their business, the better returns you can expect. These groups can also offer valuable experience that can be shared with the salesperson that takes the time to listen.

Friends and Family

The effective salesperson will educate his friends and family on the types of product or service he provides. Friends and family who have a good understand of these offerings are more inclined to help promote the business when they see a good fit. By showing family and friends the type of client the effective salesperson is looking for, there is a greater chance of them helping to provide good quality leads. When family and friends discuss your business, the effective salesperson should be known as the expert in that field.

Go Online

There are many opportunities available to reach out to prospective customers. One of the more popular ways to do this is to increase the social networking presence via LinkedIn, Twitter, Facebook, and similar services. Creating a presence in this arena can help the effective salesperson build an online reputation which can be used to develop leads when appropriate. If the target market is not geographically constrained, these social media tools can be very easy to implement. If there are geographic limitations, these tools can still be very effective, but they require a bit more focus to ensure the right audience is being targeted. Participation in offline components of these groups, like Tweetups and meetups, can enable the effective salesperson to reveal the online persona in an offline environment. By putting a face on the business, the readers can make a human connection that can help facilitate the buying decision.

With all of the methods listed above, it is important to remember that moderation and appropriate behaviour must be observed. An effective salesperson would not try to harass a client into purchasing, and should not treat the listed methods as sales opportunities. They are merely networking occasions, and should only be used as a conversation starter. Over time these conversations will develop into something more, but it is wise to avoid trying to sell anything until the time is right.

The methods listed above can help you create opportunities to communicate with your past, current, and future customers, and can help the effective salesperson develop excellent quality leads.

Peter Frumenti is the founder of Perform Now Coaching and Consulting services, offering mentorship and development for those interested in learning how to achieve their goals and dreams. By using proven tools and techniques to educate and illustrate how you can identify your goals, create a plan, and stay motivated on the journey. Frumenti has been able to help many people achieve fantastic results.
If you are ready to start on your own path to success, check out his website today. and follow him on twitter @performnowcoach

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