Who are the potential customers?These are people who just need your product or service, but they are not yet aware of this.Your task - to make them real customers.
Of course, the search for potential customers - not an easy job.Therefore, competent leaders instruct it to experienced and trusted employees.
So, what are the main methods of searching?
1. Advertising.Business is not possible without it.Whatever you do - selling toys or provision of hairdressing services, shoe store or keep cleaning company - potential customers are rarely themselves.
As you know, advertising - the motor trade, so do not spare money for a good advertising campaign.Even a simple but informative ads in the local media will attract a lot of interested people.
2. Appeal by mail.Also a very good way to find customers.However, this method requires careful consideration.If you simply send a packet of letters and wait for the influx of customers, the result you did not wait.
Alternatively, divide the lists of potential customers to a certain group.Let one group is responsible for a sales manager.An employee regularly, such as every Monday, can send 10 messages according to your list, and on Friday to ring destinations and get to know their opinion.
3. Participation in exhibitions, trade fairs and conferences.And what makes you think that your potential customers do not attend such events?Even visiting!During his participation in the exhibition alone can attract more customers than in the past month the mailing.
Moreover, such events are not necessarily involved themselves.It is enough to watch them and visit them to use the maximum of opportunities to find clients.
Well, how to attract customers, we understand.How to recognize them?Here everything is quite simple.First you need to identify the target audience.If, for example, selling toys, then your target audience - parents and children.However, in most cases the child will not be able to pay for their favorite toy, so as potential customers you are interested in only the parents.
One of the secrets to attract customers - bright speech.Those who are endowed with the gift of persuasion, and is able to vividly describe any product - natural-born salespeople.It checked that potential customers are more likely to "peck" on the verbal description than a visual representation of the object.For this purpose, it is useful to provide training to managers of trade.In these classes, you can train in the description of various goods (not only those that you have to offer).
What to do when a potential customer is already on the brink?If you think that it's done, you are deeply mistaken.It will all depend on how you present him to your product or service.Tell the customer what benefit he will receive what he will feel when shopping.For each objection you need to answer and turn it into an advantage of the deal.
Follow these tips and your potential customers will soon become real!
