Let me start with one that is guaranteed to get at least a thousand “duhs” right out of the gate . . .
Go Where The Money Is!
You don’t just go where the money is by sitting down and brainstorming the question “Where is the money?” . . .you need to take it a step further.
Look on the job boards like monster, indeed and careerbuilder. Look for the companies that are hiring. If they’re hiring, they’re hiring for a reason.
Look at this suspiciously as in . . . Why are they hiring?
It could be growth and expansion or it might be turnover.
Perhaps your product or service could speak to those things and if it can’t then perhaps the company just has a few more dollars to spend while they’re in growth mode.
Another way you can “Go where the money is” is to pay careful attention to the companies you are hunting and listen for news items about expansion, winning new contracts, getting additional funding etc.
You should have every one of the major companies you are hunting set up in a “sales listening station”. I give full details how to set up yours here.
The next way to get more customers is to . . .
Go Where The Money Isn’t!
This is where you get to look at me like I’m on crack!
We tend to shy away from the industries that are hurting when in fact, they might be experiencing just enough pain to allow us to come in and help with one catch . . .
We need to show them how our product or service can either be tied to revenue generation or helping them become more profitable.
Let’s think about a little something called the status quo. When things are nice and comfy, people aren’t quick to make a change.
Remove the money and have everyone fall on their faces a few times and you might have an audience who . . .
1) Is ready to listen to you!
2) Isn’t getting hit on by your all your competitors because they think there’s no money to be had.
Let’s get back to that “Sales Listening Station” thing.
Be on the look out for companies that have poor earnings, getting their asses kicked on Wall Street, experiencing layoffs etc.
They might be ready to listen to you!
Needless to say, I wouldn’t put 100% of your efforts into this category!
The third way to get more customers is to . . .
Go Where The Money Will Be
Read publications such as BusinessWeek and the Wall Street Journal. Look for emerging industries.
There could be some new doors that could open for you!
How about companies that are about to go public?
How about companies that just received venture capital? Don’t know how to find them? Try searching venture capital firms and see if they list their clients. You’re welcome!
Go to the real estate section of your paper and look for companies who just leased space. It might be because they are about to expand.
I hope this helps but before you go, I could use your help . . .
What ideas can you share with us with regard to how we can get more customers?
I help aspiring sales rock stars realize their full potential. For more information on my training programs, coaching practice or speaking engagements, click here!
