Who are potential customers? These are people who just need your product or service, they just don’t know about it yet. Your task is to make them real customers.
Of course, finding potential customers is not an easy job. Therefore, competent managers entrust her only to experienced and trusted employees.
So what are the main search methods?
1. Advertising. Business without it is impossible. Whatever you do - selling toys or providing hairdressing services, holding a shoe store or a cleaning company - potential customers are rarely located themselves.
As you know, advertising is the engine of trade, so do not spare money for a good advertising company. Even a simple but informative announcement in the local media will attract many interested people.
2. Contact by mail. Also a very good way to find customers. However, this method requires careful study. If you just send a packet of letters and wait for an influx of buyers, then you will not wait for the result.
Alternatively, break your leads into specific groups. Let one trading manager be responsible for one group. An employee regularly, for example, every Monday, can send 10 letters in accordance with his list, and on Friday ring up recipients and find out their opinion.
3. Participation in exhibitions, fairs and conferences. And where did you get the idea that your potential customers do not attend such events? Even as they visit! During participation in the exhibition alone, you can attract much more customers than in a month of mailing.
Moreover, it is not necessary to participate in such events themselves. It is enough to follow them and visit them to use the maximum opportunities for finding customers.
Well, how to attract customers, we figured out. How to recognize them? Everything is quite simple here. First you need to determine the target audience. If you, for example, sell children's toys, then your target audience is parents and children. However, the child in most cases will not be able to pay for the toy he likes, so only parents are interested in you as potential customers.
One of the secrets of attracting customers is bright speech. Those who are endowed with the gift of persuasion and are able to colorfully describe any product are born
sales agents. It was verified that potential customers are more likely to “peck” at a verbal description than at a visual representation of an object. To this end, it will be useful to conduct trainings for trade managers. In such classes, you can train in the description of various products (not only those that you offer).
And what to do when a potential client is already on the verge? If you think the job is done, you are deeply mistaken. Here everything will depend on how you present him your product or service. Tell the customer what benefits he will receive, what he can feel by making a purchase. Each objection must be answered and turned into an advantage of the transaction.
Follow these tips and your potential customers will soon become real!