Thoughtful Thursdays – A sales process to consider – Part 1 – Target
It has been a while since I have talked about the steps in a sales process. This series of posts is an updated version of the series.
Over the past 15+ years, I have had the pleasure of working with hundreds of new business owners and owners new to business. The majority did not possess a great deal of direct sales experience and had to learn to sell in order to be successful.
Over the next month I will share my insights about selling and the sales process.
I will begin by sharing my thoughts on marketing and sales. It has boiled down to these to points.
- Marketing activities produce prospects
- Sales activities produce customers
Sales is the process of converting tour prospects into customers.
A Sales Process to Consider:
- Target
- Confirm Potential
- Gain Approval
- Make Recommendations
- Close
- Sustain
Today’s thought is about the first step, Target.
Your market research and analysis has identified a target market and it is the task of sales to identify prospects in that target market. So exactly how does one do that? Here are a few suggestions on where to look for your prospects.
- Ask people you know – your current network
- Ask existing customers – who do they compete with?
- Industry association member lists – are you a member?
- Community groups
- Library business databases such as Scott’s
- A centre of influence – we all know someone who seems to know a lot about many subjects
- Social media groups found in LinkedIn, Facebook, Instagram, Twitter, Meetup etc.
Now, tap into your sources and create a list of prospects in your target market. Keep in mind that the more prospects you have, the better. You may find it beneficial to sort your prospects into categories such as industry, demographics and location.
Next week: Confirming Potential
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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