How to Identify Sales Opportunities
[vc_row][vc_column][vc_column_text]One of the tasks of sales and marketing is to identify sales opportunities and sell more. Scouting around for new business is a difficult task, especially in today’s crowded marketplace. Here are few tips to help you zone in on new business opportunities.
CREATE BETTER PROFILES
To find new business, you need to know who is out there with a need for your product or service. You need to find the right kind of customer who can make your product successful.
- Who are you targeting? (Businesses, individuals,income groups, etc)
- What are their pain points/what keeps them up at night?
- What is the outcome they are trying to achieve through your product?
- What do they care about?
- Where are they located?
- What concerns do they have before making a purchase? (price, quality, post-sale service,etc)
Create a clean, targeted customer profile so you can identify groups of people with a want and need for your product. Once that is done, engaging with them becomes easier.
ASK FOR REFERRALS
You have an existing customer base and some loyalists…so get them to work for you! Ask your loyal customers for referrals. When a recommendation comes from a trusted source, a prospect is more likely to buy. Ask your clients to recommend your business to other businesses or customers who may need your product/service. What you need to remember when it comes to referrals is that you have to wait it out. Make sure your existing client is fully satisfied with your services and has established a relationship of trust. And once they do recommend you and bring in extra business, be sure to offer them incentives. Offer something of value to those customers so that they will not only sing your praises, but continue their association with you as well.
SPOT THE TRIGGERS
Another great way to unlock sales opportunities and increase sales is to identify the steps and best practices that generate businesses. Do face to face meeting work with one client? Do phone conversations work better with another? Do certain days of the week garner better responses from clients over other days? By pinpointing these triggers, you can replicate those steps to create more sales opportunities. Salesvue’s sales management solution does exactly this. You can zone in on those specific points that produce a conversation, meeting or opportunity and close the deal. Schedule a quick 20 minute demo to see how it works or download our “Understanding SDR Needs: Identifying Your Input and Output Ratio” white paper by filling out the form below: