It's what every business wants, it's what every business needs - new business. Sales budgets increase year on year, making pro active or sales calls a necessary part of our every day business. Here are four tips to find new business.
Print off your historical lost business data from two or more years ago. Look at these names, businesses, event types for new opportunities. Make sure you plan your sales call though, ensure you have read all previous account history of this particular client. If you know why they didn't confirm with you in the first place, make sure you have the solution at the ready.
Review your local bureau and convention centres websites on a monthly basis. You will often find a list of events months in advance. Each event then generally has a link to the exhibitors website, creating an opportunity to contact the prospect for an offsite dinner, furniture equipment or styling etc.
If you are in the position where you have a high retention rate of business, use this to your advantage. Speak to your clients, ask for any further opportunities including the office Christmas party or annual AGM. For example, if you're a supplier in the industry and the client has asked for table centrepieces for their AGM dinner, ask where the AGM is being held, do they need flowers or gifts for the speakers, can you provide this or share a lead with a fellow industry colleague.
With the annual AIME event coming up on the 21 - 22 February, it's the perfect time to make connections and pound the event floor for opportunities. Visit your local area, make contact with new names, new businesses. See old faces and create new opportunities. Be the solution to their next event.
Remember, to convert you need to follow up and be top of mind for every opportunity the potential client has.
If your team is having difficulties finding new business, try to identify if it is their skills or systems that's preventing them to achieve? If it's skills, join our training Sales Skills to Convert on Monday 6th March. If it's systems and you're wanting to find new ideas for business leads, join us on Wednesday 10th May for How to Find New Business.
You have made the sales call to your prospect, secured the site inspection, now it’s time to focus on the sale. One of the main aims of your sales activities should be to secure venue site inspections to all new business prospects, giving you the opportunity to sell face to face as well as the chance to develop rapport. Performing an effective site inspection will make or break the sale, here’s how to ensure your site inspection stands out.