Call your partners- Partners can be a great source of short term sales opportunities. Work directly with the sales reps at your key partners. Before you consider working with a partner, be sure you are comfortable with their approach to selling and their reputation on the street. Once initial trust is established, the formula is simple–give a lead to get a lead.
Start with an overview conference call or meeting to determine overall fit- Do they call on the same types of accounts and functional areas as you? Are they active enough to be able to provide you with enough leads to make spending time worth while? Once you have determined that there is a fit, take some time and do a lead swap with them. Be prepared to give them a few currently active projects or at least some valuable contacts in organizations they may want to penetrate. Expect to get roughly the same type and quantity of leads in return.
E-mail your existing contacts- Chances are, if you have executed a performance for your past and existing clients, 9 times out of 10, they are willing to refer you to someone that is in their network. Many times, companies focus on creating new leads from a “floating source”. This “floating source”? Pulling from a completely new area that you are not familiar with, or cold calling. But why cold call when you already have a great network to pull from?
Creating incentives for your existing clients is a great way to go. Let them know that you would like to discount their current or future projects in exchange for new business and referrals.
No comments:
Post a Comment